Business Blueprint Magazine - Issue 10 by Business Blueprint

www.BusinessBlueprint.com.au

Nov 2010

…

Special feature

FROM COLD CALLING TO $1,000,000 IN ONE MONTH PLUS+ How To Motivate And Lead Gen Y EXCLUSIVE INTERVIEWS Latest Business News Photo Gallery Success Stories And More

Sharon Pearson

CEO of The Coaching Institute

Spirituality Business - A and Compatible re They ?

FAST-TRACKING YOUR BUSINESS SUCCESS TODAY

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From The Editor Welcome to our Magazine! Dear Reader, You know Christmas is coming when you go shopping and see decorations everywhere! I recently went to the new Westﬁeld in Sydney CBD (worth checking out if your in the area) and it was dripping with Christmas. It’s scary to think I’ll have to start buying some presents, but it’s also exciting that 2010 is coming to a close! In this issue of Business Blueprint Magazine, we meet Sharon Pearson. Sharon is an amazing business woman who owns e Coaching Institute. She has become extremely successful and she shares her knowledge with us in the article ‘How I Went From Cold Calling To $1,000,000 In One Month’. Also this month, Joseph Law examines Spiritually and Business and asks the question - are they compatible? Lastly, make sure you check out the photos from our latest Business Blueprint Conference. It was fantastic to catch up with our members and hear about the amazing successes they have been having since we last met. It was a great event and now we are all counting the days until our Business Blueprint Fiji Conference in February. As always, we would love your feedback, so if you have something to say, please email me at editor@businessblueprint.com.au and I look forward to hearing from you. Until next time, have a wonderful month.

In this month’s magazine … Check out our latest news and business briefs... Page 4 Feature Article: Read about how Sharon Pearson went from cold calling to $1,000,000 in one month!... Page 6 Find out from the experts how to motivate Gen Y... Page 8 Brent Williams Avril Henry Jack Delosa Read about what Dale has been up to recently... Page 10 Check out the photos from our latest Business Blueprint event in Sydney... Page 11/12 We speak to Amy Lyden about her business Bow Wow Meow... Page 13 Claim your free audio, ebook and video... Page 15 Article: Spirituality and Business - are they compatible?... Page 16 Read about three of our Business Blueprint Members and view the directory... Page 19

Be inspired by this month’s success story - Angelina CirelliSalomone... Page 20

NEWS IN BRIEF

S S E N I BUS S F E I R B The Battle Of The Phones Google's Android mobile operating system surged past Apple's iPhone and Canada's Blackberry in the third quarter to become the second biggest smartphone platform aer Nokia's Symbian, research ﬁrm Gartner said. Gartner said Finland's Nokia sold 29.5 million smartphones during the third quarter of the year for a 36.6 per cent share of the worldwide market, down from 44.6 per cent a year ago. Sales of Android-powered smartphones soared to 20.5 million units, giving the Android platform a 25.5 per cent market share, up from just 3.5 per cent a year ago, Gartner said. Apple's iPhone was next on sales of 13.5 million units for a 16.7 per cent market share, down from 17.1 per cent a year ago. Canada's Research In Motion, maker of the BlackBerry, was in fourth position with sales of 11.9 million units. Its market share dropped to 14.8 per cent from 20.7 per cent a year ago. Microso's Windows Mobile saw sales of 2.2 million units giving it a 2.8 per cent market share, down from 7.9 per cent a year ago, Gartner said.

Hot Xmas Present This Year - 3D TV Australians are buying thousands of 3D TVs a week and they are expected to be a hot item this Christmas as studios and game publishers prepare to release a slew of new 3D content. When the first 3D TVs went on sale in April there were only a handful of 3D Blu-ray discs available and little in the way of broadcast content. Since then we've had the World Cup, State of Origin, NRL grand final and AFL grand final all broadcast in 3D and Foxtel will launch Australia's first dedicated 3D channel on Monday. Quoting figures from market research firm GfK, Samsung's group senior product manager Evan Manolis said the company had sold about 40,000 3D TVs in Australia since launch. He said Samsung had snared 89 per cent of the market, attributing the success to Samsung being first to market with the technology. Manolis said Foxtel had quietly shown the US and French Open finals and the US Masters Golf Tournament in 3D and he expected more sporting events such as the V8 Supercars in Sydney to be shown in 3D this year. Sony, Panasonic and LG are also pushing 3D TV hard in the lead up to Christmas. Sony Australia spokesman Paul Colley said Samsung's huge market share figure was slightly misleading. "ey've been the only supplier with good supply in the market ... more than half our models are 3D capable now and that market share statistic is dramatically changing now that we have supply," he said. Simon Bush, CEO of the Australian Visual Soware Distributors Association, said the majority of the 3D Blu-ray discs available to date had been those bundled exclusively with the TVs. is was mainly animation titles such as Bolt, Cloudy with a Chance of Meatballs, Monster House, Monsters vs Aliens and Alice in Wonderland. But he said more titles would hit the shelves before Christmas and early in the new year. "ere will be more announcements in the next week to two weeks about 3D title availability from the major studios," he said.

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NEWS IN BRIEF

Kindle’s May Have Colour After All... E Ink, the company that makes the black-and-white display for Amazon.com's Kindle, said it will begin selling screens that also show colours. e new technology, called E Ink Triton, displays 16 shades of gray, along with thousands of colours. As with other E Ink displays, people should be able to read it anywhere without having to squint. Amazon did not immediately respond to inquiries on whether that means a colour Kindle is coming.

Australian Women Reveal They Are Overworked And Overweight... Australia's women feel stressed out and unfit, and when it comes to leisure time they report just 30 minutes a day. A poll dubbed "Australia's Biggest Health Check", which gathered data from about 26,000 respondents, also reveals a significant mismatch between how much sex women want versus what they get. Dr Aaron Coutts, senior lecturer in sport and exercise science at the University of Technology Sydney, said the research painted an overall positive picture while highlighting some areas where women want, and need, to make improvements. "What it demonstrated was that women are very positive, women want to improve their health," Dr Coutts told AAP. "Clearly some of the measures in terms of stress and overweightness need to be improved but in terms of a comparative kind of study it is a positive finding."

Amazon has said that although it hasn't ruled out color E Ink displays, the technology isn't yet ready for prime time. Even in colour, E Ink still presents compromises. On the one hand, e-readers with E Ink screens have longer battery lives than those with reﬂective LCD displays, such as Apple's iPad. But colours will appear more muted on E Ink displays. And E Ink's technology still cannot play video, as the iPad and other tablets can. e ﬁrst e-reader with a color E Ink screen will come from Chinese manufacturer Hanvon. e e-reader will have a display that measures 9.7 inches diagonally, and readers will be able to get online through either Wi-Fi or a 3G mobile connection. It is expected to go on sale in China for about $US440. Hanvon, which sells other products such as tablets in American stores, said it might sell its newest e-reader in the US.

e survey was promoted via two magazines Women's Health and Prevention - and also had the backing of Priceline and the Seven Network’s Sunrise program. About 24,500 women responded to its questionnaire, plus 1500 men, and its key ﬁndings include: - Women across all age groups aspire to lose weight (47 per cent), exercise more (47 per cent) and get more sleep (41 per cent). - Respondents aged 25 to 39 rate anxiety and stress as their greatest medical concern, topping breast and skin cancer, while women aged over 40 say arthritis is their top concern. - Stress levels were the highest among women aged 25 to 39, and particularly those living in NSW, with ﬁnancial concerns and lack of sleep and time the major reasons.

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HOW I WENT FROM COLD CALLING TO $1,000,000 IN ONE MONTH! I remember starting out in business in 2003 cold calling to get coaching clients. Five hours a day, five days a week. It worked. I got business. I had no life, but I had business. en a friend told me about this thing called ‘value-based marketing’ and how it had changed their business from ‘hard sell’ to ‘easy buying decisions’ in less than one month. I didn’t believe them, and kept on calling day aer day. en I heard they turned over half a million dollars more than their competitor and I figured it was time I paid attention. A short time later I did my first million dollar month. He walked me through a way of marketing that lets the prospect come to you, engage with you, build a relationship with you and trust you. e prospect drives the decision to buy, rather than being pushed, and as a result stays with you longer, spends more money and becomes, ideally, a raving fan. Sound too good to be true? at’s what I thought. So here it is, the most successful way I have ever found to bring clients to you without the hard sell. What is value-based marketing?

Value-based marketing, or relationship marketing, is providing value prior to the sale, and asking for small and incremental commitments from the prospect until they see you as their trusted adviser enough to make a purchasing decision.

time who are in any of the stages of their thinking. I become their trusted adviser, through providing free content that is useful and relevant to where they are at in their minds, so that when (if) they decide to buy, my business is the obvious, and oen only choice.

What’s the thinking behind value-based marketing?

How does it work?

e way prospects make decisions isn’t ‘I’ll get this today.’ It’s more ‘Hmmm, I wonder what I’ll do about that?’ (If anything) and then progresses through to ‘I wonder what information there is on my problem out there?’ to ‘What facts do I need to make a decision?’ and so on until they either buy or change their minds and do nothing aer all. So my cold calling was assuming I’d meet enough people ready to buy, which is the last step in their buying process. I was not going to appeal to anyone who was earlier in the process so I never got the opportunity to build a relationship with them and over time be with them at each stage of their thinking. By respecting this ‘educational spectrum’, I get to build a relationship with prospects over

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ere are dozens of ways to make this work. Here’s five examples so you can see how to apply it immediately into your own business. Example #1: On your website place an offer for a free download of some description in return for the prospect’s first name and email address. You’ve provided value and they’ve made a small commitment towards you. Example #2: When you send an email to the prospect give them the opportunity to receive a free MP3 download or e-report. To receive it they need to email a particular email address. You’ve provided value and they’ve made a small commitment towards you. Example #3: Send a letter to a prospect inviting them to a seminar you’ve got coming up. Place with the letter an empty DVD case and let the prospect

FEATURE ARTICLE | COLD CALLING TO $1 MILLION

know they will receive the actual DVD when they turn up on day one. You’ve provided value and they’ve made a small commitment towards you.

guide or a report on “e Top Ten Uses for...”? 3. By adding a series of auto responder emails that are ﬁlled with useful tips of the subject of their inquiry, you become seen as an expert in your ﬁeld. You are moving closer to becoming the trusted adviser.

Example #4: At a speaking event oﬀer a free gi for all the attendees which adds more value to the content you’re speaking about. To receive it all they need to do is provide their business card to you at the end of your speech. You’ve provided value and they’ve made a small commitment towards you.

4. Give away a CD or DVD to your prospects demonstrating how your ‘thing’ is used and can be beneﬁcial to its users. 5. Run a competition oﬀering a prize to the person who gives the best uses for your ‘thing’.

Example #5: Give a free month’s supply of your ‘thing’ so the prospect can decide if they like it. If your ‘thing’ is a membership with recurring income, all the better. Give a free month’s membership to them, in return for their credit card details, and at the end of the ﬁrst month, if they don’t cancel, the payments for ongoing access will continue until they no longer perceive value. You’ve provided value and they’ve made a small commitment towards you.

6. Give examples of how your ‘thing’ has helped in an unexpected way.

7. Oﬀer an online MP3 of a class which gives valuable content, and to receive it the prospect has to email you the request.

Sharon Pearson is the founder of The Coaching Institute www.thecoachinginstitute.com.au and the Small Business Mastermind Club www.smallbusinessmastermindclub.co m.au She is the author of the bestselling book “Simple Strategies for Business Success” which retails for $34.95. The first fifteen readers who email timetoact@thecoachinginstitute.com .au with one thing they enjoyed about this article receive a copy of her book for free.

How do you use this in your business? 1. Assuming you have a database of prospects, could you categorise them according to where they are at in the educational spectrum? Newer leads would receive more content and less selling conversations. Prospects further along, who have done research and are close to a buying decision would receive testimonials to remind them of how a decision to choose you would be the right one. 2. Rather than going straight for the sale every time, could you build trust between you and your prospect by providing some useful and relevant information to them in the form of a “Useful Tips” www.BusinessBlueprint.com.au/Mag Business Blueprint Magazine November 2010 7

MONTHLY MENTORS | INSPIRE AND MOTIVATE GEN Y

INSPIRE AND

Brent Williams

Avril Henry

MOTIVATE

GEN Y

It’s reported that there are well over 4.5 million Gen Y’s within Australia. ese are young people born aer 1980. Having burst onto the work scene within the last 5 years, their impact over the next coming decade will bring shock waves throughout the Australian labour market. Having grown up with things like Napster, Google, Youtube and now Facebook, they live in a world of instant gratiﬁcation where any desire or fantasy is just three clicks away. Some say that this generation represents laziness, complacency and an undeserved sense of entitlement. While others say that their youthful energy, tech-smart ability and comfort with change make them the ideal recruit for a fast growing team. Whatever your stance, there is one thing that you can’t aﬀord to do and that is ignore them! Here are some tips for leading and succeeding Gen Y.

93 % of communication is actually the tone of voice that we use and our body language. So that means that only 7% is what we say. This creates a real problem for Gen Y because their main form of communication is usually email and SMS. This can cause a massive break down in communication in the work place, as they are often speaking with Baby Boomers who are much better at the face to face communication because that is what they are used to. For Gen Y’s, it’s important to ensure they are using a medium that doesn’t weaken the impact of what they say. They need to improve their face to face skills. And at the same time, Baby Boomers need to understand that Gen Y’s are used to communicating via email therefore sometimes that is the best way of engaging them. To find out more about Brent, visit: www.BrentWilliams.com.au

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Generation Y is driven by a sense of belonging. They are an optimistic generation and although they are motivated by similar things to Generation X, there are some subtle differences. One of those differences is Flexibility – they believe that flexibility at work should be based on trust. In their words, ‘My manager/supervisor should trust that I will get the work done to the agreed standard and within the agreed deadlines. They should also trust that I will ask if I am not sure how to do something. We want to be treated as responsible adults, not kindergarten children! For find out more about Avril Henry, visit: http:// www.avrilhenry.com.au/

MONTHLY MENTORS | INSPIRE AND MOTIVATE GEN Y

Jack Delosa - Listen, Lead and Create Culture When it comes to change, baby boomers resist it, Gen X’ers accept it, Gen Y’s push for it. Embrace this by continuously asking them if they have any suggestions for the way things are done. Not only will this help motivate your staff and have them feeling valued, it will ensure that you get ideas that you probably never would have thought of.

Don’t Manage. Lead. Three of my biggest tips when it comes to motivating and inspiring Gen Y are:

Listen. One of the best things about Gen Y is that they want to make stuff better. Gone are the days where management or Boards are shoving change down peoples throats, the best companies today are finding that the majority of ideas are floating up the chain rather than down the chain. Most people know that Google Adwords today accounts for the majority of Google’s revenue. However what most people don’t know is that it wasn’t management’s idea. It came from a staff member during his scheduled “playtime”.

What’s the difference? Managers tell people what to do and monitor them closely because they have to – or nothing will get done. A leader inspires people to take ownership over a project, so they have a genuine desire to get it done, and get it done well. Efficient management without effective leadership is like straightening deck chairs on the Titanic. Sell the vision of the project and outline what the outcomes will be, get the emotional buy in of your Gen Y’ers and you will be surprised with the level of depth and creativity they come back to you with. Empowerment is also crucial to leadership. Employee Empowerment is not “here you go, do your best.” Empowerment

is about highlighting the path that Gen Yer’s can walk to advance their own career. What are their targets and if they hit them where can they advance to in the organisation? Money isn’t that important to Gen Ys, career advancement is.

Culture - Create an environment people want to be in. A survey run by RedBalloon and Insync, asked almost 3,000 people in Australia and New Zealand to nominate their dream employer, found that culture was in the top three. Gen Ys, like everyone else want to be in an environment that is fun and fast paced. What can you do to make your workplace more enjoyable? A bell that gets rung every time a sale is made followed by a loud cheer, drinks on a Friday night with the team, monthly performance awards that recognise top performers. Jack Delosa is one of Australia’s leading Gen Y entrepreneurs. He heads up The Entourage a firm which offers education and advisory to Gen Y Business Leaders. To find out more, visit: www.the-entourage.com.au

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Diary Dates Power Hour Class Wednesday 17th November Hot Seat Interview Wednesday 1st December Power Hour Class Wednesday 15th December

Business Blueprint Members Area October was a very busy month preparing for our latest and greatest Business Blueprint Conference which we ran on the 29th, 30th and 31st of October. Aer much toil and preparation, the big day finally arrived and our members were in for a knock-out ride. First up we had Michelle Bowden who is Australia's leading presentation and influence skills expert. She got the conference off to a flying start and set the mood for what was to come.

The Annual Business Blueprint Overseas Conference will be held in Fiji from Friday 4th February - Sunday 6th February

Michelle was followed by other great speakers such as Tony Gattari, Will Swayne, Matt Church, Taki Moore and Andrew Horabin. Each of these business experts did an exceptional job and revealed literally dozens of powerful business building secrets.

Hot Seat Interview Thursday 3rd March

e event came to a close with a super successful entrepreneur by the name of James Stevens. If you haven’t heard of the name, then you would almost certainly know the business - Roses Only which he founded in the late 90’s and has now grown it into a multi, multi million dollar business.

Power Hour Class Thursday 17th March The Business Blueprint Autumn Conference is being held from Friday 8th April Sunday 10th April Power Hour Class Thursday 21st March Hot Seat Interview Thursday 4th May The Business Blueprint Winter Conference is being held from Thursday 14th July - Sunday 17th July

In the following few pages, you will see some great pics that will give you an idea of some of what took place over these amazing days. Looking forward, we have been busy making lots of plans and laying the foundation for what will be a massive 2011. is will involve a new series of events which we will be taking on the road and visiting many of the capital cities across Australia. Look out for more news coming up in the December and January issue of Business Blueprint Magazine. Until next month,

great ideas, then seminars and got some r he ot of lot a ne do do it and I have “I have WHAT to do, not HOW to me ld to d ha ey th like that, and discovered siness Blueprint is not Bu lf. se my r fo t ou is nal had to work th videos and the additio ng ini tra e th of l al d knowing that I ha .” coaching was fantastic Designer Lisa Ginns - Landscape

MEMBERS AREA | FROM THE GALLERY

SEE MORE PICS AT

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SEE MORE PICS AT

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HOT SEAT | AMY LYDEN

HOT SEAT

Amy Lyden

Amy founded the much loved company Bow Wow Meow, which is the leading producer of fun and functional pet tags. Her products have been distributed in over 1,500 pet stores all around the world. What was your first significant business venture and what did you learn from it? When I was 22, I moved from Las Vegas to San Francisco to manage a branch office for a wholesale travel company that I was working for at the time. ey were ready to close it down because it was so unprofitable, so I practically had to start from scratch. I hired staff, did budgets, sales and marketing, and set up sustainable systems. I also learnt about the importance of building relationships and networking. Because I was new to the Bay Area, I joined a number of associations where I met potential customers and other key people in my industry, and these relationships contributed greatly to the success of my office, which went on to become one of the highest performing branches in the group. is was an excellent learning experience and a perfect training ground for starting my own business. My former business, Bow Wow Meow, makes pet tags with personality and distributes them through shops and veterinary clinics around Australia and New Zealand, as well as via the internet. I started it because I came across an opportunity and had a go. Several years ago, I got two kittens and was really disappointed with the identification products available. I thought there would surely be other pet owners out there who loved their animals as much as I loved mine, and who wanted a good quality tag. at was the initial thinking behind it.

In the beginning,what were some of the business skills you were lacking and what did you do about it? Although I had experience setting up offices for a large organisation, there were a lot of gaps in my skill-set. I knew nothing about the pet industry and nothing about manufacturing. I joined the Pet Industry Association and volunteered time to the State Committee. Even though I had very little time to develop my own business I knew it was important that I get to know what issues were affecting my industry, and who the major players were. I met so many people through this connection and it was crucial to my success. When it came to manufacturing, I simply persisted. I had no experience with this, I just knew what I wanted the finished product to look like. e Yellow Pages became my bible. I just started ringing different companies and if they couldn’t help me, I asked them if they knew anyone who could. Learning how to manufacture came down to sheer determination and persistence. I didn’t give up until I had my final product, but it wasn’t easy and there were many tearful days along the way when things didn’t go to plan. What is the biggest mistake you’ve ever made in business and what did you learn from it? e biggest mistake I made was trying to do everything myself, but I learnt to get help. Having a great team, both internal and external, is critical to growth and success. It’s important to

have a team from the beginning, but that doesn’t just mean employees. It can be anyone you work with to build your business – your programmers, designers, accountants or lawyers. ink of them as team members, rather than people you pay to provide a service to you. Include them in your planning sessions, share your dreams and vision for the business and get them excited about being part of your ‘team’. What do you think are some of the essential characteristics of a successful entrepreneur? I think the most essential qualities are determination, the ability to visualise, dream big and have eternal optimism. Entrepreneurs tend to see how things can get done and what is possible. ey don’t see obstacles as stopping points and they aren’t afraid to fail, in fact, they believe that failure is compulsory for success. ey are passionate about building their business. I think they are also ﬁercely independent. ey like to do things their own way and are prepared to put in the hard work necessary for success. So many people want success but they aren’t ready to make sacriﬁces to achieve it – you can’t have your cake and eat it too. To find out more about Bow Wow Meow and their products, visit: http://www.bowwow.com.au/

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HOT SEAT

David Cunningham

David Co-Founded Shanghai Vision Ltd in 2003. His company sold residential real estate to investors in Shanghai, China and non-Chinese overseas investors, so David is an expert when it comes to sales. What was your very first job in sales and what did you get out of it? When I was 19 I had a door-to-door sales job in the lead up to Christmas. I was selling three products (unisex jumpers, CDs and little ﬂashlights) in local towns and villages within a 50-kilometre area. My target market were employees working in businesses (for example, chemists, hotels, butchers, bakers, hair salons and so on) who couldn’t ﬁnd the time for Christmas shopping. From this experience I quickly learnt that selling is one of the most mentally, and sometimes physically, demanding jobs out there. e basic fundamental requirements for success in sales are a thick skin and an unyielding determination.

Was it a challenge trying to sell something that people were not going to see or experience themselves first-hand? How did you overcome this issue? Yes, it was a huge challenge. If you think about it, this type of sale – a high-value product in an exotic overseas location, not viewed directly by the customer prepurchase – must be up there as one of the toughest sales categories. However, we have a lot of energy and belief in our product and our customers see this. In our ﬁrst year Shanghai Vision sold over 150 apartments in the UK and Irish markets but only one investor actually visited Shanghai to view the apartment before they completed the purchase.

What made you decide to leave one of the world’s largest banks to set up a business selling property in Shanghai, China?

As the business grew how did you go about finding more top salespeople? What qualities did you look for?

I remember returning to London from Shanghai with my current business partner, Graham Jeal, and discussing whether or not we could set up a company selling real estate there. e excitement and fear wrestled within me for the answer. In the end, I decided that the risk of not doing it was too great for me. If in a few years’ time I read that Shanghai was officially the ‘city of the 21st century’, I would never let go of the regret of not trying. I was always very confident in my abilities and this was the opportunity to really stretch, challenge and prove myself. We both said, ‘Screw it – let’s do it!’ and jumped off the corporate ladder.

is is very challenging – high energy and goal-oriented people, who are not fazed by rejection are rare. So when I finally recruited my ideal salesperson, Mark Carroll (now head of the Ireland sales office), I tried to match his skills with the new sales recruits. e ideal scenario is when a potential recruit comes to you directly looking for a position, because their enthusiasm for the company is usually high. Key qualities include being goal-driven and enthusiastic, and having integrity and great interpersonal skills. For our specific product, I also prioritised local sales people (for example Australianborn staff to work in our Sydney office) to increase trust and improve relationships with customers. Communication quality and effectiveness also increases via local staff, which is key to a sale.

What are the two most important things you have learnt about succeeding in sales? Eﬀective salespeople take rejection and criticism in a positive way so that it is not personal – they need a thick skin. One of the most complicated aspects of sales is the intense interaction with other people that is required. You need to maximise your probability of success by continually analysing the various personalities and needs of customers. While you won’t get it right all the time, the key is to quickly learn to refresh for the next sales pitch. In many industries the conversion rate from prospect to client is less than ten per cent. Rejection management is an important part of a salesperson’s skill-set. Successful sales people are deeply passionate about the product or service that they are selling and truly believe that they are adding value to the end-user. On numerous occasions I have received feedback from clients, who are now friends, crediting my energy and enthusiasm for real estate in Shanghai as their reason for investing in the foreign city. From an ethical point of view, you should believe that your product or service has integrity and adds value before committing to selling it.

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www.BusinessBlueprint.com.au/Mag Business Blueprint Magazine November 2010 15

ARTICLE | SPIRITUALITY AND BUSINESS

SPIRITUALITY & BUSINESS ARE THEY COMPATIBLE?

Once an executive of an international investment bank told me something interesting his boss said when he asked his boss (who was making over a million dollars a year) what was his major drive in life. His boss answered, “To beat the benchmark, my peers and my results, I compare them to the previous year.” Many in today’s world strive to get ahead just for the sake of getting ahead without having a higher purpose and direction. Coupled with that is the tendency to get caught up in the busyness of life, reacting to its demands instead of charting a course with purpose. Can spirituality and business be compatible, or are they like oil and water and can never mix? In my book Living Greatness, John Demartini has said that spirit requires matter to express itself, and matter needs spirit to give it meaning. Another way to put it is that they are opposite sides of the same coin. e underlying truth is that the successful blending of spirituality and business is dependent on one’s intent. I once posted the following comment on my Facebook page, which generated a mixed response: “Any time you start something with the idea that money’s everything, you’re going to end up making decisions that are based on greed, based on shortterm goals, and not eventually longterm happiness.” Aer I had received a variety of responses, I posted an update that this quote was actually written by Gurbaksh Chahal, an American entrepreneur who sold his

business for $300 million at the age of 26. Spiritualise Your business By changing Your Paradigm Making money is essential, but if you integrate a higher purpose into what you are doing by adding value to your clients and stakeholders, your business will take on another dimension. It is not necessary or practical to give up your business to pursue something purely spiritual. A more advisable approach would be to spiritualiSe your existing business by adding value to those around you. is is what I’m trying to do with Living Greatness. I believe in building a new kind of social business that beneﬁts the world, as well as all stakeholders in the process. My friend and supporter of Living Greatness, Tony Hsieh, CEO of Zappos.com, is a living example of this new model. He applies the principle of “delivering happiness” to all those who come in contact with Zappos. If you buy a pair of shoes from Zappos, not only will you get the pleasant surprise of receiving overnight delivery, a standard practice, but there is 365-day refund policy. Furthermore, if Zappos cannot ﬁnd a pair of shoes for you in their warehouse, they will actually refer you to their competitor’s website. is is truly a revolutionary model of spirit meeting matter. And guess what? Tony’s business was purchased by Amazon.com recently for US $1.2 billion.

Spirituality also means bringing more consciousness into what you do. It means having the courage and wisdom to challenge the conventional way of doing things by asking intelligent questions. Spirituality does not mean being mystical. One can be spiritual while also making money, but it means doing things with a greater purpose than just making money. In one of our interviews for my book, Living Greatness, I asked Jack Canfield, the legendary creator of the Chicken Soup for the Soul book series (which sold 100 million books) to define success. He answered with no hesitation: “Success comes from discovering what you love to do and finding a way to do it so that it serves yourself and others at the same time.” We are progressively seeing how business and money making can lead to more purposeful living, as evidenced by two of the world’s richest man, Bill Gates and Warren Buffett, asking forty of the world's wealthiest entrepreneurs – including Oracle founder Larry Ellison, Star Wars creator George Lucas, CNN’s Ted Turner and New York Mayor Michael Bloomberg – to donate at least 50% of their fortunes to charity. Train Your instincts For Better Success SpiritualiSing your business also means incorporating intuition to your decision making process. Even some of the world’s leading business minds attribute their success to using their intuition. As Oprah puts it, "My

16 Business Blueprint Magazine November 2010 www.BusinessBlueprint.com.au/Mag

ARTICLE | SPIRITUALITY AND BUSINESS

business skills have come from being guided by my intuition." Donald Trump has said, “I’ve built a multibillion-dollar empire by using my intuition,” and even Bill Gates has stated, "You cannot ignore your intuition." Let me share with you a story. When I was writing my book, Living Greatness: A Practical Guide to Living an Enlightened Life, at one point I was short of ideas and felt as though I had become stuck. I had a vision of what I wanted this book to be in its final form, but many things were beyond my control. I tuned into my intuition for assistance. Aer fieen minutes, a flash of inspiration came into my mind; it was Jack Canfield, the legendary bestselling author of the book Chicken Soup for the Soul (with more than 150 million copies sold). Trusting this guidance, I acted on it immediately, and within the space of a few weeks, not only had I made contact with Jack Canfield, but he was happy to co-author Living Greatness

with me. He unconditionally supported my work by writing an excellent Foreword. Some people refer to intuition as the gut feeling and it also means following the guidance of your heart. At a physical level, intuition is associated with the pineal gland, located near the centre of the brain. One of the most commonly used methods for tapping into your intuition is quieting your mind through a process of meditation. To develop intuition, it is important to learn to switch oﬀ the mental noises in the mind to allow peace, balance, and clarity to permeate the spirit. Many executives and top leaders make it a natural part of their daily routine to meditate; it is not just the practice of spiritual seekers and hippies. I recently learned that Hollywood superstars like Hugh Jackman and Nicole Kidman make it a daily habit to meditate. Intuition has to be developed through regular practice, just like building strong muscles. is takes time, patience, and persistence.

Be progressive in your learning and see this as a process rather than a destination. Soon it will become second nature, and you will be following your intuition and applying its wisdom to your daily life and business practices.

Joseph Law is the founder and CEO of Living Greatness, a social organisation dedicated to implementing strategies for creating an extraordinary quality of life for individuals and organisations throughout the world. Joseph is the author of Living Greatness and his work has attracted the support of international best-selling authors, leading CEOs, as well as billionaires and celebrities worldwide. Joseph is an ambassador for Make-A-Wish Foundation. To find out more about Joseph and Living Greatness, visit www.livinggreatness.com.

www.BusinessBlueprint.com.au/Mag Business Blueprint Magazine October 2010

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www.LiberatedBusiness.com.au 18 Business Blueprint Magazine November 2010 www.BusinessBlueprint.com.au/Mag

MEMBERS DIRECTORY

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www.BusinessBlueprint.com.au/Mag Business Blueprint Magazine November 2010 19

BUSINESS BLUEPRINT SUCCESS STORY

Angelina Cirelli-Salomone Hi, my name is Angelina Cirelli-Salomone and I just had to share how amazing my last year has been since becoming a member of Business Blueprint. As a solo-preneur the ability to have high level business conversations can at times be limited. I knew I needed to get out of the office and into a business building program. That's when I plugged in to the Blueprint program and was exposed to a whole new world of business. Because of high quality content, engaging speakers and a value packed program I have everything I could ever need for business success (and stuff I don't always know I need) at my finger tips. Dale shares so much in fact that one idea he gave me resulted in a killer interview product being created with industry experts and I wrote my first career magazine. The ball has kept rolling so much so that the brand has diversified into working with Business Start Ups who are looking to find their niche and define a target market. The Unique Business Advantage brand was the result of another action packed Business Blueprint conference earlier in the year

so you can sense this is place of creativity and action. Each conference I come away with new contacts, easier ways to get my work done, tried and tested systems and a 90 day plan ready to implement. I LOVE IT!!! The whole Business Blueprint team is fantastic, they're always there to offer support and access to Pete the implementation coach is just one of the many bonuses I get to enjoy by being part of this growing community. Thanks to Dale's hard work and ongoing research I now have a dedicated team of outsourced suppliers at the ready with a click of a button. My business has been mind mapped, new websites created and multiple product offerings in the wings. This means I can now value my time for what it’s worth and get on with the sales and marketing of my business. P.S. Did I mention its loads of fun and the business contacts I have made are beyond your imagination?

Coming up in the next issue... Feature Article: How To Take The Pain Out of Selling - The “NEW” Mindset for Selling In The New Economy Article: 7 Steps to Systemising and Increasing Sales

Hot Seat Interview with an expert who can help you take your business to that next level Another free Audio, Reading and Video that can enhance your business

Exclusive tips from our Business Blueprint Mentors The wrap up from our next Business Blueprint Conference and see all the exclusive pics