Authoritti5.0 Magazine - Issue #55

AUTHORITTI 5 . 0 JULY 2022 | ISSUE #55 90+PAGES U S D $ 0 0 0 The magazine INDUSTRY EXPERTS have been waiting for! PreciousL.Williams Everything Is a Process PAGE 21 Taking Centre Stage with Confidence PAGE 48 "Classic Sales" VS "Authentic selling"PAGE 54 The Psychology of the Perfect Pitch PAGE 66 Success Decoded PAGE 73 Brain Hacks to Help You Realize Your Full Potential in Business PAGE 35 KILLER KPITCHES ILLER PITCHES

AUTHORITT | JULY 2022 EDITORAUTHORITTI5 0 MAGAZINE

EDITOR'S NOTE

By Mary Henderson |

Photo by Melinda Hird

It takes me months to think about topics that I feel you want to know more about. Finding the right industry expert to feature on the front cover is not an easy feat. Thankfully, I have the best content team who are committed and continue to give up so much of their time to deliver valuable content, for FREE. We want to get this magazine into the hands of as many industry experts, globally so they can access meaningful content that is NOT based on quick fix solutions but instead based on shifting paradigms. Enjoy this issue.

Who doesn’t want to learn how to pitch their genius to the world and be considered the go to expert? I think most business owners will say “me.” I love watching TedX talks not only for the content but to observe how people pitch their story. Some are good, some really bad and others our memorable. In fact, it was in January 2012 when I was watching a TedX talk and instantly knew that the person speaking would be my mentor. He was a Professor in Philosophy who mentored me for 12 months and helped me change the trajectory of my life. Speeches, pitches whatever you call them are all based on telling stories in a way that captivates the heart and mind of the audience. It’s not easy either.

I was mentored by a panel who were Ted Speaker coaches and I thought I was pretty good at speaking but soon found out that I was pretty Sh$$ at delivering a story So, I learned how to do this through experts who do it as a living. This is where my featured guest comes in. Precious L. Williams who is a master pitch queen and this lady knows how to pitch and win every deal EVEN when a business or product DOES NOT exist Yes!!! Exactly what I thought too How do you do that? I encourage you to read the featured story where Precious dives deep into pitch mastery and shares a lot of wisdom. She has an incredible story that will inspire you at the very least. This magazine is made with so much love and curation

CONTENTS E2DITOR'S NOTE C4OVER STORY G21ROWING, SCALING AND IMPROVING YOUR BUSINESS: JOHN KNOTTS Everything Is A Process C27AREER DEVELOPMENT: GINA RILEY Understanding And Positioning To Land In The Right COO Role N35EUROSCIENCE: OMOZUA ISIRAMEN Brain Hacks To Help You Realize Your Full Potential In Business V43IRTUAL ASSISTANT: LINH PODETTI Why Business Owners Hire Virtual Assistants From The Philippines M48IND & BODY: MARY MARY MCDONNELLTHOCKLEYakingCentre Stage With Confidence A54UTHENTIC SELLING: MIRNA BACUN Classical Sales vs Authentic Selling M60ANIFESTATION: MARIA DAVIS Manifesting With The Cauldron P66ERSONAL DEVELOPMENT: LOUISE TAYLOR The Psychology Of The Perfect Pitch M73INDFULLNESS: FALGUNI KATIRA Success Decoded What Does Success Mean And Why We Fear It V78IDEO MARKETING: DENNIS YU Collecting One Powerful Endorsement Make Or Break Moment T84OOLBOX: JAN SANTOS Best Webcam For Streaming B88USINESS TOOLS P89ODCAST OF THE WEEK S90UBSCRIBE TO AUTHORITY5.0 MAGAZINE T91UNE IN TO THE AUTHORITY5.0 PODCAST P92ROMO AUTHORITTI5.0 AUTHORITTI5.0 MAGAZINE | 3

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Mary: So this issue is called KILLER PITCHES, and I knew instantly that there was only one person in the entire universe who had to be on the front cover. And of course, that is you. So I’m going to start with your story because to me, your true vocation starts from one origin in your entire story So when, where, and how was the beginning of you knowing that you had the gift to be a killer pitch queen?

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Harvard University, Columbia University, George Washington University, Intuit QuickBooks, Yelp, and more She doesn’t forget her roots; she gives back by working with organizations like Bottomless Closet, the Bowery Mission Women’s Center, DreamWakers, Savvy Ladies, and Dress for Success As an international professional speaker, she is also hired to keynote global conferences, summits, and events.

Mary: In this month’s Authoritti5 0, buckle up, because we are going on an adventure with our featured guest, Precious L Williams

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Precious is also featured in a Mastercard “Priceless” commercial, she is the 2022 recipient of the Tory Burch/Fearless Fund/The Cru 2022 grant, a 4 time Book of the Year Finalist, a Stevie Awards “Maverick of the Year” Silver Medalist, and a 2021 Leadership in Action Awardee.

To understand this incredible human, you have to understand her story She once weighed 327 pounds and somehow used her moxie, grit, and determination to talk her way into funding for a company that didn’t even exist: Curvy Girlz Lingerie She made this company a reality and her ability to think on her feet and boldly break the rules and tell a story has since made her a #killerpitchmaster with a hashtag. Some also refer to her as the female MacGyver of business. Precious is a 13 time national elevator pitch champion who has also successfully appeared on ABC’s Shark Tank, CNN, Wall Street Journal, Forbes, and Black Enterprise magazine. She has since watched her clients win millions of dollars in pitch competition money, secure lucrative speaking and corporate training contracts, and launch their next beautiful NOW!

Besides helping women entrepreneurs and business leaders, Precious is a corporate sales trainer, helping teams to create killer communication skills, craft messages, and understand how to pitch and build sales programs She is also a world class speaker/trainer for global brands including Google, LinkedIn, Microsoft,

Precious: My grandmother. When I went to live with my grandparents, when I was 15 years old, my grandmother Precious Dolores Williams told me I had the gift of speech I was looking at her like mmmm, but you know, she’s my grandma And she would wake me up touching my toes in the morning, and we would do affirmations together I think she went to the Oprah Winfrey school of parenting And you know, when I was 16, the principal of our high school, Floyd Cruz, asked me to speak at an event I didn’t know how to write a speech. So my English teacher, either Ms. Ruth Hill or Miss Addie B. Jackson, wrote my speech. I was cute and never looked at the speech until I gave it. And it was funny because something instinctually in me knew how to do my cadence, how to speed up, slow down, pause. I just knew. And I got a standing ovation, and the mayor of the City of St. Louis was there. And then he asked me that night to be on his St. Louis public school’s task force. Well, I didn’t realize that due to a standing ovation and knowing the mayor, my next speaking engagement would be for the governor of Missouri. So I almost feel like I had these President Barack Obama moments so long ago in St. Louis! l wanted to go to Spelman College in Atlanta, although people told me that was a pipe dream It would never happen, but I think it was developed from speaking because I'm an emotional speaker We have a lot of great speakers who are experts, but they don’t know how to sell what it is they’re an expert in I actually do I’m going to hit you emotionally, and you’re going to justify it logically, of course I am a real trainer, and I learned my craft. I invested in my craft and then went on to start Curvy Girlz Lingerie with no money; I had to pitch my way to where I am today. I launched a company that did not exist, but I treated it as if it did. And I think when you watch men who become successful, they don’t have a bluff game. So they go in like it is what it is. So when my back went against the wall, I pitched, and the next thing I knew, I was on “Your Business” with JJ Ramberg 10 years ago in February. And in 54 seconds, I walked away with $500,000. People were like, how was that possible? And then I went on to win 13 out of 14 pitch competitions with nobody training me. And yes, I’m an international professional speaker, but being the killer pitch master means I would help you slay all competition It didn’t matter if I was going up against people with Ivy League credentials, went to the best schools in the world, or had all the money thrown at them I was like when we hit that stage, I hope you know what time it is, because you’re

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You’re looking at my skin color You’re looking at my big body And I’m about to serve you at this stage So I took every flaw people said about me, even from being a child, and I made them my secret weapons because they never saw me coming Mary: I love that because I was watching your TED talk this week before our interview, and you were luring me into your story and I was like, oh my God, this is not a linear speech. You’re well poised, you stop and you look, you breathe in and out this is real science. You’ve created the art and the science of killer pitches.

I STUDIED MY CRAFT AND

Precious: I didn’t even know when I was on stage doing my TED that my mic fell, because I was so excited! So if you kept hearing a click, click, click, that was because it fell. No one told me, and it was so funny.

Mary: You are very good. So I want to dive deep into this issue of Authoritti5.0, because I know so many industry experts want to master their pitch, not just on stage, but also on social media. And they want to grow their social and brand currency. So many are truly struggling to do that. So what is the gap that you see time and time again that prevents people from sharing their story or mission to a broader audience? Precious: Well, I think that people don’t know who their target market is Maybe they think it’s going to be women It’s going to be this thing when oftentimes they’re playing in the wrong sandbox. They might be targeting the wrong industry, the wrong demographics, the wrong psychographics. For example, when I started, I was teaching women how to pitch for business pitch competitions, right? Who’s focusing on women? Nobody, especially women of a certain age. However, when the pandemic happened, I realized that some people didn’t understand pitching beyond investor pitches, elevator pitches, or media pitches And I wanted to show it was an everyday thing you do, no matter where you are I realized I could take this into companies, corporations, foundations, and nonprofits, but it was how was I going to get in? So I chose big tech and financial services, things I don’t have degrees in, but I knew that service based entrepreneurs struggle the most. Number one, they’re in the wrong sandbox. Number two, their messaging is very generic, and they need to specify. If I’m before a particular audience that wants to improve for a business event, then we’re going to focus just on the elevator pitch. So then number three, people are boring. And so on social media, they buy this or they’ll give you some story that you know is not true. It’s not even authentic, even though it’s supposed to pull your heart strings. But you know you’ve seen it on every other influencer thing, so it does not resonate. I want people to show up as they are. What you see on social media are the hype and the glitter, but I’m giving you the reality And I’m still booked and paid by some of the biggest companies in the world ’cause I show up as I am THAT’S HOW I’M ABLE TO HELP OTHERS.

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looking at my face

Some of my friends were in the audience, and when I got off stage, people were rushing me like young people And you know, when you get the young people, as well as women of a certain age and teenage boys or girls, it’s wonderful! I may be 43 years old, but I can get you I don’t care how young or old you are I have a gift and a talent that I’ve invested in. I studied my craft and that’s how I’m able to help others. So when I got off the stage, they wanted to brush out the sound of the clicks, but they didn’t want to throw me off. I was like, you couldn’t throw me off. I’m going to master this. I think it’s exactly right. And I wanted to say all of that in such a short time. I was like, well you got 12 minutes. Even if I go off on a tangent, I’m good.

JULY 2022 AUTHORITTI5 0 MAGAZINE COVER AUTHORITTI5.0 MAGAZINE | 8 when the pandemic happened, I realized that some people didn’t really understand pitching beyond investor pitches, elevator pitches, or media pitches. And I wanted to show it was an everyday thing you do, no matter where you are.

Precious: I will say this for me and for my clients It is, but I also want us to take into account what does the audience need? So I come with authenticity and transparency, but what’s in it for them too? So if I’m doing a keynote, it depends on who’s in the audience So if it’s women, what are some of the things that women are struggling with right now? And let’s talk about it. Let’s talk about how you come back from failure or mistakes or anything like that, right? Or how do you become successful in B2B sales? If I am in a mixed crowd, what are some of the challenges that I can glean before I step on that stage to talk about? And a talk is a pitch. A presentation is a pitch. Your social media posts are a pitch. So if you are not dealing with the real challenge or problem in their language, not yours, it won’t work Cause I know we all like to be like, oh well you know that People need that sixth grade level Are you talking to me? I don’t care how

And finally, I think that when you’re trying to engage people on social media, you have to have different approaches. So you can have the purchase. You can have the, Hey, I'm behind the scenes. I’m working on my book and man, I’m about to pull my hair out. So now you see a wig on the floor, and y’all don’t even know what to do. You know what? You have to engage because I’m telling you, we’ve trained people to only believe that perfect stories matter And so then you have someone like me who comes along and says I got a bald spot I’ve been working on this book and they’re like, oh shoot There’s real work You don’t have to be a celebrity. You do not have to be a sports figure to be influential and to be an influencer. I’ve signed two influencer contracts in my 40s. Think about that. It’s because they know I’m resonating with a particular audience. So how I deal with sales teams is very different from how I deal with speakers who are new, intermediate, or advanced. It’s very different when you’re dealing with new entrepreneurs or those who’ve been in business and want to go do something new. And so be very specific about your target market and focus on that One thing that I don’t want people to say is, “Oh, I want to work with everybody ” No, you really don’t I know you love to say it, but you really shouldn’t If you get good in one area, then people will start to bring you in others. But when you are all over the place, they’re not going to want to work with you because you’re a Jack of all trades and a master of none. You listen to every guru. They gave you every BS story, and you are regurgitating it, but you haven’t synthesized it to make it your own And that’s why most coaches or consultants struggle, because they all sound the same Mary: Absolutely. Here’s what I believe, and I want to get your take on. When you are pitching to one person or a thousand people, true authenticity is a key ingredient. And by that I mean that your soul and my soul are having a conversation that’s invisible. This is just my belief system. Your soul needs to feel me at a feeling level, in order for me to believe in your story. I can’t see your soul but I can feel it. It’s there. You can feel it inside your body.

When you create a pitch to say an audience of a thousand people, is authenticity and speaking from the heart a key benchmark for you?

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Mary: So what you are saying is when you are pitching, pitch as though you’re speaking to just one person, not 1,001 people. Precious Your story has to transcend to what they’re struggling with. At 43, I have multiple stories, but not every story is for every environment When I’m at LinkedIn, Google, or Microsoft, and I’m speaking to our young people, or if I’m doing training for their sales team, there are only certain stories that matter So knowing which stories matter, which stories are strictly for which audiences and for others, and then making sure that story transcends And you cannot speak about it if you haven’t overcome it; it’s going to be obvious. And that’s why people will tune out if you’re still in. They’re not there. I’m not saying you can’t cry or whatever. But some of us are still back there trying to pretend that we’ve overcome our trouble.

I HAVE IMULTIPLE HAVE MULTIPLE STORIES, BUT SNOT TORIES, BUT NOT EVERY STORY IS EFOR VERY STORY IS FOR EVERY EENVIRONMENT. VERY ENVIRONMENT.

Mary: But when I hear professional speakers on stage regurgitate their same old story over and over again, and then the crocodile tears come out, I just switch off immediately. I’m thinking that I’ve heard this speech four times. It’s the same. They’ve cried at the same mark in their speech. I’m not believing them anymore. This is a business and they are on that stage for themselves, which I agree with But I want them to pull me into that story because when they pull me in, I can become their advocate And I think that that’s a really important point This is just my view to really see the opportunity on a stage on social media, as you know, and as you rightly say, there are many origins in your story, not every origin story is one size fits all Precious: Can we talk about it?

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YOUR STORY YHAS OUR STORY HAS TO TRANSCEND TTO O TRANSCEND TO WHAT WTHEY’RE HAT THEY’RE STRUGGLING SWITH. TRUGGLING WITH.

highbrow they are or what schools they went to I need to know you understand this is stressing me out I may not want to talk about it with my friends But when I come to some of these conferences, I want someone to speak to me, speak into my soul So I know it can be done Are you the person to do it? Can you point me in the right direction? That’s what I need So as great as I am with my authenticity and transparency, I am a trainer, and it is my job to bridge the gap between their fear, their worry, their doubt, their challenges, and their problems and provide a unique solution that only I can provide.

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Precious: So let me just say this. There are many ways to skin a cat, right? I’m 43 years old. I am not a 15 year old Caucasian talker. I'm a Black woman who is 43 as a full figure. A Diva Those two stories are very different If you happen to be young and cute, and you get it popping on social media, more power to you If that’s how you get your coins or NFTs or crypto and all that kind of stuff, more power to you. However, that works for that audience. I understand the wanting to go viral and all this other kind of stuff I get it, but let’s take it back Some of us are not Insta famous Some of us don’t want to show how every part of our life really is I want you to know me My clients want you to know them for their talent, their skillsets, and their abilities. So you’re going to see things that they won’t show you. I’ve been to some places and the flight was delayed, so I missed my flight into another country. So here I am and I'm showing the real, right? There were times I was in the last seat in coach before I got to first class. There were a lot of things that happened, but I wanted people to see the journey because I wanted to show women of a certain age that even if you don’t have a Brazilian butt lift, if you don’t have six pack abs, or if everything is not perfect on your body, can you still make it?

The answer is yes The answer is you can keep looking at social media and you’ll be like, oh man, I wish I had that private jet. You could wish for a lot of things, but you don’t know who has big debt and who doesn’t or who is just paying to have that scene taken to try to impress you. One of the hardest lessons I learned after I came out of darkness is that I was treating people so transactionally. So if you had the coin, we could do this. Now because I’ve been so good to people and people have been so good to me by seeing who I mask off/wig off and all that kind of stuff, I’ll get things in the mail. I’ll get people saying, “Hey, Precious I nominated you for this Oh, I think you going to get it ” “Oh, Precious, check out this Oh, I understand the wanting to go viral and all this other kind of stuff. I get it, but let’ s take it back. Some of us are not Insta famous.

Mary: Please? So we’ve got social media and then we’ve got the real life And I see so many coaches in this femme movement who use language like queen, warrior, goddess And by the way, I love all that language You know I use it myself, and they post pictures of themselves half naked because supposedly they’ve liberated themselves, found the love of their life, are living in mansions, flying on private jets and supposedly making millions of dollars. Now you touch on this in your TED talk the idea of being Instagram famous is now a goal for so many people. And here is where I see the breaking point in all of that, and I really want get your view on this. If you don’t have a sound business model that is intrinsically connected to your area of specialization and your product or services that can solve a complex problem, for sure you are dead overnight This is my view because the moment your audience stop advocating for you, it’s an uphill battle And at some point that’s not sustainable either So do you believe that to get your message heard by thousands, millions, or billions, or even hundreds, if that’s your target audience, you need to be strategic and deliberate, which is a longer game and then requires patience? I would love to hear your philosophy on these pressures.

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And I don’t know if three years are considered long, but there was a life before I became a severe alcoholic, before I was homeless. All of that. Nobody cares about that part. They care about me now. And what my heavenly father told me is you’ve got to show them the real because when women don’t make it the first time or things don’t move as fast as they see someone launched a million dollars overnight. Yeah, but let’s not talk about the 10 years it really took; they don’t tell you about how they got to that. And so I want people to see that this ain’t easy. You, a woman of a certain age: It doesn’t mean you can’t make it It just means you have to do it with finesse You have to show up to show out Mary: I think that there is a real movement or I should say a real opportunity in that middle aged bracket because women get to say 45 or 50 and my children are grown up; what am I going do with my life? Look at my body; look at the wrinkles on my face. You know, look

girl. They’re about to book you for this thing. Don’t tell ’em I told you.” Yeah. But I already know what it is. And I’m like, “Thank you.” Last week I got an email from one of the biggest top daytime television shows telling me they wanted me on the show today at 10:00 AM. I was so excited! I wrote back within 10 minutes, and I wrote back again the next day Didn’t hear anything I went on my phone, and I rarely am on Instagram where they have hidden messages on Sunday night, but as I just went through the hidden messages I saw an email from the show And I wrote them immediately, asking did you get my messages? Not only did they not get my messages, they went into spam. And by the time they got my message on Instagram, they’d already given it to someone else. Ah, number one, technology won’t let me be great. Number two, the fact that they read articles and watched my TED talk, I was on their radar. Not one of the others was on their radar. They wanted to book me. So as my friend said, that’s one door closed for now. And they wrote me telling me they were sorry and maybe next season. Maybe the fact that you know who I am Thank you Thank you for every podcast, every radio interview, every hyper local, regional national international event brought them to this point

So did I play the long game? Yeah

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Precious: I think that that’s true, and to go even further, now that I’m in my 40s, I remember hearing this when I was young that life begins in your 40s and you’re like, oh no, I’m popping now, baby When I tell you what our mothers, maybe our grandmas were trying to tell us when we were young, you don’t even know what you have. And by the time you realize what society is telling you, it’s gone. And I pray that reading your magazine, being around you and your network, that people see that, first of all, it’s getting really good. So here’s something that young people don’t know: how to read through BS from the jump. That’s why certain men only date younger women; they aren’t jaded yet. But we know what’s coming. Or if something doesn’t feel right business wise, step away, because you already know this isn’t going to end well. The ability to trust, the ability to see beyond the smoke and mirrors; who is this person? I want you to meet me So like I said, the wig will come off Like I was working on my book, The Pitch Queen, which is coming out in September, and you know, I am sending it to editing now I was going through it, and I just had these moments that are hard to explain Like in the beginning you’re reading and you’re like, yeah, ’cause I’m writing it But in the middle, in the end, man, I don’t know what to say. I just felt like this is my stuff. I am giving it to them. They don’t know this about me, but I’m not ashamed and I’m not afraid. And if people come for me, they already did what? Bad and power pitches. And it was a Forbes magazine. And yet I had a billboard right on Times Square, and it is a four time Book of the Year finalist. So I could take what the world tells me. I’m over. I’m tired. I’m through. I got some roles. Well, baby, they love it too. Walking in the sunshine of my life is golden. If you live into your forties, fifties, or sixties, can we just talk about the people who never made it there? Those who could never talk about it or who gave up on life? Because they thought they couldn’t? I’m not a motivational speaker because that’s been done They’ll always call other people over me But when it comes to pitching, let me tell you whom they call Precious L Williams, who is now the Pitch Queen There are small niches that will make you rich You can chase after the millions or you can get rich in the thousands or hundreds. Can we talk about it? at, look at, look at But what they’re doing is looking and comparing with a 25 or even a 30 year old. And you know what, Precious? I realized also as I was aging, I don’t dislike how I look. I love what I’m becoming. That’s the difference. It's not how I look; it’s what I’m becoming. It’s that goddess that’s rising on the inside. And suddenly you become unstoppable. You are clear on that destination. I agree with you when you come from that level of authenticity, when you can look at yourself in the mirror and say, you know what, I’m no different from anyone else out there. The only difference is that I love what I’ve become. I have patience and integrity. And you know what else? I discovered a very important word this way. Courage. I’m not talking about willpower. I am talking about the courage to go into the discomfort and penetrate through that Because that is where the actual truth lies And I think that all these self help coaches who are pulling people into their ecosystem take them to a dead end We have to learn what these words like courage mean, because in your business, standing on a stage and speaking or pitching, even if you’re a salesperson, even in my sales calls, it’s all pitching. But if I can’t come from that place of loving who I am first, how do I expect the prospect to love who I am? THE ABILITY TO TRUST, THE ABILITY TO SEE BEYOND THE SMOKE AND MIRRORS; WHO IS THIS PERSON, REALLY? I WANT YOU TO MEET ME.

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Precious: Those are the people who are not focused on and when they start to see it, it’s kinda like the Curvy Girlz Lingerie Oh, nobody cares about big women I said, "What about full figured divas and plus size fashionistas?” When you change your language, you change the game. That’s why pitching is so important. If you sound like everybody else, you get treated like everybody else. I said, that’s what you can do with words though, you know you want it come through. You already know that’s why the picture of me back there shows my natural hair. I was looking cute that day too. But I never looked the same and people always said I never do. I said, because I embrace difference. I’m not going to be the same at 50 or 60 But every time you see me, I take care that you see me I know that I can switch up on a dime, but that’s what talent can do I got good at this one thing Expanded into other things And now I’m a phenom in all of those things.

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Mary: I’m that sort of person who believes in micro focus because there’s so much opportunity there.

Mary: I would love you to give us the real pathway to becoming a successful speaker and author. I mean, there’s so much noise out there. And I know that my audience who are mature, intelligent people would appreciate your wisdom. Can you break it down in very layman’s terms? Very high level ’cause we don’t have all day, but what is the pathway to becoming a successful speaker and author? Precious: When it comes to speaking or being an author, I treat them very differently To be a successful speaker, you really have to lay a solid foundation. I understand that there are people who will tell you six days to 6 million. But it’s not going to happen if you have no solid foundation, which means knowing your target market and making sure your message matches that market. You also need to understand the power of your network. So as I was getting out there, I stopped; I was not afraid to ask for help. Even though I was a killer pitch master who can get myself in front of certain people and was being very specific about who I went to and what my ask was, I was taking free gigs to get out there in front of people And when they started hearing how great I was, they started pushing me out there. In my first speaking engagement out of homelessness, I spoke for Bottomless Closet and that led to Viacom, Saturday Night Live, JG, and In Style magazine. And that led to LinkedIn, Google, and Microsoft. It led to me writing my first book, that exploding second book, and the third book. So when it comes to being an author, number one, if you really want to be a dynamic speaker who is booked, busy, and paid, you need to invest in learning the solid foundation of speaking. That means you really have to be good, which means you have to go outside and

She said, if you want to dominate in the pitch space, people can’t always afford you, but they can always afford a $20 book, which means you have to go hard on the first book So when it was finally done in two and a half months, we put it out there on Amazon. It shot to number one. And that made people start asking “Who the hell is Precious Williams?” And then they said 13 time champion. Now they were reading and seeing it’s teaching the psychology of pitching. Oh my God, what are the seven branding personas of pitching? Now that’s how you start to write because you know who you are and what you are really talking about. What do you know about that comes from a different perspective than most before there was Elon Musk before there was Bill Gates? Before there were all these tech companies, the IBMs, and the companies even before that, but they looked at business differently So I need you to look at business and industry differently, and don’t be afraid to ruffle feathers. If you ruffle feathers, people will come and look, so now you have to show up and show the goods. I didn’t do book tours or anything like that. We literally put that first book out there and companies started reaching out, wanting to buy in bulk. So I know my story is interesting and different because I had a name before I had a book. But if you have a book before you have a name, I want you to start looking in your network and seeing where you can do small book signings, making sure you’re with the right publisher Please don’t do this on your own I promise you, you’re going to waste time because you don’t know what you’re doing You’re going to put things out there that are wrong, and you need to have it edited, typeset,

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So I need you to look at business and industry differently, and don’t be afraid to ruffle feathers. If you ruffle feathers, people will come and look, so now you have to show up and show the goods.

test yourself before you started charging people obscene amounts Number two, what are your one to three signature talks that you can give with your eyes closed? Of course, you can only give them with your eyes closed if you’ve given them a lot, right? So you know what works and what doesn’t. Number three, what are the industries you want to be in? And start looking on LinkedIn to see who your connections are. I’ve found that the people who help me the most are people who are tangentially related to me. Now the people who are close because there’s no jealousy or bitterness. They’re like, oh shoot, I like her. Let’s get her in. And then when you’re in there, make sure that you develop a relationship with the people who booked you because they will continuously put you on to other people Remember that every relationship counts This can’t be a transactional thing In terms of being an author, I’m glad that I worked with a particular woman in her small publishing company, because I’ve been to the big ones and I felt like I was a 16 year old rapper to them. Like they were going take me for everything I’m worth. This woman named Charron Monaye wrote an article about me and CNN in 2015; I was named “Entrepreneur of the Month” for CNN. We were talking when I was 40 and I said I wanted to write a book. She said, what’s the title? I said Bad Bitches and Power Pitches. I said I couldn’t figure out how to write it So I sent her my outline She said, of course you couldn’t; you’re a speaker You’re not a writer And so she cut it up and told me it was really three books, and that’s why I couldn’t write it And every week I had to turn in a chapter, and she was watching the progression.

"I’ve

found that the people who help me the most are people who are tangentially related to me."

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Precious: It’s funny. There are two people I always think of. And I know you said one, my grandmother Precious Dolos Williams. She’s been dead for 22 years. I would love first to kiss her feet and just to say thank you. Because you walked and crawled, I flew. Thank you.

JULY 2022 AUTHORITTI5 0 MAGAZINE COVER AUTHORITTI5.0 MAGAZINE | 18 and everything. And also lead time in getting people to buy. So get those presales up. If you hit the best seller list, then you leverage that to get into media. But it’s not about selling your book It’s about the message, not the book, because no one’s going to book you just to talk about a book They don’t want that They want to know how is this relevant to what’s happening today or what’s coming up? And so clearly, I can go all day I just want you to know the depth and breadth of my talent to understand that none of what you see on social media is simple for a reason, for simple people who believe that people who will pay you top dollar, honestly already know that they’re paying for the process and not hype anymore. Mary: That just speaks to my heart like you wouldn’t believe. And then this other side, which is so many people dreaming of being on the paid speaking circuit and getting booked out solid, but don’t have an agent or they don’t have thousands of dollars Precious: I didn’t have an agent until last year A friend brought her to me, but she wasn’t accepting clients But she saw it was popping and she knew I was hot, which meant I didn’t need her. But now that she was there, she brought her network and now she handles the stuff that I cannot handle. I can’t always be on phone with people, so that’s her job now. But again, I learned it first so I can truly teach people. So if you think just by going to go to a speaker bureau, they’re going to get you booked, good luck. You have to be warm. And if you’re not warm, get out there. Mary: But how do you get in, in your opinion, being on LinkedIn as well? What is the best way to get in front of like event managers or event creators so they see you as the go to expert? What would you recommend people do say on LinkedIn, for example? Precious I would say on LinkedIn, there’s a resource that I really like, which is Innovation Women with Bobbie Carlton I really love her because every week they come out with list of paid speaking engagements and you can just apply to them if you are a member of Innovation Women. When I started, I came right out of homelessness and I had no money, but I decided to make LinkedIn my place. And I went from 359 connections to over 70,000 total followers, and my newsletter goes out to 113,000. So I think that happened in two years because I was focused on who I need to be in front of, who’s connected to who, when I’m reaching out to people. I always write a note in there that’s specific to them. And then if I do get them to become a connection, the second strategy begins How do I build a relationship? Or if it’s media, how do I get them to be interested in me? So I make sure the first sentence is going to grab them The last sentence is going to be about me being in Forbes So that was how I did it but that was very quick. So my first line was, “Have you ever met a full figured diva who took the business world by storm?” And then I dropped a sentence or two about me pitching in Forbes. Like it was crazy, but I wasn’t afraid to be rejected. I wasn’t afraid, but also you have to treat this very personally and very relationally. The people that rock with me, those people who are on LinkedIn and Facebook, I put things out they’re buying, but they’re buying because they know it’s quality and they know that I’m not going to come with the BS So for those who are just starting out, I also teach the book and busy speakers bootcamp, which goes in depth three to four hours. It’s a small group because I want you to really hear what I have to say Sometimes when you have a 30 minute or 60 minute podcast, there are things you’re not going to get to But in those three to four hours, I’m really answering those questions. But I also know what your foundation needs to be. Now, if you want to bypass the foundation and just go for clicks and likes, remember they don’t pay your bills. What pays your bills is having the foundation and then being trained enough that even if I’m not around, you know what to do. When the pandemic happened, my clients couldn’t even work. But they knew that I had them. I was like, yeah, this is where Tom Brady, Serena Williams, and Michael Jordan play. I’ve been at the fourth quarter. Many of times, most people have not Mary: I want to ask you one final question If you could meet one person that is no longer living, who would it be? What would you ask? Or what would you want to know?

The second person, which may be unpopular to some people, is Michael Jackson. I would love to meet someone who was a legend among legends in his own time The question I would ask him, knowing all that was going to come to him, is: Would he do it all over again?

And when people ask me that question, like, would g g heartache and the struggle? The answer is yes, I would. When you watch him today, even though I grew up in the ’80s, he still is mesmerizing as a dancer, as a singer. There are babies who I’m sure are named after him; he transcended time. My grandmother transcended time by giving me her name and for also speaking life into me. And if I could be anything, I would be the Michael Jackson, the beyond Beyoncé of pitching Mary: Well, you are amazing and one outstanding human being Can you just share with us where can people buy your books or how can they get in touch with you? You can purchase books here: www.perfectpitchesbyprecious.com JULY 2022 AUTHORITTI5 0 MAGAZINE COVER AUTHORITTI5.0 MAGAZINE | 19 Mary is an internationally recognised Personal Branding and Online Specialist who helps industry experts turn their knowledge, wisdom and skills into a 6 figure+ online business and become a recognised brand in their niche or industry Mary is also the founder of Lights.Cameras.Action an end to end coaching program designed to get industry experts to commercialisation in 24 weeks. She is also the founder and Editor in Chief of Authoritti5.0 Magazine. WRITER'S PROFILE CONTACT MARY: @MaryHendersonCoaching www maryhendersoncoaching com @@MaryHendersonCoachingMaryHendersonCoachingwww.linkedin.com/in/precious-l-williams

"Believe in the magicof the season. " JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 20

EVERYTHING IS A PROCESS By John Knotts JULY 2022 AUTHORITTI5 0 MAGAZINE GROWING, SCALING AND IMPROVING YOUR BUSINESS AUTHORITTI5.0 MAGAZINE | 21

1.Everythingisaprocess.

Strategy and process are bookends of business scale scale starts with a strategy and ends with a process. Processes are how you deliver at scale. A process is defined as a series of actions or steps taken to achieve a particular end. Your ability to ultimately scale your business lies in your process rigor the strict adherence, compliance, and precision to pre defined, formal, and structured processes. This is my seventh article on the actions you should take when scaling your business in this magazine. The process is part of the sixth step in this effort and is part of people, processes, and technology (PPT). When I talk about process, when it comes to scaling a business, this is not about process improvement. Improving processes fall in the improve discussion regarding growing, scaling, and improving your business. When scaling a business, you must recognize that everything you do every day is done by a process. Recognizing this and the other five fundamental truths of business is the difference between simply owning a business and truly running it. The process is at the heart of scale it is how everything is done in your business. If you do not take the time to define, document, measure, and improve your processes, then you will never be efficient and effective enough and you will struggle to scale. The process is the lynchpin of sustainable, predictable growth. It is what holds everything together. It is what separates a group of people who happen to work in the same office from a great business, centered around a core system of processes. In business, “scale” allows your business to increase revenue at a faster rate than expenses.

Businesses achieve this in several ways, from hiring people (previous month’s article), adopting new technologies (next month’s article), to finding “gaps” in their operations that can be streamlined. This is the emphasis of process in scale. Businesses that can add revenue and increase operational demands while maintaining the same costs or even lower costs will be able to scale successfully.

Here’s an example: You run a services company, and you just won a $100,000 contract. However, to fulfill the contract, you need to hire three new employees at salaries of $40,000 each. You are adding to your revenue, but you are losing money in terms of profit you are growing, but not scaling. Instead, you won the $100,000 contract and focused on building repeatable processes for your organization. Therefore, you only needed to hire one employee at $40,000, save $80,000 in expenses, and made $50,000 in profit. This is scaling efficiently and effectively.

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There are six fundamental truths in business. 2.Everythinghappensviaaproject. 3.Everythingoccursinaprogram. 4. Everything is influenced by culture. 5. Everything you do defines your brand. 6. Everything happens according to astrategy. Here is the thing about all six of these fundamental truths, they always exist, whether you influence them or not.

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Once you have designed your high level end to end process, the next step is to identify all the subprocesses you decompose each major process into the specific things that are occurring This is built into a process taxonomy

Process frameworks are essentially lists of all the key processes performed in an organization, grouped hierarchically to show how they relate to each other. This framework can help you define your high level end to end process.

In February, I talked about the importance of establishing your Operating Model to scale your business. The model is the framework for your high level end to end process. This is taking the model to the next level of understanding. The American Productivity & Quality Center (APQC) publishes the APQC Process Classification Framework (PCF). If you are looking to benchmark, manage content, or define business processes, process frameworks save you time and effort by providing a basis on which to build.

ProcessTaxonomy

Data-DrivenDecisions

ContinuousImprovement

As mentioned above, I dive deep into discussions regarding process improvement, when I discuss improving businesses to meet growth Since all businesses are systems, you will find many things very interrelated when trying to grow, scale, and improve a business However, when I talk about the process as part of the scaling of a business, I address establishing a foundation that allows for efficiency and effectiveness in your business This is essentially establishing Process Management Process Management consists of six aspects: 1) establishing the end to end process, 2) understanding the process taxonomy, 3) establishing process ownership, 4) making data driven decisions, 5) creating a continuous improvement program, and 6) understanding the customer End-to-EndProcess

ProcessOwnership

Establishing a continuous improvement program – note that I am not talking about a culture here –is paramount to how your business continues to operate and improve A program outlines the governance of process management and

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A taxonomy is nothing more than a hierarchy of things used to classify content by moving from broad categories to increasingly narrow ones A process taxonomy is a structured process classification framework detailing each of the end to end process steps Again, the APQC PCF can help you greatly when building this item

With a taxonomy fully developed, now comes the important (and sometimes difficult) step of assigning ownership of each process in the taxonomy. A process owner is a person solely responsible for owning a process. They are accountable for creating, managing, and improving an effective and efficient process. They employ the right people, financial, and technical resources to run the process to deliver quality outputs.

Owners should use process data to make decisions within the purview of what they own. This means that they need to establish some type of metrics based performance management approach. This approach should be the same for all process owners across the business. In your business, data should feed upwards to the highest level key performance indicators, and they should drill down to the lowest level processes. When people attempt to manage or improve processes without data, they are essentially tampering with the process.

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. improvement, it engages leaders in the effort, and it ensures everyone is trained and certified (where appropriate) in process management and improvement

JOHN:

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

CustomerCentric

The last step of effective process management is having a customer centric focus. Everyone in the company should know how their process supports the end customer. If part of your business cannot see how they support the end customer, the question is if the processes are value added. It helps to establish customer journey maps that show where the customer touchpoints occur in processes and measure how well they are received. As you can see, a process focus in your company is essential to effectively scaling your business. Without a strong process structure, using these six process management steps, you cannot establish this level of rigor in your company.

CONTRIBUTING WRITER'S PROFILE

CONTACT

AUTHORITTI5 0 MAGAZINE @successincubator GROWING, SCALING AND IMPROVING YOUR BUSINESS JULY 2022 AUTHORITTI5.0 MAGAZINE | 25

Lifeiseither adaring adventure,or nothingatall H E L E N K E L L E R JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 26

By: Gina Riley UNDERSTANDING AND POSITIONING TO LAND IN THE RIGHT COO ROLE PART 4/5: IDENTIFYING COO SKILL GAPS JULY 2022 AUTHORITTI5 0 MAGAZINE CAREER DEVELOPMENT AUTHORITTI5.0 MAGAZINE | 27

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While an effective COO may not have direct experience in every functional area of an organization, those who are most effective will have many broad and a few deep areas that will give them the required "big picture" or purview needed to make a positive impact on the business.

The first three parts of this series provide definition highlights of the seven types of COOs (according to a 2006 HBR report), as well as the common capabilities and "X factors" (according to a 2013 EY study) Please see the references section for more This article focuses on the functional areas of expertise and leadership competencies a COO needs to bring to their role Then, cover ways to create a skill gap analysis and tactics to bridge experience or competency gaps on the journey to this truly unique C Suite role I invited author, speaker, business leader, and fractional COO, John Knotts to share his wisdom on this topic

Finding a one stop resource dedicated to informing Chief Operating Officers of industry trends and emerging skills is incredibly difficult. According to Alison.com, "The job of a Chief Operating Officer is so unique that it is the only C suite title to which there is no magazine devoted." Competing for high level Chief Operating Officer positions requires a "future ready" mindset and a pulse on essential and in demand emerging skills.

To become a high impact COO executive or uplevel one's contribution in this role, one needs to identify all the required expertise, analyze potential skill gaps, create a plan to bridge these gaps, and prioritize training, education, or experiences. This is part four of a series about how to position oneself to compete for and land a COO position.

Leadership competencies, expertise, and exposure needed to be a high-impact COO

Functional expertise and exposure needed to be a highimpact COO

Here is a list of potential business functions to consider: Finance particularly accounts receivable, Manufacturing, Product Design & Development, Quality & Improvement, Human Resources, Strategy Development, Installation and Service, Sales and Customer Experience, Marketing, Fleet Management, Procurement, Supply Chain and Logistics, to name a few.

According to the research conducted by EY, top COOs are experts in these competencies: mastery of change management, engagement in strategic board level decisions, setting and enforcing robust operational controls, design and implementing the organization's operational model, identifying and extracting efficiencies, having deep industry market knowledge, and a multicultural management approach. An effective COO will also have strong program and project management and effective change management and transition expertise.

PROFESSIONALS, BUSINESS COACHES, AND EXPERIENCED EXECUTIVE SEARCH CONSULTANTS

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A fast track to gaining insights into your skill gaps on your path to becoming a COO is to hire a professional business coach with expertise that spans multiple functional areas of an organization and has a track record of business success Leadership and experienced career transition coaches can help unpack your unique value proposition and offer ways to brand and position yourself Executive search consultants can provide their expertise and insights related to candidates who make it into the final rounds of a search process and win the job They can speak to some of the differentiators and pitfalls during a selection process

CONVERSATIONS WITH MANAGEMENT AND UPPER LEADERSHIP

Using the EY research to create a skill and competency inventory is one place to start. This list could be used as a baseline to self assess areas of strengths and skill gaps, calibrate with managers and mentors, and hold guided informational interview conversations.

SKILLS INVENTORY

RESEARCH AND INFORMATIONAL INTERVIEWS Research job descriptions and create an ideal job description prototype Use this to hold informational conversations with people in the role and discuss the essential skills and accumulated business expertise they have found crucial to being successful in their job Ask about their failures and "if you only knew then what you know now" questions Show an interest in them and their background If you don't know where to start when finding people to talk with, one of Knotts' tips is to try going to LinkedIn and typing in "COO" and clicking on "People." When I do this from my account and then click on "1st degree connections," I come up with 181 people with COO in their headline who might respond to a request for an informational conversation. Some other title options might be VP- or Director-level operations leaders. This tactic is a great way to build relationships and diversify your network.

The most obvious place to start is by having conversations with one's manager to discuss your career goals and aspirations and to ask them about perceived gaps in your knowledge, skills, and expertise that need bridging before consideration for the COO role. Suppose you are currently a senior-level leader with some company board of directors’ exposure. In that case, it could be beneficial to network and hold conversations with this trusted group of advisors for their impressions about you, your performance, and perceived gaps. If you work in a company with a COO, take them to coffee and let them know you are interested in aspiring to that role.

LEADERSHIP DEVELOPMENT

COO Skill Gap Analysis

According to John Knotts, owner of Crosscutter Enterprises, very little is known about the COO role. Just a handful of reputable books and courses provide information specific to operations leadership. If this is the case, what ways could a COO or an aspiring COO identify skill gaps or barriers to move into their next best role?

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C-Suite Institute COO certification ($25,000) Stanford Graduate School of Business ($17,000) not COO specific, but noteworthy Euromoney Learning (£4,500) 1. 2. 3. OTHER WAYS TO FILL GAPS ON THE JOURNEY TO BECOMING A COO JULY 2022 AUTHORITTI5 0 MAGAZINE CAREER DEVELOPMENT AUTHORITTI5.0 MAGAZINE | 31 PAST PERFORMANCE REVIEWS An excellent trail back to identifying skills gaps can be found in "areas of development" on a thoughtful and well written performance review. MENTORS, "PERSONAL BOARD OF DIRECTORS" (PBOD) OR "BUSINESS ADVISORY COUNCIL" Do you have a formal or informal professional advisory team? Consider intentionally building a support system with people who can give you targeted career advice Ask people who can bring expertise across different functional and leadership skill sets Ways to fill competency gaps ROTATE INTO DIFFERENT JOBS, FUNCTIONAL AREAS, COMPANIES, AND/OR INDUSTRIES Raise your hand and take on a job other people are not raising their hand to try Play the long game and establish credibility by gaining several business experiences in startups, mid size, and larger corporations Knotts recommends "rotating into different functional areas so you can see how each works " EDUCATION AND TRAINING PROGRAMS Traditional business and MBA programs teach the overarching fundamentals of business; however, Knotts points to the following three programs to obtain credentials specific to the COO: Training and certification programs in Process Improvement, Change Management, and Project Management Attend conferences (meet people!) Support and networking groups Skill and executive presence building groups like Toastmasters Follow thought leaders, listen to podcasts, read publications Books and articles from respected business leaders (see recommendations below) Join the COO Alliance ($750 Leadership Access Price)

In addition to the list above, Knotts recommends getting "breadth and learning from other companies. Don't be one dimensional. Job hop to understand how things work." He also recommends becoming a CEO by standing up your own business (nonprofit or otherwise) so you understand all aspects of running a business and the discussions CEOs need to have when they own a company. "Find out what the weight of the responsibility feels like so you can relate to a future CEO that hires you down the line." Finally, "you might consider working for a consulting firm to hone deep listening, advising, mentoring, and influencing skills."

Summary checklist UP NEXT IN THE SERIES: COO & Executive Level Interview Prep

Create a functional and leadership skill gap analysis and research to pinpoint areas to develop. Hold informational conversations with COOs or executive-level operations roles.

Understand the functional expertise and exposure needed to be an exceptional COO. Research the most in demand skills and list critical COO leadership competencies.

Follow relevant thought leaders, podcasts, publications, and books.

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Identify resources and make a short and long term skill building plan.

Part five of the series addresses how to prepare for high level COO interviews and plan your career stories so you can show up at your best when you meet with decision makers

Gina Riley Consulting & creator of the Career Velocity™ 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. ginarileyconsulting.com Shotgun: The Role of the COO How to be a Chief Operating Officer: 16 Disciplines for Success

JULY 2022 AUTHORITTI5 0 MAGAZINE CAREER DEVELOPMENT AUTHORITTI5.0 MAGAZINE | 33 Thanks to John Knotts (author, speaker, coach, consultant, and fractional COO) for his contributions to this article. To find out more about Knotts, you can find links to his publications and books here: https://www.crossctr.com/publications/. Two highly recommended books are: Riding

@ginariley CONTRIBUTING WRITER'S PROFILE

According to a 2013 EY report, Aiming for the top: a guide for aspiring COOs and their organizations, the common capabilities of effective COOs are mastery of change management, engagement in strategic board level decisions, setting and enforcing robust operational controls, designing, and implementing the organizations operational model, proficiency in identifying and extracting efficiencies, deep industry market knowledge, and finding a multicultural management approach.

CONTACT GINA:

References & gratitude

The seven archetypes come from a 2006 groundbreaking article by Nathan Bennett and Stephen A. Miles in the Harvard Business Review's article, Second in Command: The Misunderstood Role of the Chief Operating Officer. These archetypes are the executor, the other half, the change agent, the mentor, the partner, the heir apparent, and the MVP.

@Robert Kiyosaki Successful people don’t fear failure but understand that it’s necessary to learn and grow from. JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 34

BRAIN HACKS TO HELP YOU REALIZE YOUR FULL POTENTIAL IN BUSINESS B Y O M O Z U A I S I R A M E N AUTHORITTI5.0 MAGAZINE | 35 JULY 2022 AUTHORITTI5 0 MAGAZINE NEUROSCIENCE

YOUR BRAIN ISN'T WIRED FOR THE MODERN WORLD

WAYS TO HELP YOUR BRAIN MOVE INTO A HIGHER GEAR

These subconscious biases can make it all too easy to retreat back to the safety of your comfort zone and stay stuck when you are trying to move forward and reach new heights in your life. Understanding how your brain works will help you know what to expect, why it’s happening, and how to push past it."

According to Dr. Robert Cooper, neuroscientist, high performance strategist for business and life, and author, "We live in a tiny corner of our possibility as human beings The good news is, that the brain doesn't get it. The brain tends to only compare itself to the best of what's common, not the best of what's possible." So, it is up to each one of us to push ourselves to see what is possible. Meeting your full potential is totally within your control and up to you. You can reach new heights by understanding and hacking into the power already in you, in your head — your brain.

In How Your Brain Can Help You Achieve Your Goals, I write: "Your brain has innate preferences, called cognitive biases, which subconsciously tilt your thinking and behavior. They are not all bad, but some can actually be 'demotivators.'

The first step in harnessing your brain power is to understand the basics of how your brain does and doesn't work Please know that your brain isn't designed for success in the modern business world or modern life in general, for that matter. Your brain's natural tendencies can deter your growth and success

When you know how your brain works, there are things you can do, proven by science, to help it see beyond its natural limitations and biases to reach new heights With consistent daily habits that encourage and support your brain, you can shift into a higher gear you never even knew was possible.

Below are some ways you can encourage and optimize your brain:

1. Stay Curious and Open Brain research is proving, without a doubt, that each of us experiences the world uniquely influenced by our

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Are you using your brain to its fullest potential?

Our brains operate on a circadian rhythm that tells us to wake up with the sun and go to sleep at dusk The modern lifestyle breaks this rhythm and your brain pays the price The brain’s pineal gland depends directly on sun stimulation The pineal produces melatonin, an important hormone and antioxidant, that is vital for sleep and intestinal function. Exposure to sunlight increases the brain's release of serotonin. Serotonin is associated with boosting mood and helping a person feel calm and focused Bright morning light tells your body to suppress melatonin production and increase cortisol production, in healthy amounts, and serotonin. Serotonin can boost your mood and energy throughout the day. And eventually, the pineal gland metabolizes the serotonin into melatonin and that’s what helps you naturally fall asleep at night On an interesting note, even on a cloudy day, the outdoors delivers considerably more light than even bright indoor lights So, get outside!

4. Start Your Day with a Shower

First, you will want to start with your normal warm shower The act of showering causes your brain to release dopamine, a feel good neurochemical, that puts you into a happy, relaxed state. That's one reason you have your best ideas in the shower. So, let your mind wander and problem solve.

One way to override your brain's hard wired default tendencies and maximize its potential is to insert a split second pause before you react to challenges, setbacks, or opportunities or make decisions This pause empowers you to take control of your responses, rather than being a slave to the instinctual impulses of your brain.

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2. Learn the Power of the Pause

3. Get Morning Sunlight

physical brain function, past memories, and experiences as well as present conditions This is called perceptual bias. In other words, people see what they expect to see and remember what they expect to remember because of their brain’s unique perceptual bias.

One way to elevate your brain to new levels is to stay open and curious

While consciousness is fast, it's not instantaneous. Experiments have shown that there was a 200 millisecond delay between becoming aware of an intention and action This time lag, however brief, is your power of free will In this pause, you can intentionally shift the part of your brain that’s in control, from your instinctual limbic system to the consciousness of your thinking frontal lobe, and act with wisdom, leadership, and integrity. Guiding your brain activity to come from your higher level intelligence puts you in control and is essentially the practice of mindfulness

Get in the habit of pulling back and looking at something from a distance, from all angles, consider all of the information available, and train your brain to be able to entertain opposing views at the same time

Knowing your brain’s tendency, you can challenge yourself to stay open to different perspectives, ideas, and philosophies.

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5. Change Your Relationship with Fear Fear isn't automatically bad. It can be a sign of a rewarding challenge or a growth experience with a desired accomplishment at the end Think about it. Good things are accompanied by fear too, like a new relationship, a promotion, or a long-awaited trip.

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After you've had a steamy shower, turn the hot water down and let the water run cold for a couple of minutes Yes, seriously. Taking a cold shower (or any cold water immersion activity) stimulates your vagus nerve. Acute cold exposure has been shown to activate the vagus nerve and cholinergic neurons, capable of producing, altering, and/or releasing acetylcholine. Acetylcholine is the main neurotransmitter of your calming parasympathetic nervous system Researchers found that exposing yourself to cold regularly can turn down your sympathetic nervous system and the stress response while increasing the activity of the parasympathetic nervous system So, starting your day with a warm shower that ends cold regularly will set your brain up with the right neurochemicals to elevate your mood and help you stay cool and calm all day.

To your brain, fear just means that something is new to it. The feelings of fear and anxiety are just your amygdala trying to keep you in your comfort zone But is there any danger? Or is it just an instinctual physical response?

You can turn this brain bias into an advantage When meeting someone new socially or giving a presentation, make your most important points at the beginning and the end. Your audience is more likely to remember these points. In case there are multiple presenters, try to be the first or the last presenter

7. Work on Making a Lasting Impression

Most often, your brain only clearly remembers the start and end of events

Exercising any time of the day is better than not exercising, but getting it done in the morning has some brain benefits Research published in theBritish Journal of Sports Medicine finds that morning exercise helps your brain work better all day, even if you are forced to sit for the rest of it. In the study, even a short morning exercise session had profound results. Everyone who moved in the morning performed better in tests of executive function which includes things like decision making, paying attention, organizing, planning, and prioritizing than their completely sedentary peers. The brain benefits are due to an increase in brain derived neurotrophic factor (BDNF), which was higher in people who did morning exercise than those who didn’t. If you can't or don't want to exercise in the morning, take walking "brain breaks" throughout your day Research finds that people who broke up their sitting time with walking breaks got brain boosts.

Experiments show that when participants are presented with a list of words, they tend to remember the first few and last few words and are more likely to forget those in the middle of the list. This is known as the serial position effect.

First impressions and last impressions have a greater impact on reception and recall. When meeting someone for the first time, business or pleasure, make an effort to be at your best Shoot for wearing an enthusiastic, confident smile with a dash of humility.

When you get that anxious, fearful feeling, you need to ask yourself if it’s warranted or just an instinctual reaction to something challenging, unfamiliar, or uncomfortable. You can use fear and anxiety to fuel and motivate you. One Harvard study showed that, in high pressure situations, you will shift your mindset and have better outcomes if you say "I'm excited" instead of "I'm anxious "

6. Exercise in the Morning

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You may recall some parts of the middle, but not as well unless something gets your attention.

linkedin.com/in/omozuaisiramen/ AUTHORITTI5.0 MAGAZINE | 41 JULY 2022 AUTHORITTI5 0 MAGAZINE NEUROSCIENCE 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 Co Creator 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 CONTRIBUTING WRITER'S PROFILE CONTACT OMOZUA: Email: takeaction@omozua.com Website: https://www.omozua.com/ CONCLUSION: You can use one or some of these brain hacks to help boost your brain to new heights in your business or personal life. The bottom line is that what you do every day in your life can help or hurt you in many ways right down to your brain Why not put your efforts toward helping elevate and expand your brain? Your brain power may be your greatest commodity. Use it well.

If your actions inspire others to dreammore, learn more, do more and become more, you are a leader. - John Quincy Adams AUTHORITTI5.0 MAGAZINE | 42 JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE

WHY BUSINESS OWNERS HIRE VIRTUAL ASSISTANTS FROM THE PHILIPPINES JULY 2022 AUTHORITTI5 0 MAGAZINE VIRTUAL ASSISTANT AUTHORITTI5.0 MAGAZINE | 43 B y L i n h P o d e t t i

The cost of hiring a local staff member is much higher in comparison to outsourcing work to a Virtual Assistant that is just as educated and dedicated to your business. Most of the clients we work with, want their local staff members to focus on highervalue work. For example, when you hire Virtual Assistants to take on functional admin work like emailing and drafting proposals, they allow your team to focus on more highvalue tasks, such as sales strategies, business development, and optimising client experiences. Your Virtual Assistant will look after all that tiresome repetitive work without burning through your budget.

With a country literacy rate at 95%, the Philippines offers a well-educated and trainable workforce that is very fluent in English. This makes it easier for Virtual Assistants to adapt to international businesses and even work in customerfacing roles. Industry sectors in the Philippines are also similar to Western countries which means you’ll be able to find a suitable candidate experienced in your industry.

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CULTURAL COMPATIBILITY

Ever wonder how new brands and businesses appear out of nowhere with skyrocketing success? Maybe they’ve found the secret recipe to getting more done with less time without blowing up their cash flow. That’s the magic of outsourcing to Virtual Assistants. In today’s job market, there are certain tasks and roles in your business that could easily be outsourced to a Virtual Assistant in other parts of the world and one of the best countries to hire from, in my own experience, is the Philippines. Here are the reasons why:

COST

TALENT

One of the factors to consider when hiring any staff member is their compatibility with your company culture. The Philippines is very in tune with Western cultures and its people are known to be very loyal and ambitious. Respect and gratitude are also deeply ingrained in their values so we find that Filipino Virtual Assistants are grateful for their job opportunity and are the ones that stick by you for the long haul!

LOCATION With only a 2 to 3-hour time zone difference to Australia, the Philippines is a location that works seamlessly with Australian timezones. If you require a Virtual Assistant to work outside of regular business hours, it’s simply a matter of finding someone that can work on your preferred time shifts, however, the smaller the time difference, the easier it is to tend to any urgent matters.

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@linhpodetti JULY 2022 AUTHORITTI5 0 MAGAZINE VIRTUAL ASSISTANT AUTHORITTI5.0 MAGAZINE | 46 CONTRIBUTING WRITER'S PROFILE

Linh Podetti is a serial entrepreneur, currently the founder of Outsourcing Angel, a virtual assistants agency and the co founder of Dawn Media Productions, a video marketing agency. Linh is passionate in helping entrepreneurs achieve freedom by empowering them to build a business that will free up their time to be with their loved ones. CONTACT LINH: https://linhpodetti.com/

This is why if you’re short on time, I highly recommend using a Virtual Assistant agency like Outsourcing Angel that offers an end-to-end VA management service that includes everything from hiring, recruiting, onboarding, HR, payroll, and access to Australian support staff if you need extra assistance.

While many established businesses are already way ahead of the game, I often see emerging businesses hold themselves back from outsourcing because they’re worried about hiring an unqualified Virtual Assistant and the work involved to onboard and manage them ongoing.

BUT WHY ARE BUSINESSES STILL HESITANT?

Everything you go through, grows you. Reminder YES! JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 47

TAKING CENTRE STAGE w i t h C o n f i d e n c e AUTHORITTI5 0 MAGAZINEJULY 2022 MIND & BODY AUTHORITTI5.0 MAGAZINE | 48 BY MARY MCDONNELL-HOCKLEY

As a freelance presenter, I'd get calls from my booker regularly. I’ve presented almost everywhere: a university campus, a church hall, a portacabin, and on a couple of occasions a canteen. There could be twenty to a hundred plus people in the audience.

"Mary, you know that stadium has a capacity for over 10,000 people?"

One day my booker asked: "Mary, are you free tomorrow?" "Yes" "Great! It's a new venue " As venues varied, I said nothing New could mean anything from a new building to a location that was new to me. There was a long pause before she piped up, "You're in a stadium." I made a note and confirmed that would be fine and put the phone down What she said didn’t immediately sink in, "So," my husband asked, "Where’s it this time?" "A stadium " "Oh, which one?" I told him and smiled as he continued typing on his laptop

"Just how many people are we expecting…?" I could hear laughter.

Just the thought of giving a presentation terrifies most people It conjures up images of judgment, of stumbling over words, heart palpitations, and uncontrollable perspiration If this sounds familiar perhaps, you ’ re one of the many people who turn a simple request to talk into a disaster movie! So, how do presenters turn these common reactions to their advantage?

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TRUE STORY

"You're kidding right!?” He was not kidding I looked over his shoulder to check the details There it was “with a capacity to hold 10,000 people” I was so excited!

Adrenalin ran through my body My heart was racing I could barely speak with excitement I took a deep breath and called the booker back to check my fee and the size of the crowd

"Mary, you're in the Boardroom …not on the pitch!"

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2 Images: Create Visual Content Where possible, replace words with images One of my favorite examples of this came from a scientist who showed an image of the Eiffel Tower to illustrate the internal structure of bones Suddenly a complicated explanation disappeared, and a single image replaced unnecessary text It gave time and space to absorb highly technical information It made a truly inspiring and informative presentation

3 Preparation: Just Before You Start Close your eyes to cut out any unnecessary visual distractions Take three long slow deep breaths before you present It will reduce your heart rate and activate the vagus nerve (It’s also known as the 'Relaxation Nerve' )

Here’s my first secret: If you reframe how you feel by giving your experience a positive label, you’ll access a greater level of resilience. The contemporary philosopher Guerin thinks of it as a form of modern stoicism (2002). It's an excellent alternative to the flight, fight or freeze options that play out in worst case scenarios

1 Planning: Content Top and Tail Start with a clear introduction and end with a call to action

Stories are how we understand the world They are also self fulfilling prophecies Tell yourself you’ll be afraid and that you'll stumble, and that becomes the narrative of your presentation So, address your internal narrative

4. While Presenting: Hydration and Concentration Have a bottle of water to hand. It will encourage you to pause while supporting your memory and focus.

Remember, people want the content of what you have to say; it's not about you (unless it illustrates a point) It’s always about what your audience needs.

Remember, you are sharing your knowledge, wisdom, and skills Imagine the organizer or boss approaching you at the end to say, “Thank You”

Here's the second secret: Imagine a better reality where you present effortlessly, persuasively, engagingly, and effectively Put the disaster movie on hold. Instead, run this new inspiring film in your mind. You are clear, calm, and confident and your presentation is informative, useful, and inspiring. Visualize the smiles of your audience as you practice your delivery Focus on how you are communicating and acknowledge your authority

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Remember, it's your presentation You create the narrative If you embrace these two secrets, you’ll be on the road to delivering a great presentation When you address the fear, you are freed up to be the best version of yourself, to deliver the ideal presentation. You may even end up enjoying the experience! You can do even more

The chemical reactions I experienced are generally associated with fear increased heart rate, dilated pupils, heightened levels of adrenalin, and hardly being able to speak Yet I was elated

wisdom and skills However,

you

opportunity to

marymcdonnell hockley AUTHORITTI5 0 MAGAZINEJULY 2022 MIND & BODY AUTHORITTI5.0 MAGAZINE | 52 CONTRIBUTING WRITER'S PROFILE

CONTACT MARY: www.marymcdonnell-

Sources Dr Mark Hyman, Post LinkedIn May 2022 Guerin, L (2022) Crisis, Stress, and Human Resilience: An International Journal Modern Stoicism and its usefulness in fostering resilience Vol. 3, No 4 March. Johns Hopkins Bloomberg School of Public Health Prescriptive program development Presenting is an

you

As

your

you

Mary specializes in overcoming issues of stress and anxiety. She has trained BBC presenters for careers in television and radio and now works with business owners and senior execs. Mary is a heart centred coach who thrives on human transformation and witnessing people fulfil their dreams. hockley.com incredible share knowledge, if it triggers negative self talk or unwanted emotional/physical responses, have self compassion It’s a sign that care and that is one of the reasons were asked to present a coach, I often supplement these practical tips with Emotional Freedom Techniques (EFT) to calm the mind’s anxiety You might discover that it further helps your focus and confidence presentation will be brilliant because care.

Remember: Your

live each daywith purpose. JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 53

“Classical sales” VS “Authentic selling” b y M i r n a B a c u n AUTHORITTI5.0 MAGAZINE | 54 JULY 2022 AUTHORITTI5 0 MAGAZINE AUTHENTIC SELLING

In my honest opinion, most of the “classical sales” today are built on a lack mindset and unethical approach. And that never resonated with me.

We tend to think that “sales” is “sales” you give something of yours in exchange for money Seems logical, right? Well, if you look at your business and your audience, one thing you’ll realize is that “sales” are dynamic processes that change over time depending on your market behavior, the economic situation, and even your situation at home “Sales” strategies are not something that’s set in stone, neither it’s something that works in the same way for everyone this is the misinformation that made the marketing and coaching industry a LOT of money In the last couple of years, there is a trend of “teaching sales” that is built on the premise: “This worked for my business, so I will teach you how it will work for yours” But, this premise is SO FAR from the truth.It’sfalse. Whether you make sales in your business or not depends on SO MANY factors, just to name a few: So, this is what I want to clear out first. If you spend thousands of dollars on learning “sales” or how to be a “better salesman”, or even invested into “appointment setters” and “closers” but it just didn’t work for you that doesn’t necessarily mean that you suck, that your offer sucks, or that your business sucks That just might mean that what’s been taught about “classical sales” in the industry doesn’t work for your business, your offer, or your audience Honestly though, as someone that invested tens of thousands of dollars to be better at “classical” sales I can tell you that most of these programs or courses lack a lot of CONTEXT

What’s your offer How your offer is delivered How much does your offer cost Who is your target market Where do they live What’s their buying behavior

In my last article, I gave you an idea of what selling can actually be like and hopefully changed your perspective on the idea that selling is something you do only when you want to exchange your business services for money In this article, I want to give you a much clearer difference between “classical sales” and “authentic selling”

For example, I come from Croatia where the financial system is set up completely differently than in the US Most of the stuff that’s been taught in the market just doesn’t apply to me or my business Secondly, I always had a problem with “classical sales” because it was focused only on profit and revenue, and used a lot of manipulation, guilting, shaming, and pushing to “close” a client This always felt so “off” for me as it wasn’t aligned with how I wanted to be selling I always wanted sales to be a mutual agreement or consent, rather than one-sided manipulation into making my audience do or buy something they might not need or want at this moment

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importantly how was I supposed to sell my programs and services in an online world that sees sales completely differently than me?

"Classical"salesfeltlike: Conscious “empathy”, but subconscious shaming and guilting, sometimes gaslighting days after the call (“followup”)

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So what was I supposed to do, and more

Conscious connection, subconscious and emotional connection, and alignment Conscious empathy and exchange, subconscious inner confidence, and free will for both Conscious care and respect for boundaries, subconscious support, and respect for the right to choose for both Once I did that, I was able to start building systems and concepts to start to sell authentically and ethically And this is where everything changed for my business.

Intention to sell, period Conscious focus “on the other person”, but subconscious focus on selling, persuasion, and power play Conscious “connection and rapport”, but subconscious and emotional distance and disconnect Conscious “guidance and coaching”, subconscious manipulation and even using trauma triggers to get people to doubt themselves and do/buy what was wanted

Intention to understand, period A conscious focus on the other person, subconscious focus on curiosity and vibrational conversation What I wanted was to sell authentically and truthfully, by leading through the "path of the agreement”:

It was time to get back to the drawing board. I sat down and made a personal manifesto of sorts where I wrote down how I was taught to sell, and how I wanted to sell. It came down to this.

Mirna Bacun is a 7 figure business owner and a former LinkedIn lead generation expert. Today she focuses on teaching service providers the art of authentic selling through DMs, 1:1 and group sales calls by using the power of science and neuroplasticity.

CONTACT MIRNA:

One of the things you have to understand is there is NO one shoe fits all when it comes to selling.

The more you feel like you, the more relaxed you are, and the more you vibrate truthfully in your sales process the more people you are selling to will sense it.

AUTHENTIC SELLING

How do you want to FEEL when you are selling your products and services? How do you want your audience to FEEL when they’re being sold to? What do you think is your personal trait that you and the people around you love the most? (hint: this is what you should have more of in your sales process. For example, some people are naturally funny. Instead of trying to be cold and disconnected, you are going to find sales easier and more authentic if you use your natural gifts like making other people laugh.)

What do you refuse to feel and do to sell your products and services? I’ll talk more about what authentic selling looks like, but for now, I want you to think about and answer a couple of questions: 1. 2. 3. 4. These questions seem funny, but they’re powerful.

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And they’ll start to make decisions to work with you from an empowered state, vs FOMO. And that’s when you’ll start to get clients that are aligned with who you are, your vision, your mission, and your purpose.

S L E E P W E L L R E L A X Y O U R S E L F W I L L B E A B E T T E R D A Y time to sleep tomorrow JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 60

Manifesting With The Cauldron BY MARIA DAVIS AUTHORITTI5 0 MAGAZINEJULY 2022 MANIFESTATION AUTHORITTI5.0 MAGAZINE | 60

It is time to take action. Muster the courage and be inspired to try new things. If the smoke veers to the west. It is time to tap into my emotional body Learning its language and how it affects my energy. If the smoke veers to the north. It is time to tap into my physical body. Practicing grounding, exercising, and feeling the nuances and nudges of physical pain. Paying attention to its messages.

Yep, you read it! A cauldron! A witch's pot will stir in all your “toil and troubles” to dissipate, free you, and create a space to manifest. You know the words, so say it with me:

“Double, double, toil and trouble, fire burn and cauldron bubble ” This is the first line of what is arguably the most famous scene in Shakespeare's Macbeth. But what if this was misdirected? What if we lean in and use the cauldron as a magical prop physical or energetic instead? There is power in this prop. Use it to grow your magical and manifesting power. We absolutely can co create with a cauldron, and here are a few ways to practice. In this article, I’ll share how to use the cauldron in its physical and energetic forms. A physical cauldron. I have a small one which I use to burn stuff. Nope, I don’t cook with it. I write down my full moon releases – what I want to release under the full moon and then add them to my cauldron with an intention and blessing. I light it and watch it burn. The magic occurs as you watch the fire cleanse and ignite your desires energetically. When the burning has progressed to ashes, and the fire has gone out, I watch the smoke. The smoke direction signifies which element I need to tap into for the following month, magnifying the potential, and recalibrating my frequency, so space is created to manifest my desires. If the smoke goes straight up. This means I need to work with spirit Channel, meditate, connect to my ancestors for support, and ask for them to guide me. If the smoke veers to the east. This signifies working intimately with my thoughts. Not to dismiss or deny my thoughts, but to lean in and discern from the inner dialogue. It means activating the Law of Mentalism. If the smoke veers to the south.

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You create a metaphysical cauldron by stirring the energy internally so it spirals, hits up, and evaporates. This practice is shamanic in nature I stir the cauldron anticlockwise to bring the fragments and filaments in so that I feel whole and complete. I use this if I am feeling tired, overwhelmed, or anxious. I want to bring all the energy that I have sent into the world back to me From this space, I feel grounded, my platform feels anchored, and I reclaim my power to co create from an expanded capacity. This is a great practice. Very energizing. Here’s how you can create a metaphysical cauldron: A metaphysical cauldron to affect your energy body. Say a little prayer: “Of love. I am love. I am loving; I am loved. From this place, I step forward whole and complete. Please guide me on my next steps for the highest good of all Amen, Aho, And so it is.“ A metaphysical cauldron to clear your energy. We can use a similar process to cleanse ourselves energetically. Spin the energy out clockwise. Sending all energy you’ve collected back to the sender. Ground like in the “how to” above

Imagine having a plug drop from the centre of your being. Connect to it. Plug in. Switch on. Then you can move your hands in an anti clockwise motion, imagining you are collecting the energy back to you. Place your hands on your heart when you feel all the energy is coming back home Bless you.

AUTHORITTI5 0 MAGAZINEJULY 2022 MANIFESTATION AUTHORITTI5.0 MAGAZINE | 64 www.linkedin.com/ in/mariadavis8 CONTRIBUTING WRITER'S PROFILE CONTACT MARIA: 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. www.mariaheals.com

Once you feel clear, cleansed, and renewed, recite this manifesting blessing: “Clearing the path for my future self. I have deep gratitude for the knowledge and wisdom that I have retained from my experiences. From this space, I am ready for the next steps Guide me, show me my next steps for the greatest good of all.” So now you have it. Do you have a cauldron? If not, why not? It’s a great magical prop to manifest! Don’t forget that you can always use your imagination too. Remember and reclaim your power to be the all magical and manifesting soul you were born to be. Setyourpathbyigniting theflameofthecauldron.

COURAGEISONDISPLAY EVERYDAY,ANDONLYTHE COURAGEOUSWRINGTHE MOSTOUTOFLIFE ZigZiglar JULY 2022 QUOTEAUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 65

THE PSYCHOLOGY OF THE PERFECT PITCH BY LOUISE TAYLOR JULY 2022 AUTHORITTI5 0 MAGAZINE PERSONAL DEVELOPMENT AUTHORITTI5.0 MAGAZINE | 66

Posture is the ability to expect, believe and see the outcome you desire, with 100% certainty. What is your state of mind, your energy, and your focus like before, during, and after your pitch?

|

Like in baseball, every pitch will not hit a home run, but being on the field is priceless. Get in the game. Build the skill of pitching.

While the way we pitch has changed, some time old wisdom still remains

POSTURE: THE PITCH

Most people think the perfect pitch to sell an idea or a product is about what to say But it's way more than that I’ve spent most of my 25 years in business and corporate life pitching and selling to high level decision makers, I call it ‘catching whales’, and creating multiple 6 figure days by selling high ticket licences, programs or consulting services There are distinct differences and nuances in the art of pitching to catch ‘whales’ You must be ready to go all in and make a big splash You need to be bold, adventurous and willing to pursue the wild blue ocean, beyond where you have been before Since I was 12, I began to study the psychology of sales, learning from masters like Zig Ziglar Zig Ziglar became famous because of his deep understanding of human behaviour, psychology of sales, and his ability to focus on a goal and succeed He was relatable, humourous and practical

BEGINS IN YOUR MIND

GET IN THE GAME

JULY 2022 AUTHORITTI5 0 MAGAZINE PERSONAL DEVELOPMENT

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I have pitched to literally hundreds of companies. Did I win them all? A high percentage yes, and some no. But when you lose you also learn. You improve, you get better. One fishing trip does not define your life story. Be ready to go fishing more than once. The only way you get better at this is to do it again and again. WHERE DO YOUR WHALES SWIM? GO DEEP Study your potential investors or clients. It’s crucial to understand your potential investor at a deep level. Who is the decision maker? What do they care about? What keeps them awake at night? What philanthropic pursuits are they involved in? What communities are they involved in? What do they watch, listen to, and believe? What are their values? How do they spend their time? Who do they work for, or with, and why? What do they hate? Do your homework. Ask lots of questions. The more you understand your buyer, the easier it will be to speak to their pain points.

Write a list. Get advice from skilled advisors and fill in the gaps before you go headlong into pitching for a big deal.

THE CREAM RISES TO THE TOP

YOUR SIGNATURE BRAND

UNCERTAINTY IS CONTAGIOUS

If you lack clarity about any part of your proposal, product or pricing, your first goal should be to get as congruent and certain as possible. What is it that you are unsure about?

The best pitches are those from people who have deep congruence You have to KNOW that what you offer is incredibly valuable to the buyer, and exactly why they will buy from you How confident are you on a scale of 1 10 in pitching, and how can you show that confidence? Your passion, energy, and confidence must always stay high, no matter who is in front of you

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BE VISIBLE: IN THE WORDS OF MADONNA –EXPRESS YOURSELF

Do you know how to articulate your unique value confidently and decisively?

Your brand tells a story of who you are. Your brand must tell why you are so unique that no one in the world can replicate or compete with what you offer. Your visual brand needs to be consistent and aligned with your pricing. It should take people on a journey of discovery. Does your brand and marketing collateral, and website speak directly to the heart and minds of the future buyer?

1

Is there an industry you are deeply knowledgeable about? You should have mastery in this industry. Don’t go playing in water if you don’t know the territory. Be the master of your industry. ATTRACTION

JULY 2022 AUTHORITTI5 0 MAGAZINE PERSONAL DEVELOPMENT

TELL THEM SOMETHING THEY KNOW –CREDIBILITY What is a specific problem you can solve for them? What is their pain point Talk about something they already know is a problem What is already happening in their industry What is current and relevant?

The days of sitting on the fence are over To be visible you must now be prepared to show what you stand for, what you believe in, and what you don’t believe This takes courage, but your cause is what will draw and attract your future investors and clients Express yourself!

How much value are you adding to your existing and future clients? How will you get your investors’ attention? What return on investment could they expect from investing in you? What is their commercial goal? What is their emotional goal?

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Make a list of your Dream 20 connectors Are you building relationships with those who are in a position to introduce you to key people? What networks are you part of now? Are these networks relevant to what you are pitching?

The best way to connect with high level investors is through introductions

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PUT YOUR CLIENTS INTO YOUR STORY

Everyone loves a hero, but to be a hero there must be a battle. I want them to truly understand what exactly happened between zero to 6 figures in a day so they can put themselves into my story and see how it applies to them. How did I go from nothing to selling high ticket $30k $50k offers?

3

SOCIAL PROOF

PEOPLE BUY FROM PEOPLE WHO BELIEVE WHAT THEY BELIEVE.

Think about your pitch like a movie. Why would people keep watching? Have you created intrigue? Is there a hero in your story? Is there a mission? What is the journey they will experience?

Simon Sinek said it. What do you believe that your clients also believe? What is your ‘why’?

On a scale of 1 10 how ready is your buyer or investor? Is the timing right? Do they have a budget? Is it going to relieve their immediate pressure?

DESIRE

MAKE A MOVIE

When you think about your testimonials, find clients or people who you have collaborated or worked with, and provide testimonials which align with your exact future client or investor. Are they extroverted? Are they introverted? What results have other clients achieved which are most relevant to the buyer. Mix it up so that if you’re pitching to more than one person your testimonials are relatable.

2. TELL THEM SOMETHING THEY DON’T KNOW OPPORTUNITY Put forward angles they have never heard of before. Be creative and be bold in your ideas, so that you aren’t coming across as vanilla!

While it did happen quickly there were deep psychological and practical shifts which had to happen along the way. Your story, metaphors and breakthroughs are the key to the heart of your buyer. If they just hear your rags to riches, without understanding the journey and process you went on, they won’t believe you. Break down what you did to move from A to B. What is your story?

TELL THEM YOUR SOLUTION –CREATIVITY

CONNECTION

Specifically speak to their highest pain point in offering your solution Don’t water this down Be focused and reiterate the solution

@louisetaylorglobal PERMISSION TO CLOSE JULY 2022 AUTHORITTI5 0 MAGAZINE PERSONAL DEVELOPMENT AUTHORITTI5.0 MAGAZINE | 71 Louise Taylor is a globally respected Speaker, Peak Performance Coach and Neuro strategist and Creator of Neuro flow™ 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. CONTRIBUTING WRITER'S PROFILE CONTACT LOUISE: www.louisetaylorglobal.com At the close, ask for permission to ask the questions you need answered. Find out what their objections are. Place value on your own time, and be decisive and confident. Get your Articulate your Value Neuroflow™ Grid here, and start to design a pitch so you can catch your 6 figure whales. For more free tools on how to Articulate your Value and catch 6 figure whales, join our Dream Drivers private Free Movement group here Dream Drivers Movement Private Group!

ONLYYOU FORYOU canchangeyourlife nobodyelsecandoit JULY 2022 AUTHORITTI5 0 MAGAZINE QUOTE AUTHORITTI5.0 MAGAZINE | 72

SUCCESS DECODED What does success mean and why we fear it BY FALGUNI KATIRA AUTHORITTI5 0 MAGAZINEJULY 2022 MINDFULNESS AUTHORITTI5.0 MAGAZINE | 73

What Is the Fear of Success, and Why Does It Exist?

Self handicapping: Individuals who are apprehensive about achieving their goals might put roadblocks in their way, reducing their chances of achieving success These activities can range from little acts of self sabotage to more serious self destructive behaviors.

Quitting: Many people inadvertently sabotage their success by giving up just before it appears they are about to succeed

People who have no goals are like plants that don't grow or develop People with few expectations ensure that they never achieve significant progress toward success.

To succeed, you must first define it for yourself No one can help you discover your definition of success. It might imply a sense of community service and making a difference. It may also imply a feeling of achievement and career progress. It might imply being able to do the things you enjoy It may imply that you are in a position to give your children the very best possible upbringing

It's vital to realize that most individuals are terrified of success rather than the achievement itself Their dread is focused on the possible negative consequences of success

Expectations of success are frequently founded on the assumption that attaining your objectives necessitates making sacrifices or enduring losses, which is perhaps not surprising

There is no such thing as a one size fits all strategy

It is difficult to detect the fear of success. Some indicators that a person may be afraid of success are: It might be difficult to perceive these as efforts motivated by a fear of success. In many situations, they may appear to be slothfulness, lack of motivation, and poor discipline.

That's because you may only evaluate your life by determining what motivates you to be happy and what helps you find meaning

Fear of success is an anxiety disorder characterized by intense anxiety about completing goals and/or activities. It results from a fear of success and can manifest in a variety of ways, including sabotaging oneself.

What does success mean to you?

Procrastination: People who put things off until the last possible minute may not do their greatest or most thoughtful work, which can considerably harm their chances of achieving

It's entirely up to you

Fear of failure keeps people from fully experiencing life

Many of us pursue professional titles, money, or social position yet we don't feel good when we obtain them

AUTHORITTI5 0 MAGAZINEJULY 2022 MINDFULNESS AUTHORITTI5.0 MAGAZINE | 74

While most people desire to be successful, certain concerns prevent them from achieving too much

AUTHORITTI5 0 MAGAZINEJULY 2022 MINDFULNESS AUTHORITTI5.0 MAGAZINE | 75

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 www.falgunikatira.com

Being concerned about taking on new responsibilities as a result of your success

@aasthabhagia CONTRIBUTING WRITER'S PROFILE

Worrying about leaving others behind if you succeed because of your hard work

Fear of Success: Recognizing It

CONTACT FALGUNI:

Working with a therapist may be an efficient approach to learning how to identify and recognize some of the fear based behaviors that are preventing you from being successful in other situations

You're scared of what would happen if you were in the limelight

Falguni Katira is a professional transformation coach that helps leaders change their habits and thought patterns barring them from their path to holistic success

The way a person behaves over time may help us spot their fear of success. aastha

If you think you're afraid of success, there are a few things to check for. These include: Many people are aware of some of these issues, but many may be ignorant of the fundamental reasons for their self destructive tendencies

Worried that the situation will only get worse than you can handle Concerned about potential comments from naysayers or concerned about other social problems

AUTHORITTI5 0 MAGAZINEJULY 2022 MINDFULNESS AUTHORITTI5.0 MAGAZINE | 76 @falgunikatira @falguni

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MAKE OR BREAK MOMENT COLLECTING ONE POWERFUL ENDORSEMENT B Y D E N N I S Y U JULY 2022 AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 78 VIDEO MARKETING

I collected some of the most incredible footage of Imam talking about the importance of taking care of the community, how everyone should support Dr. Mark, and stories of young boys who were cared for by Dr. Mark.

It wasn't a "testimonial", like what you'd see in an ad. It was a deeper explanation and call to duty by the leader of the Muslim community.

Dr. Soli pulled out 4 dry erase markers at the white board, stacking them neatly side by side. And he told me that every color is welcome in his office. Next to the white board was a picture of a local soccer team of all Africans-- which he supported. Looking around his office, I saw gifts from over the years he accumulated from patients of all countries- a colorful painting from the Ivory Coast, a wooden headmark from Africa, and other sculptures. Just then a French speaking patient from Liberia walked in. Dr. Soli took care of him, explaining how his employer was trying to discontinue care and end benefits by recommending his patient switch to a "company approved" doctor.

Dr. Mark Soli was a struggling chiropractor in Brooklyn Park, Minnesota. When I saw him yesterday, he had an impressive number of degrees on the wall behind him. But getting more patients was a head scratcher, since he wasn't an "internet marketer". And he needed to generate sufficientincome for his stay at home wife and two kids. He had one patient, Imam, who turned out to be a leader in the Muslim community. So when other members of the mosque got in a car accident or needed care for an injury, he became the go-to person. He served everyone, even if they couldn't pay and his door was always open to the community. This generated such goodwill that he's now well known in the largely black communities of Brooklyn Park and Brooklyn Center.

While we were enjoying the sushi that he ordered for us, the Imam himself walked in. He was on his way to deliver an address in front of 4,000 members of the new mosque that opened last month. And came over to talk about the event next month he was hosting on healing race relations, bringing in the Mayor of Minneapolis, the Attorney General of Minnesota, and other high ranking officials.

JULY 2022 AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 79 VIDEO MARKETING

The Imam was talking about what it's like building leaders in the community, since he couldn't possibly service the hundreds of people each day that call him, WhatsApp him, and want his personal attention. Sometimes he doesn't go to bed, since he's still up for the 3:30 am first prayer of the day. And it was at that moment, that I pulled out my iPhone and asked if we could record this moment. What followed was 21 minutes and 30 seconds of pure gold.

JULY 2022 AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 80 VIDEO MARKETING

Think of how this applies to your service based business.

We're now repurposing this video to be on YouTube, his site, Twitter, Facebook, and all social media-- boosted for $1 a day to anyone who lives in Minneapolis. No need to target Muslims, since the various social media algorithms automatically will find the right audience based on who engages.

VIDEO MARKETING

WRITER'S

CEO of BlitzMetrics, a digital marketing company which partners with schools to train young adults We offer courses, implementation, and consulting My personal mission centers around mentorship from my experience with helping people from all walks of life grow their expertise in digital marketing, sharing his insights from managing campaigns for enterprise clients like The Golden State Warriors, Nike, and Rosetta Stone.

It's all relationships and referrals- a business based on trust, isn't it?

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Simply the warm endorsement of Imam, the exhortation of community, and recollection of stories of patients was enough.

Not once in that video did Dr. Mark talk about price or about how an adjustment works.

In Dr. Mark's 15 years of friendship, not once had he ever collected a video. Perhaps he was afraid to do it, didn't know how to go about asking for a "testimonial", or didn't have the "proper gear".

@dennisyu CONTRIBUTING PROFILE

CONTACT DENNIS:

Dr. Mark may or may not be the best chiropractor in Minneapolis but that's not what matters.

Everything that is really great and inspiring is created by the individual who can labor in freedom. – Albert Einstein JULY 2022 ENTREPRENEURSHIPAUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 82

The Toolbox AUTHORITTI AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 88 NOVEMBER 2021 TOOLBOX

BEST WEBCAM FOR STREAMING! by Jan Santos AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 84 JULY 2022 TOOLBOX

a. Elgato Facecam - 1080p60 True Full HD Facecam is the world's most powerful webcam with video quality that speaks for itself. It's the best proven and certified by the community. Elgato Facecam 1080p60 True Full HD Webcam for Live Streaming, Gaming, Video Calls, Sony Sensor, Advanced Light Correction, DSLR Style Control, works with OBS and other third party platforms.

The Kiyo pro delivers a much needed injection of modern technology into the saturated world of webcams. The light detection sensor can run into issues, but the overall quality and recording experience is one of the best on the market. The Razer Kiyo Pro is the latest product targeted towards streamers and content creators, with a fresh injection of modern technology that hasn't been seen in the high-end webcam market for some time.

AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 85 JULY 2022 TOOLBOX

Razer Kiyo Pro

In this list, Regardless of which models you opt for, one thing is going to be true above all else, a dedicated lens and sensor setup is going to look significantly better than what's built onto your standard everyday laptop something to keep in mind. Should a streaming setup be of particular importance to you then a great webcam is a must have a microphone, green screen, and ring light will only get you so far if there's no lens pointed at your face.

Whether you're working from home or planning on streaming, the best webcams can help to present you in your best light.

The Logitech C920 is still the best best cam you can buy today despite being much older than most of its competition. With a perfect balance of performance and affordability, the C920 offers exactly what the everyday person needs in a webcam. If you've been hunting online for a webcam in recent years then chances are you've stumbled across the Logitech C920 webcam in some buying guides and lists for thebest webcamson the market. This could be seen as slightly deceiving because it certainly isn't the mostpowerfulwebcam you can buy today, but its legendary status is well deserved. Not only is the Logitech C920 still one of thebest Logitech webcams, it remains the top choice across all brands despite being released almost 10 years ago. A major reason for this is that the C920 manages to balance performance and affordability in a way that other brands seem to consistently miss. When it was released back in 2012 the C920 cost $99 (around £70, AU$130), but prices have varied across the years, at one point dipping as low as $50 before the Covid 19 pandemic closed offices and drove demand for webcams through the roof.

The Logitech StreamCam may have marketed itself as the perfect webcam for streamers and online content creation, something that it does very well, but it's missing a few key features that it needs to best other products on the market.

Performance is top-notch, on par with theRazer Kiyo Pro, but the Logitech StreamCam misses out on a few quality of life features, especially with the unfortunate choice to have the USB C connection wired into the back of the device. It’s also on the pricey side for a webcam at $169 / £139 / AU$280 which won’t make it the most affordable choice if you’re looking for something to take a few conference calls at work.

Logitech C920 Webcam

Logitech StreamCam

AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 86 JULY 2022 TOOLBOX

CONTRIBUTING WRITER'S PROFILE CONTACT

Jan Santos

@thecreativescoopjansantos @thecreativescoopjansantos AUTHORITTI5 0 MAGAZINE AUTHORITTI5.0 MAGAZINE | 87 JULY 2022 TOOLBOX

Logitech

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.

JAN: BRIO 4K Pro business webcam The quality of image that this webcam offers is superior to anything you’ll find on a typical laptop. But it isn’t perfect, and some conferencing tools don’t utilise some of its better features. With the unexpected upswing of webcam sales created by the global pandemic, Logitech has now introduced a new Business orientated BRIO camera for those that want to look their best away or at the office.

Audible is an American online audiobook and podcast service that allows users to purchase and stream audiobooks and other forms of spoken word content

Audible has two membership options The classic one credit a month plan, known as Audible Premium Plus, will let you choose a title in their library to keep and listen to any title they have. They also now have a cheaper option called Audible Plus, which is like a streaming service for audiobooks where you can listen to all you want a month at a time There are over 200,000 audiobooks available on Audible. I’ve been using it for years and have yet to find that it doesn’t have one of my favorites. It’s also usually the quickest service to get bestsellers as they come out and many audiobooks are only available on Audible

Audible: Audiobooks & Podcasts

The Pitch Queen: A Woman's Journey From Poverty To Purpose & Profits From the poverty-stricken streets of St. Louis, Missouri, to the global stage of influence, Precious L. Williams’ story of transformation is nothing less than iconic but it is only half the Betterstory.known as the #KillerPitchMaster, a dope international professional speaker, three-time #1 bestselling author, and a respected corporate trainer, Precious paves the way for women in business by truly being herself, flaws and all.

Get ready to learn about #KillerPitchMaster’s past and discover the legacy she sets free to taste freedom herself. Precious was going through the most challenging times of her life but refused to give up. She lost and rebuilt her empire with the painful bricks that blocked her path along the way. Nothing and no one could stop her—not even the secret she tried so hard to keep that this book dutifully betrayed within its pages. It is Precious’ hope that her story frees you too and shows you how to build and rebuild your own successful life, career, and empire! Available on Amazon: Drifting/dp/1736020919https://www.amazon.com/Own-Your-Career-Life-

Book Of TheMonth AppOf TheMonth JULY 2022 AUTHORITTI5 0 MAGAZINE BUSINESS TOOLS AUTHORITTI5.0 MAGAZINE | 88

PODCASTOF THE MONTH NAME OF PODCAST: The Dadpreneur Podcast with Alex Oliveira Transform your challenges into opportunities The purpose of the Dadpreneur Podcast is to help businesses discover what’s new and what works in Business and Digital Marketing. I’ve been where you are which is why I understand the challenges that come with navigating today’s ever changing business landscape I’ll also discuss the dynamics of family and business Learn more at: https://podcasts.apple.com/us/podcast/t he-dadpreneur-podcast/id1552823459 JULY 2022 AUTHORITTI5 0 MAGAZINE PODCAST OF THE WEEK AUTHORITTI5.0 MAGAZINE | 89

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