Let's talk business january 2015

Let’s Talk Business

Let’s Talk Business Back To Basics Business Solutions - Support for Small Business

Volume 3 Issue 26 - January 2015

Small Business in 2015 Is This Your Year??

Inside this issue  “Against All Odds” John Smout - A Quiet Achiever .....2

Volume 3 Issue 26 January 2015



The Power of Positive Thinking …………………...3



4 Ways to Improve Your Influence Dr Tim Baker …..….............4



The Billion Dollar System Brett Chamberlain ………..5



Biz Snippets …………….......6



How Well Do You Know Your Business?

Dennis Chiron………...........7



Do Success Rituals Really Set You Up For Success?

Angie “Speedy” Spiterie ….8



What Do You Really Want Your Business To Look LIke? Geoff Butler ………………..9



How My Millionaire Clients Are Different to My ‘Want’ To Be Millionaire Clients Dan Buzer ……..………….10



I said “embed” not “in bed” Karen Ahl ……..………….11



What’s Your Disaster Plan?

Jo-Anne Chaplin…….....…12



Who Will You Serve In 2015?

John Bellamy …………..…13



Set Your Goals and Maintain The Rage Paul Gillmore……..............14



Qualify the Customers’ Needs Peter Nicol ………………..15



HR Planning - How to Survive and Thrive in Uncertain Times Denis Keating …………… 16



Snippets from Edward de Bono ....................................17



Editor’s BizTips ……….….18



LTB Objectives …..........…..19

Page 1

Let’s Talk Business

“Against All Odds” A Story of Determination and Inspiration John Smout - A Quiet Achiever This is John’s Story

John Smout, is a Board Member of Caboolture Community Work Cooperative in Queensland and supervisor of Lagoon Creek Café and Function Room.

Caboolture Special School.

When I left school, the most important thing for me was to have a job and be able to provide for myself – like any valued citizen.

John has become a passionate speaker on behalf of the Caboolture Community Work Cooperative, and has now spoken at a several key events.

These include being invited to speak as:   

Guest speaker at Australia Catholic University Guest speaker for Values in Action AGM Speaker at the “People with disability and Cooperative Movements”

This last speaking engagement was a forum hosted by the Nundah Cooperatives (Qld) about making the links between cooperatives, what value can be achieved in people’s lives who come together around a social cause and work together to address it, and the future match with NDIS. On the 28th October 2013, John Smout proudly (and humbly) received on behalf of the Lagoon Creek Café and Function Room Team, the Best Business Award Sunshine Coast Region.

In 2014 John was nominated individually for a local prestigious Excellence in Business award, as well as being nominated with fellow

Volume 3 Issue 26 January 2015

I applied for everything and anything – I knew that I could do the jobs I was applying for, however employers saw my disability first, and thought I wouldn’t be a good worker. cooperative members for Best Dining Award in the Caboolture Excellence in Business Awards 2014.

Following his nomination for this award, John was asked to write a response to several criteria to be judged at the prestigious event. One of the questions was: “What does success mean to you (in business and personally), and how do you measure that Success? ”

This is John’s story: What does success mean to me - A good life….Where I am safe, have a home, a good valued job where I contribute to the community, and family and friends that I share love, good times and sad times, and my aspirations with.

To describe what success means to me, you need to know a little about my past.

In 1986 I finished my schooling at

So I took the next step and joined all the employment agencies.

I did so many courses. I have TAFE qualifications in nearly everything.

However I was still unable to find employment. I started to get really sick, all the time. I was really depressed and struggled with everything. I couldn’t afford a home to live in and lost relationships due to my depression.

In 1994 I was diagnosed with paranoid schizophrenia. Now I had another label which made it even harder to secure any work.

I started spending more of my life in hospital then out.

When Lagoon Creek Café and Function Room opened for business I started as one of the hospitality workers.

Continued on following page

Page 2

Let’s Talk Business

“Against All Odds” John Smout A Quiet Achiever Continued from previous page

dedication for my job and colleges grew and was recognised. I then become a supervisor. I didn’t stop there. I wanted to be more involved with creating employment for other people as well.

So I become a working member of the board of directors of the Caboolture Community Work Cooperative and am now also an ambassador for the business and do public speaking on behalf of the business. Now I go to forums where I talk to other people about my life, how much having a good job has changed my life, and how they can do the same.

I also support working members of Lagoon Creek Café and Function Room if they ever need emotional support, guidance, or help to cover their work shifts if they are unwell or unable to work because of their mental health condition.

Being a contributing member of the Caboolture Community is one of my proudest achievements.

Through having a valued job, I found not just employment – but a valued role in the Caboolture Community.

Now I am a supervisor, a board member, an ambassador and public speaker.

I can afford the home I want, I have a pet, I have many wonderful family and enduring friendships – that is a good life - that is success!

We can ALL have a good life. 

The Power of Positive Thinking Do you have a PMA? (Positive Mental Attitude)

Small business is about success. How many successful business owners do you know who are always negative? … The answer is probably None!

The success of many small businesses is largely dependent on the attitude of the business owner who believes he or she can make a new business idea a thriving reality. Chances are, if they run their business with an ongoing negative attitude, they will have very little chance of ultimately succeeding.

There is power in positive thinking. Don’t discount it. Whether a sole trader or a small business owner with a staff of 30, your attitude toward business (and life) will affect the success of your business. The moment you become a business owner, you represent yourself, the business and expectations for success. Your attitude and manner convey your confidence and commitment to small business.

You know, there's nothing wrong with being positive. Sure, lots of people are afraid to be positive, afraid to hope. But please allow me to let you in on a secret (that we all know anyway). All the greatest things are created by those who were positive enough to have a vision, positive enough to care for others. Positive thinking leads to a better quality of life, a better quality of person.

I genuinely believe that Positive thoughts generate Positive feelings and attract Positive experiences. Do you agree?

Do you think you’re a positive person? A positive mental attitude can improve your health, enhance your relationships, increase your chances of success, and add years to your life.

The fact is most people are bombarded by negativity each day. Sure, it’s easy to cast blame by saying you’re surrounded by negative people. The reality is: A lot of the negativity is self-inflicted……. influenced by the company you keep and your personal perspective on life’s realities.

For many, many years science has supported the theory that there’s a direct correlation between a positive attitude and better relationships, superior health, and greater success.

A positive attitude can boost your energy, heighten your inner strength, inspire others, and give you the fortitude to meet difficult challenges.

According to research from the Mayo Clinic, positive thinking can increase your life span, decrease depression, reduce levels of distress, provide greater resistance to the common cold, offer better psychological and physical well-being, reduce the risk of death from cardiovascular disease, and enable you to cope better during hardships and times of stress.

“Regardless of what you are or what you have been, you can still become what you may want to be” William Clement Stone

Volume 3 Issue 26 January 2015

Page 3

Let’s Talk Business

Dr Tim Baker Managing Director WINNERS AT WORK Pty Ltd

www.winnersatwork.com.au www.about.me/tim.baker

Four Ways to Improve Your Influence

tim@winnersatwork.com.au

Telephone. +61 7 3899 8881

the weaknesses in the current position. People know where they stand with calculators. They use logic to advance their cause. Generally calculators are good debaters.

Editor’s Note: Dr. Tim Baker is an international consultant, successful author, keynote speaker, master trainer, executive coach, university lecturer and skilful facilitator.

In a nutshell, he has conducted over 2,430 seminars, workshops and keynote addresses to over 45,000 people in 11 countries across 21 industry groups.

"Dr Baker leads the world in offering an “ innovative new approach to appraising employee performance. His research and energy in the specialised field of performance management is evidenced by his international profile as a renowned speaker, management consultant and facilitator" .

Testimonial from Stephen Hartley, Australia’s leading expert on project management and author of "Project Management: Principles, Processes and Practices.

Influencing is the lifeblood of leadership. We are all in the business of influencing and being influenced daily. Some people are better at the art of persuasion than others. We all use a favoured strategy to influence; mostly we do this subconsciously. We also have a preferred way we like to be persuaded too, again, we are often unaware of how we like to be influenced.

In my new book The New Influencing Toolkit: Capabilities to Communicate with Influence released in March this year by Palgrave Macmillan, I share with you a new influencing capabilities framework. The book also has a diagnostic to determine your favoured influencing strategy.

Following is a sneak preview of the new influencing framework.

Former Great Britain prime minister Margaret Thatcher was a calculator.

3. Motivator Motivators use emotion to influence.

They are big picture thinkers that link a cause with a compelling vision of the future. Motivators often have a way with words and can define a simple and convincing vision.

There are two styles - Push and Pull.

A push style is a direct assertive way of getting your point across. Using a pull style is an indirect, subtle way to persuade others. They are both highly effective in the right circumstances.

The two approaches are persuading with logic and persuading with emotion. Logic is using facts and rational argument to make the case.

Emotion is about tugging at the heart strings to get your way. This creates four influencing strategies.

1. Investigator Investigators like to marshal their facts and figures and assertively advance their argument. They use logic to persuade and tend to be methodical and structured in their approach.

Martin Luther King was a motivator who moved a generation of people with his great speech - "I have a dream".

4. Collaborator Collaborators also influence using emotion. But they persuade people by involving them in the decision.

Collaborators are great team builders.

They engage people's hearts and minds.

Mother Teresa was a collaborator with her capacity to inspire those close to her to work towards the cause of poverty.

Which one of these influencing strategies seems most familiar to your style and approach?

Former US president and environmental activist Al Gore is an investigator with his use of a barrage are statistics and data to make his strong argument for action against climate change.

The key is to use all four strategies at the right time, in the right way, with the right people, for the right cause.

Being flexible and adaptable is the way to go to become a great influencer.

2. Calculator Calculators like to promote the positives of a proposal and highlight

** This is an extract from Dr Tim Baker's new book - The New Influencing Toolkit out in March, 2015. You can pre-order here.

 Volume 3 Issue 26 January 2015

Page 4

Let’s Talk Business

Level 23, 127 Creek Street GPO Box 1092 Brisbane Qld 4001 Telephone: 07 3218 22172 Email: brett@corpdev.com.au

CorpDev

The Billion Dollar System

Editor’s Note:

circumstances.

Brett Chamberlain is an International Speaker; Author; Advisor and Consultant, and is one of Australia’s leading business improvement consultants and management advisors.

Any “better ways” become the standard way of doing things. The less effective ways get the bullet.

During a 20 year consulting career he has been responsible for dramatically improving the profitability of literally hundreds of businesses around Australia and overseas, including many major corporations and hundreds of smaller businesses, by showing how to master fundamentals that deliver profitable growth.

Ever noticed how, when you walk into McDonalds, the young person behind the counter will take your order then ask: “Would you like some fries with that?”

Of course you have. You can’t place an order at McDonalds and not get asked that question, or an equivalent.

But here’s the key. It’s not because the kid one day thought to themselves, “I wonder if this customer would like some fries with their meal?”

No. It’s because they’re following a system.

That young person is doing what they’ve been trained to do. And guess what happens...

Probably 7 or 8 out of every ten people that are asked say, “No.” But the other 2 or 3 say “Umm, yeah okay.”

And thus, as a consequence of a simple ‘suggestive sell’, the business

And as a consequence, this $27,000,000,000 ($27 billion) organisation can be managed at the operational level by kids in their teens – because the system is so well refined.

increases its sales and profits a bit.

No extra wages.

No extra advertising. No extra electricity. Just pure extra sales and profit.

Just think: If your business is serving 100 people a day and you suggest a $1 add-on, then a 20% take-up rate would mean an extra $20 a day. That’s an extra $100 a week (on a 5 day week). That’s an extra $5k a year.

If you’d like that extra money flushing through your business, it only takes a question.

Learn from “Maccas”. It started as a single store, but it now makes around $75 million a day, in 119 countries, serving more than 75 burgers per second and over 65 million people per day.

Clearly they’ve got some things right.

More importantly, once they’ve found what those “right” things are, they don’t allow variation from the theme. That approach is tested and proven, then systemised and incorporated into every other business in the group.

No detail is too small. No project is too large.

Every element of the operation is analysed, different approaches are tested under controlled

Volume 3 Issue 26 January 2015

What’s more, the kids enjoy it. The emphasis on systemisation has not created a cemetery for the soul.

The insistence on Performance Standards does not kill the spirit.

Ask just about any McDonald’s employee and they’ll tell you what a challenge it is and what fun they have.

At the end of the day, it all comes back to the fundamentals of management.

If we give our people a clear vision of what we are trying to achieve, if we show them how to do what we want them to do, if we explain why it’s important and give them reasons to work toward that objective, we can’t help but move forward.

I know it’s fashionable to poke fun at McDonalds.

And I’m sure they’re not perfect.

But until I find an organisation which can go anywhere near that company’s track record of consistent growth and success, I’m happy to observe and learn lessons from what they’re doing.

What about you?  Page 5

Let’s Talk Business

Who is the best Salesperson?

HUMOUROUS BUSINESS CARDS

HUMOUROUS SIGNS

Q.: Who sells the products cheaper – a manufacturer or a distributor?

A.: The warehouse guard.

Know Your Place Q: What do you call a bank teller who is in a room full of bank directors?

A: A superior being.

Tall Order A business man walks into a restaurant and notices a large sign on the wall: “$500 If we fail to fill your order” When his waitress arrives, he orders elephant testicles on rye bread.

She calmly writes down his order and walks into the kitchen where all hell breaks loose.

The restaurant owner comes storming out of the kitchen.

He runs up to the customer’s table, slaps five $100 bills down on it and says, “You got me this time buddy, but I want you to know that’s the first time in ten years we’ve been out of rye bread” Tea Break An Irishman goes for a job on a building site.

The boss asks, “Can you brew tea?”

The Irishman says, “Yes.” “Good. Can you drive a fork lift?”

The Irishman looks at him and asks, “Why? How big is the teapot?” 

Volume 3 Issue 26 January 2015

Page 6

Let’s Talk Business Dennis Chiron Marketing Means Business 0451 184 599 www.marketingmeansbusiness.com

dennis@marketingmeansbusiness.net.au Skype: dennis.chiron2

How Well Do You Know Your Business?

Every business owner shares one thing in common: The desire to create a stable, steady business that achieves profitability and grows over time.

sure how to go about this, consult with an expert on how to use low budget high impact marketing for improving your small business.

Practices: No matter what industry you are involved in, every industry has its best practices model, which is always the best way of carrying out any aspect or function of the business.

Maintaining best practices in your business will help you dramatically reduce errors, and avoid wasting money and time.

Whether you run a large company or  Have a “To-Do” List: If you are like most small business owners, then you you are a sole trader, one of your top are probably juggling many different priorities should always be that you jobs and roles in the course of a day. are constantly working on improving Which means that you - like most of your business. us - are strapped for time. A “To-Do” No business can remain static, and list will help you prioritise your most  Stay Motivated and Motivate your business - like any other small Your Staff: Talented and important jobs (you know - those jobs business - is either on an upward motivated staff can be a major that have to be done today) and your spiral or on its way down. asset to your business. You should list will also help you control your be constantly motivating your staff phone calls and other areas where you As a business owner, you are to reach higher levels of probably already aware of where your need to be more orgsanised. performance. Look at any business could improve. Sometimes  Daily Action List: This is the “big successful business you know, and business owners want to improve brother” of your “To-Do” list. On a you will see highly motivated and their business, but are not sure how to daily action list, categorize tasks: those skilled staff. start the process. that need immediate attention (you had better do them yourself), those that can  Build on Existing Morale: If you Before you start implementing have motivated staff, than you will be delegated, and those that can be put changes to improve your business, it's also have a high degree of morale off. To avoid procrastination, tackle a good idea to make sure you have a within the workplace. Creating the toughest jobs first, breaking them full understanding of the factors positive morale among your into smaller, less daunting impacting on your business success. employees is an important goal if components.

Here are a few tips and ideas to assist you want to run a successful you to improve the overall  Build Strategic Partnerships: A business. When employees are company is only as small (or as big) as performance of your business: happy, then they are more efficient it allows itself to be. One of the in their work, positive in their biggest mistakes business owners can  Know your Cashflow: You need attitude, and willing to perform at make is trying to do everything to always know the financial their best. It is not difficult to alone.

An excellent approach to trends of your business at any create positive morale at work, but improving many aspects of their given time. To do this, you need it does require some extra efforts business is to leverage strategic to have an idea of the daily, on your part. partners. By developing strategic weekly, and monthly Cash Flow. relationships and outsourcing non-core  Know Your Own Limitations:  Set Goals and Stick to them: Every business owner should be competencies to industry partners, Not many people achieve success aware of their limitations - their small companies can maximize by accident. Most people know skills and ability, and their efficiency and create value. what they want, and set goals to business weaknesses.

If you  Brush Up On Your Selling Skills: achieve this. recognise and accept your An excellent way to achieve higher business strengths and  Use High Impact Marketing: returns and overall business weaknesses, you can manage both It's easy to waste money on improvement is to focus on ongoing your business and your resources ineffective marketing. The secret sales training for yourself and/or your better, and find the appropriate to creating a high-impact team. help and assistance in your marketing plan is to optimize “weaker” areas.  your limited budget. If you’re not  Establish and Maintain Best Volume 3 Issue 26 January 2015

Page 7

Let’s Talk Business

TimeEqualsMoney Angie 'Speedy' Spiteri

Business Efficiency Specialist www.timeequalsmoney.net.au Ph: 0403 970 732 http://www.facebook.com/time.equals.money

Do success rituals really set you up for success?

I was recently listening to an interview with Tim Ferris and Anthony Robins where Anthony laid out his morning ritual… What he called “priming” himself for the day…. His belief is if you want to have a GREAT life, a prime quality life, you have to prime yourself for the day.

4. Record your blessings – keep a

His priming ritual takes about 30 minutes and has 9 steps, including a hot and cold dip, being grateful, listening to music, breathing, and so on.

hardest task or job of the day; get it done while your motivation is at its height.

It’s as if he washes himself inside and out.

He washes out all the rubbish, and puts in good mental fuel. The result is that he starts every day ready to work fast, live fast, and achieve more.

Listening to Anthony Robbins’ morning success rituals got me curious. When I investigated further it turns out there are 10 habits that are common among highly successful people:

1. Wake up early – an extra hour or two can difference.

make

all the

2. Burn your calories – exercise, even just 10-15 minutes a day, will clear your thinking as well as make your body healthier.

3.Get

inspired – boost your motivation by reading or listening to something that give you energy.

gratitude journal and note down what you’re grateful for.

5. Ask yourself: “If today was the last day of your life, would you still want to do what you’re about to do today?”

6. Eat the “frog” – the frog is your

7. Connect with your significant other – taking a little time to talk and be with someone isn’t only good for the relationship, it also boosts your energy.

8. Plan ahead – go over your goals for the month and make sure you’re clear on your schedule.

9. Clear your head – whether it’s meditation or prayer or simply a quiet introspective moment, take a few minutes to let go of the stress.

10. Bond with your kids – if you have them, don’t forget to spend time with them!

My own morning ritual was inspired by a practice called “Morning Pages” introduced by Julia Cameron in her book The Artist's Way. It starts when I get up earlier than everyone else. I make myself a hot drink and write my morning pages… by putting pen to paper, I clean all

the ‘rubbish’ out of my head so I have room to fuel up and create.

The fuelling part is a combination of preparing for the day, being grateful, and a short meditation.

The whole process takes less than an hour, and that time repays me tenfold in ideas, profits and energy.

What about you?

Do you set yourself up physically and mentally for a success daily?

Or you do go through the day on half throttle?

Starting your day off on the right foot transitions and prepares you for whatever lies ahead.

Scared a morning ritual will be another thing to do amongst many other things to do?

Maybe there are many things you don’t need to do be doing… Try our free tool the Instant Profit Calculator The Instant Profit Calculator will help you achieve all your goals, meet your deadlines, perform better by pinpointing exactly what you should be doing and what you should stop doing. This tool will point you in the direction of more time and money to enjoy life more. **Angie Spiteri is a highly sought after speaker, author and consultant.

To connect with Angie visit www.timeequalsmoney.net.au 

Volume 3 Issue 26 January 2015

Page 8

Let’s Talk Business

Geoff Butler FAIM AP, MAITD MACE Principal/Business Improvement & Implementation Specialist Business Optimizers Mobile: 0414 943072 Fax: 3036 6131

What Do You Really Want Your Business To Look Like?

Email: geoff@businessoptimizers.com.au Skype: business.optimizers1

We’re entering a new year and it’s about this time most business owners start to think about how they’re going in their business this financial year. After all we’re now halfway through and if things aren’t going as you had planned, it’s about time to try and turn things around before it’s too late.

It’s not enough to articulate your business objectives just in terms of financial outcomes. After all that’s like just looking at the scoreboard at the football, it tells you what you have achieved but not necessarily how to improve your situation.

It is far more important to look at setting objectives across the whole of your business, and then developing some robust strategies to achieve them. Of course, it’s also incredibly important to have a strong implementation process and measurement mechanisms to make sure you know you are on the right track.

Objectives don’t achieve themselves, which is the real work of business management and success. However, here are some of the questions I think questions you should be asking yourself, and your key team members when setting your objectives. Take a trip into the future (say five years hence) and detail as concisely as possible what you want the business to look like

to provide the life you want for you and your family. Once you have done this come back to one and three years to determine what the business needs to look like at these time points to allow you to achieve your ultimate goal.

In completing this process here are some questions your might consider articulating as concisely as possible: 

What will our turnover be?



What gross profit margin will we be achieving?



Where will be located?



What products and services will we be offering?



How will we communicate with our clients?



Who will be accountable for each area of the business?



How many items will we need to sell?



How many staff will we need and in what areas?



What sort of technology will we be using?



What sort of marketing material do we have?



How

will

we

monitor

our

performance? 

How many clients will we need?



How many enquiries will we

Volume 3 Issue 26 January 2015

need to generate? 

How automated are our processes?, and most importantly



How are we so different from our competitors?

Some of these questions will take some time to answer, as well as some research on your own past business performance and industry benchmarks may be required to determine what is realistically achievable.

Whilst we don’t want to aim to be average, our forecasts also need to be based on reality. I remember an old colleague who used to say that ‘Average is the cream of the crap, and the crap of the cream.’ This saying has always stayed with me as there is no real sense of achievement in being average in any aspect of life.

We are now past the halfway point in the financial year and we can’t change what’s happened to date. However it’s never too later to improve the future, both in terms of the remainder of this financial year, as well as years to come. You owe it to yourself, your team and family, as well as the community in which you live to make the best you can of your business. Its success or failure has much more far reaching implications than you may think in your day to day considerations, as many more people may depend on your success than you realise. Go on, go and make a solid plan and ‘Go for It.’  Page 9

Let’s Talk Business

Dan Buzer Profit Mechanics 0414 567 188 www.profitmechanics.net/ dan@profitmechanics.net

“How My Millionaire Clients Are Different to My ‘Want’ To Be Millionaire Clients” I spent an intensive ½ day with one of my millionaire Clients last week.

After our meeting I offered to drive him over to another of his business sites.

On the way back to my office I took a moment to think about how he and my other successfully wealthy Clients are different to my not so wealthy Clients. 







Here’s what I came up with …

They’re not big users of Facebook, Twitter, Pinterest and other social media tools. They have people manage those tools for them (very well), but are not into it themselves.

They’re prolific uses of the phone, as are their friends. Their phones are almost constantly ringing. They use email to help lead into conversations on the phone (which lead to business), to transfer information and to have documented records.

They spend their lives ‘solving problems’. Nearly every word out of their mouths revolve around identifying, solving or reflecting on the solving of a problem of some kind.

generally hate (and I know that’s a strong word) wasting time on fluff, crap and maybe’s. They mean what they say and get things done. If they need more sales, they go and get them. Full stop! 

They’re also busy people, but they don’t see it as work. If they didn’t work in/on their business, they would be busy doing something else.

They are also forward thinkers, community aware and family conscious.

Some of my Clients could comfortably (very comfortably) retire and live off their current income streams.

However many of them are driven by the idea of leaving a legacy and an ongoing opportunity for their family, employees and even their suppliers & customers.

My ‘not so financially successful’ Clients have some commonalities as well … 

The number one difference!?

They are PRODUCTIVE! They



Volume 3 Issue 26 January 2015



They use their time to save money, rather than use money to save time. They see spending money as a risk because they often don’t have past experience to learn what to spend money on.



They sometimes get distracted from the ‘learning experiences’ on their journey to getting the results they want.

Lastly, they love leveraging by using experts in their field. They don’t see it as a cost if the expert gets them the results they want.

My millionaire Clients are also passionate! They generally love what they do. They’re products and services are an extension of them.

Problems with tenants, staff, sales, marketing, cashflow, supply, product quality, efficiency, etc.

what results they’re aiming to get, what they’re progress is to achieving results and how to get back on track quickly without losing momentum.

They often get distracted by bright and shiny objects, new ways of doing things and promises from other people who are not successful.

They don’t know how to accurately measure where they are in terms of

I asked some of my successful Clients what their suggestion to those who would like to be successful. They’re answers were surprisingly similar.

“Learn to be the leader of a smart Team. If you’re the smartest person in your business, you’re probably doing things harder than you need to be”.

I hope these ideas help you to either identify why you may be achieving your goals, or not. Mention this article for your copy of the Profit Mechanics Sales & Marketing Diagnostic Questionnaire along with a 30 minute phone chat to help guide you through the tool and apply your business objectives to it.

Remember … Business is More Fun, When There’s Profit!  Page 10

Let’s Talk Business Karen Ahl Bac. Bus (Mark, Man), TAE40110, Cert IV IT Caboolture, Queensland Ph 0415 142 178

www.web-sta.com.au

I said “embed” not “in bed” To embed something is to...

“fix (an object) firmly and deeply in a surrounding mass”.

Source: Google.com.au “Embedding” is a regular term used

by Web designers and developers.

Embedding allows us to fix external online objects into a client’s website.

This can save time trying to keep things up to date, it can eliminated doubling up on work and can turn an ordinary website into a great looking and helpful resource.

So what “external online objects” can we embed into a website?

No doubt you have seen some, if not all of these before.

- YouTube videos / Google calendar - Facebook & Twitter updates (feed) - registration/quote forms - Flipping PDF documents - other websites

“How to add a Facebook feed to my website”. This does depend on what type of website you have so find that out first.

This is an example of a Client’s YouTube Video and the code we copied and pasted. It’s called an iframe. Not only does embedding mean we only have to upload the video to ONE location, the video is ‘looked’ after by YouTube.

“It saves having worry about the download speed, the space it takes up and the resources it requires. It

issuu.com is a great place to start if you want to turn your PDF documents into flip book and then embed them into your website. Like YouTube, the resources needed to “power” your flip book are taken care of Issuu, with the added benefit of it still BEING on YOUR website. This can be free e-book, an information guide, manual or even your product catalogue .

And there are more…in most cases, you can check if you can embed something by a) googling how to embed it or b) look for this symbol

takes some of the ‘load’ off the website”.

With services like YouTube, Facebook & Google calendar, they provide the code required to embed these objects to your site. YouTube allows you to play any video actually ON YOUR WEBSITE. Your website visitors can play it without even needing to leave your site. AND, if you have access to your own website...chances are, you can embed objects yourself. Ask your web designer for some training or find a YouTube video on “How to embed a YouTube video” or Volume 3 Issue 26 January 2015

This is the universal “Share” symbol, and in most cases, provides the option to “Embed”.

<iframe width="560"height="315" src="//www.youtube.com/embed/ LdTJ2LIDF4c? rel=0&amp;controls=0&amp;showi nfo=0"frameborder="0"allowfullscreen></iframe>

Other Objects like Facebook/Twitter feeds, forms and other websites may require some more research. It is a matter of matching the tool/technique with the type of website you have. For example, there are any number of plugins/tools available to Wordpress website owners to easily embed objects into their website.

For further information, please feel free to email Karen ~ The Webgirl.  Page 11

Letâ&#x20AC;&#x2122;s Talk Business Jo-Anne Chaplin Tax & Superannuation Professionals Pty Ltd PH 07 3410 8116 / Mobile 0457 960 566 Email : taxandsuperprofessionals@gmail.com Web: www.taxandsuperprofessionals.com.au

I am a qualified Accountant and I have celebrated my 20 th anniversary as a Registered Tax Agent this year. During my time in Public Practice I have assisted clients to achieve business growth and prosperity. My earlier career included positions in banking, manufacturing, construction and retail. My particular interest is in promoting a culture of using local industries and business in order to build a strong community.

As a small business owner, you're wearing many hats. An item that often gets overlooked is preparation for the unexpected.

Disasters came in various shapes and sizes, so possible solutions will require some preparation & planning.

Natural Disasters These are storms, weather events, and the like. Things to think about are security of your business trading stock, assets and information. What is insurable, what isn't? Do you maintain regular data backups and keep them offsite? What's the plan for evacuation should it be necessary?

Financial Disasters Where is the risk here? Does it come from customers, suppliers, employees. Financiers? Look at all these areas to identify where your major risks emanate from and how you can mitigate them.

People Disasters Do you have enough staff to do the work? Are your staff (and yourself) getting enough downtime. Working 24/7 only results in less productivity and burnout.

If you are a sole trader, what is your plan if you or one of your key staff are unable to work? Do you have legal WH&S requirements in place?

Product Disasters Are your product lines a source of possible disaster. Is your quality

Whatâ&#x20AC;&#x2122;s Your Disaster Plan?

control procedure identifying any weak areas? Is there a change in technology which will make your products redundant? All of the above issues should be addressed to ensure that your business is not at risk.

Some Solutions Insurance is one solution. How much, and what type of insurance do you need?

Many parts of a business can now be successfully insured, and there are those which are statutorily required, such as workcover for employees or professional indemnity insurance which covers a product or service.

If you are unable to insure, what alternatives do you have available. This might be registering for emergency alerts now broadcast by councils and the bureau of meteorology, having a fire evacuation strategy in place or moving stock to higher ground or other cover.

Another risk minimisation strategy is to ensure that your internal system & processes are well documented and easy to follow and staff are trained in the skills they need to do the job.

This results in a higher quality product or service, as well as reducing the staff stress. Recent studies show a direct correlation between happy staff and a successful business.

It is also important to note that mental health is now a rising problem which needs to be addressed. Ensuring staff have access to appropriate support will ensure that you are meeting your duty of care to them.

Volume 3 Issue 26 January 2015

www.couriermail.com.au

A dossier of strategic information, such as details of insurance policies, bank accounts and who to contact in an emergency is an invaluable document to leave with your solicitor of trusted friend or associate.

It could also contain instructions for who to contact to cancel statutory licences and permits, who you have named as your executor etc.

Quality control system should be regularly reviewed, and updated as necessary. Staff surveys may assist to identify extra efficiencies that can be implemented to ensure that QA procedures are working.

Arrangements for keeping up with industry developments needs to be in place so that your business doesn't fall behind in its product offering.

Risk minimisation is a large portfolio, but if broken into small pieces, can be reviewed and implemented at your regular strategy meetings. If you need assistance in facilitating or preparing for your strategy meetings, please don't hesitate to contact us. ď&#x192;ž Page 12

Let’s Talk Business John Bellamy Co-Founder Phone: +61 404 473 755 Email: john@heartcentredmoneymakers.com

John Bellamy is recognised as one of the foremost LinkedIn experts in Australia, having spoken to thousands of business owners, helping them to turn their LinkedIn profile into a virtual ATM where they can withdraw cash at will.

Who Will You Serve In 2015?

Being a business owner is hard work. Beyond learning your craft, you need to think about where are my customers coming from, how will I go to the next level, and everything else on your to do list.

You need to invest in internet subscriptions and be prepared constantly to adjust the day to day challenges. AND you must be smart about your marketing plans and profit margins.

Unfortunately many coaches, consultants & service based business owners don’t make it because they ignore or underestimate these business demands.

They fall victim to only caring about the their "craft"— the owners’ lack of business savvy and discipline ends up biting them, hard.

When it comes down to it, the most amazing "coach" or "consultant" will never be able to save a poorly run business, if they don't constantly serve more people.

AND that’s why as you move into 2015, you really need to focus on the key fundamentals of your business.

One of those keys (the most important) in my opinion is identifying... “Who You Will Serve In 2015”

FREE TRAINING: This Video & Exercise Reveals How To Get You Crystal Clear On Who You Will Serve In 2015!

There are many ways to do this; from writing a long list of what inspires you, identifying what you’re passionate about, looking back on who your last 10 customers where and what similarities they have. The list goes on.

Like I said, there are many ways you can do this and if you’re not careful you can find yourself confused, lost and ultimately stuck on the merry-goround of indecision (The Business Owners Worst Nightmare).

So is there a better, more simple way to identify who you could serve in 2015?

YES! My business partner Rossco and I have put together a simple, easy to follow free training for you that reveals how to get you crystal clear on who you will serve in 2015!

Volume 3 Issue 26 January 2015

You can check it out here for free: www.hcmm.club/serve So, don’t let your dreams flame out in 2015. By now, you know better.

You know that you can’t afford to cut corners on your business growth.

You know that using social media to engage your fans isn’t optional.

You know that the most successful business owners in the nation diversify their revenue models with multiple and steady marketing streams.

And if you didn’t know all that, you do now.

Knowledge is power. We can help you use it.

Here’s to your success in 2015.

P.S. Get your free training here: www.hcmm.club/serve  Page 13

Let’s Talk Business

Paul GILLMORE DFS Founder and Director Southern Cross Financial Services 07 5429 5561 0402 685 032 paul@sc-fs.com.au

Set Your Goals and Maintain the Rage I was speaking with our beloved Dennis the other day and he asked how well I achieved my goals last year and what I had in mind for this year. It’s a great thing to do in the New Year.

improve almost every home loan, so why not give us a call ?

Naturally I will speak about financial goals but you will obviously have personal, family, business, health and other goals you wish to achieve.

With this money you can become an investor, that is, you could buy assets that increase in value, provide income and get you tax deductions.

Firstly, please write your goals down.

Yes, I know we’ve all heard this before but for me, it seems to add impetus to the goal.

Next, if you utilised credit over the Christmas and holiday period then it is time to “nail it’ fast. Generally credit card debt attracts an interest rate of 18.95 to19.95% p.a.

You might have a credit card that costs around 13% but equally you might have a card which attracts 27 to 29% p.a. Either way, credit card debt is expensive debt. If you can take advantage of an interest free period (up to 55 days) then utilise it because it is free money until then.

Further, if you have an expensive credit card you could look at transferring to a card with a 0% interest rate for a year or so.

Please be warned that if you spend on this card, the interest rate will revert to the standard rate AND all payments will go to repaying that debt NOT the interest free portion – you do not have a choice !

There are many financial goals which we could discuss but please consider putting some money aside ?

Therefore it becomes easy to use up the interest free period after which normal interest (19 to 20%) will apply.

The other big area you can take advantage of is the low rates on your home loan. FYI interest rate predictions (which can change at any point) are that rates in the U.S. will rise by the end of the year.

By contrast, Australian rates are tipped to either remain low or even fall slightly this year.

So the best thing you can do for your long term debt reduction (other than to pay down credit card debt) is to seriously pump repayments into your home loan.

I know this is not good for the broader economy but when interest rates are low, more of your repayment (and extra repayments) pay down the principle (the amount you owe).

Further, at Southern Cross, we specialise in getting a better deal on your home loan, we can generally

Volume 3 Issue 26 January 2015

More importantly though, you join the financial elite who take control of their financial future. It’s only by investing in good quality assets that you can create a passive income (income that you receive without working for it).

But you do not have to buy a $450,000 investment property (with all the associated problems and costs), you can start with as little as $500 or $1000. Obviously you will want to add to this over time but starting to become an investor is easier and much more fun than you think.

At Southern Cross, we have some very snappy ways to get you started.

So, let’s start 2015 by setting, scheduling and achieving your financial goals to set you free !

Paul Gillmore DFS Founder and Director Southern Cross Financial Services 07 5429 5561 paul@sc-fs.com.au  Page 14

Let’s Talk Business

Peter Nicol Wisdom Marketing & Management Services 0417627097 www.wisdommarketing.com.au manager@wisdommarketing.com.au

Qualify the Customer’s Needs All too often sales people fail to listen to a person’s needs and wants when doing a sales call or presentation. The art of listening is as important as the art of speaking.

go into overdrive and gently take the customer through the attributes of their needs and what you would recommend and speak of the benefits of both.

We are all pre-disposed to jumping to conclusions about what WE think the customer needs. Therein is a tale of how it can be.

BUT, it is vital that you never pour cold water over their ideas.

Some 40 years ago a salesman who worked for me was told to make a call on a prospect. The lead came from one of our sales people in Melbourne. They maintained it was “red hot”. I passed the lead to the salesman who went and did the call.

He came back furious with the people in Melbourne saying he had wasted his time.

I had a lot of faith in my fellow and rang Melbourne about the matter. They were as furious. I took matters into my own hands and rang the prospect and asked him if he would be prepared to see me.

He was – and I did.

I went through the full suite of our products. We had two and, I always when doing a new call arrayed both. I had gone over one and then pulled out number two. The client leapt out of his skin as, he saw that many of his competitors were in our client lists.

By now I think you have probably figured out that my salesman had not shown the client the full array of products to let them decide.

Truthfulness is vital and should the person insist on a 27 inch mower for the 80 acres and you sell it, you are in a for a world of grief.

He had taken it upon himself while waiting in the foyer and looking at their literature what their needs would be.

I went on to keep that client over many years.

I have often walked away from a sale as I wanted to get the best result for the client.

But. I also knew I would be in for a lot of trouble if I sold them a product (whilst a good one) was not the one for their needs.

Sales are about “truth told well”. Ask the client what their needs are, listen to what they are saying and do not be afraid to ask them to repeat what it is they want. This re-affirms their decision when they tell you again.

I find this policy is of great help when I undertake any consulting work.

Make sure you ask and ask so, you get a complete picture of their needs. Once this is done you summarise their needs back to them and ask if you have got it correct. “You want a blue, 4 horsepower, ride-on, 27 inch mower that has a catcher to cut 80 acres of grass?”

Listen and be mindful that the enquirer has put a lot of thought into calling you or popping into your store.

Now here you can point out that a 27 inch mower on 80 acres of grass is going to take a lot of time and indeed fuel.

Your product knowledge should now

Volume 3 Issue 26 January 2015

An enquiry is one that should be handled with the uppermost care.

Handle those opening minutes carefully and with the maximum amount of attention as, they are the foundations that can oftentimes be a long term relationship.

It is a bit like “kissing frogs”.

Every now and again one turns into a handsome prince.  Page 15

Let’s Talk Business

Denis Keating

HR Planning

Everest Resources Brisbane, QLD HR and WHS Protection for Your Business Mobile: 0419 029 606 Fax:

07 3112 4072

Email: denis@everestresources.com.au Web:

How to Survive and Thrive in Uncertain Times

www.everestresources.com.au

Skype: denis.keating1

In his book “Good to Great”, Jim Collins states: “The throttle for growth on any great business is not markets, or technology, or competition, or products.

It is one thing above all others: the ability to get and keep enough of the right people.”

So I believe this – that if you want to grow your business, you have to get people management right. HR is simply what you do to get and keep the right people in your business.

Managing people is not rocket science.

It’s about 2 key things – what you do, and how you do it.

“What you do” refers to the systems you have in place and how you manage your people on a day to day basis.

“How you do it” is the relationships you have in the workplace with your people.

Systems and relationships – it’s as simple as that.

Our research has identified 5 people management attributes that are present in high performing organisations.

These are represented in the below diagram (figure 2) which mirrors the National Standard HRF 101:2010 Human Resources Framework.

employee performance, and communicating around this issue is essential for the efficient and effective operation of the workplace.

Measurement and planning is To me the key to staying on the right essential. You need to understand path is to talk to your employees where you are and where you want constantly and remember to listen. to get to. You do this in strategic MBWA – Management By Walking planning, business planning, Around – is back in fashion! Catch financial and marketing/ sales your people doing good things and planning. It is just as important with give them praise. Too many HR planning, but is very often conversations are around negative forgotten or ignored. things rather than positive ones.

Processes and systems are the However when things do go wrong, documents you have in place and ensure you have timely how you use and manage them – conversations (frequent if necessary) contracts and agreements, policies and document them. and procedures, forms and 5.

Constantly improving what you do checklists, etc. Poorly managed and how you do it is vital for systems and processes have a huge survival in today’s demanding impact on trust. Work with your environment. You must always be team to communicate what you are mindful of opportunities to enhance doing and why. Involve you team in your employees’ skills and the process – good implementation knowledge, and improve the will create a high level of trust. relationships between staff, clients, Governance and compliance is a suppliers and advisors within your surprisingly important part of wider business environment. Staff having a healthy and progressive training and development, and workplace. Being proactive and improvements to customer service responsive with respect to systems and processes are key compliance demonstrates to your examples. people that you are on top of your game and prepared to do the right things for your employees. If done So where do you start? Begin 2015 by poorly it will raise doubts in your working out with your staff how you employees’ minds and again currently perform in the 5 areas of the undermine their trust in you. HR Framework.

Compliance includes legislated responsibilities with respect to Then develop a HR Plan for the year. workplace health & safety, Break the actions down into a month by employment contracts and month schedule, and measure how you agreements, awards, industrial are going throughout the year. You will relations, superannuation, be surprised at how much you progress!

WorkCover, the Fair Work Act,  dismissal processes, etc.

Achieving acceptable levels of

I will now briefly summarise the 5 attributes.

1.

2.

3.

4.

Volume 3 Issue 26 January 2015

Page 16

Let’s Talk Business

Snippets from Edward de Bono The “Father” of Lateral Thinking Edward de Bono is a Maltese physician, author, inventor and consultant. He originated the term lateral thinking, wrote the book Six Thinking Hats and is a proponent of the teaching of thinking as a subject in schools.

Born: May 19, 1933 (age 81), Malta Education: Christ Church, Oxford, University of Oxford, University of Malta, University of Cambridge

The Tale of Two Pebbles

By Edward de Bono

Many years ago in a small Indian village, a farmer had the misfortune of owing a large sum of money to a village moneylender. The moneylender, who was old and ugly, fancied the farmer’s beautiful daughter.

So he proposed a bargain. He said he would forgo the farmer’s debt if he could marry his daughter.

Both the farmer and his daughter were horrified by the proposal. So the cunning money-lender suggested that they let providence decide the matter.

He told them that he would put a black pebble and a white pebble into an empty money bag. Then the girl would have to pick one pebble from the bag.

If she picked the black pebble, she would become his wife and her father’s debt would be forgiven.

strewn path in the farmer’s field. As they talked, the moneylender bent over to pick up two pebbles. As he picked them up, the sharp-eyed girl noticed that he had picked up two black pebbles and put them into the bag. He then asked the girl to pick a pebble from the bag.

A Selection of Quotes from Edward de Bono  “If you never change your mind, then why have one?”  “Creativity involves breaking out of established patterns in order to look at things a different way”

Now, imagine that you were standing in  “If you wait for opportunities to the field. What would you have done if occur, you will simply be one of you were the girl? If you had to advise the crowd” her, what would you have told her?  “Argument is meant to reveal the Take a moment to ponder this. What truth, no to create it” would you recommend that the girl do?  Most of the mistakes in thinking The girl put her hand into the are inadequacies of perception moneybag and drew out a pebble. rather than mistakes of logic” Without looking at it, she fumbled and let it fall onto the pebble-strewn path  “Humour is by far the most significant activity of the human where it immediately became lost mind” among all the other pebbles.

“Oh!, how clumsy of me!” she said.

“But never mind, if you look into the bag for the one that is left, you will be able to tell which pebble I picked.”

 “An expert is one who has succeeded in making decisions and judgements simpler through knowing what to pay attention to and what to ignore”

If she picked the white pebble she need not marry him and her father’s debt would still be forgiven. If she refused to pick a pebble, her father would be thrown into jail.

The moneylender dared not admit his dishonesty. The girl changed what  “People should realise that we are jerks just like them” seemed an impossible situation into an extremely advantageous one.  “Unhappiness is best defined as the difference between our talents Most problems do have a solution, and our expectations” sometimes we just need to think in a different way.

They were standing on a pebble



Volume 3 Issue 26 January 2015



Page 17

Let’s Talk Business Dennis Chiron Marketing Means Business 0451 184 599 www.marketingmeansbusiness.com

dennis@marketingmeansbusiness.net.au Skype: dennis.chiron2

Government Help for New and Existing Businesses The business.gov.au online resource is an initiative that offers simple and convenient access to government information, forms and services.

It's a whole-of-government service providing essential information on planning, starting and growing your business.

The website is written in plain English and takes you through the process of researching and starting your business, with links to all relevant government sites as you progress.

The starting a business section includes, information on legal requirements, how to hire staff, insurance needs and record keeping.

And I love the checklists and templates. They’re great for focusing your mind on next steps and addressing any weaknesses in your business idea.

The registration and licensing section provides a one-stop shop for registering for an ABN, and with the ATO for PAYG, GST and FBT. If you're not familiar with these acronyms, you will be by the time you start your business, believe me!

The government funds a number of business advisors, who you can find in the advice and support section.

There is also a range of grants and assistance including the Entrepreneurs Infrastructure Programme, which includes support for business growth, accelerating

commercialisation and supply chain facilitation.

If this is not for you, try the grant finder tool to see if other assistance is available.

There are no guarantees in life, but getting started in business knowing you’ve done some planning, ticked all the registration boxes and found the right advice, gives you a head start on success.

You can also find the Business.gov.au team on Facebook and Twitter.

Always Protect Your Intellectual Property Chances are that you, as a business owner, will have some form of Intellectual Property relating to you and your business.

Your Intellectual Property can be a valuable asset, and it’s important that you understand how to protect it.

I.P. Australia explain Intellectual Property (IP) as the property of your mind or proprietary knowledge and can be an invention, a trade mark, a design or the practical application of your idea.

Many business owners think that they have nothing that they need to protect.

However, every business owner would have propriety knowledge - to some degree or another - that it would be prudent to protect.

What exactly is Propriety Knowledge: Proprietary knowledge or information, is information a company wishes to keep confidential.

Proprietary information can include secret formulas, processes, and

Volume 3 Issue 26 January 2015

methods used in production. It can also include a company's business plans, financial plans, and marketing plans.

It can also include salary structure, customer lists, contracts, and details of its computer systems. In some cases, the special knowledge and skills that an employee has learned on the job are considered to be a company's proprietary information.

Therefore, it is prudent for the business owner to provide a NonDisclosure Agreement (NDA) or Confidentiality Agreement to employees and contractors.

NDA’s provide you with muchneeded protection from bitter or vengeful former employees and less -than-trustworthy associates.

The NDA should specify the kind of information, such as trade secrets and other non-public business information, that an employee or vendor must have to fulfill their obligations, which cannot be shared for a specific period of time.

If the employee, contractor or vendor breaks the agreement, you can sue them for damages.

IP protections aren’t simply a good idea; they are a crucial action in protecting the long-term viability of your business.

Your ideas are often the core of your success.

Take advantage of the processes that offer those ideas legal protections, and rest easy knowing that your intellectual property is safe. 

Page 18

Let’s Talk Business

Objectives of “Let’s Talk Business” Small Business Publication One of the primary objectives of “Let’s Talk Business” (LTB) is to provide a regular, monthly information service to support the Small Business Community. Our goal is to provide a publication offering a wide and diverse range of topics and information which may assist business owners and their teams to gain more insight, knowledge and skills in the overall running of their business, thereby assisting them to build a strong, viable and sustainable business.

PUBLISHER:

Marketing Means Business “Let’s Talk Business” is distributed to 3,334 business email addresses within Australia and Internationally.

We welcome contributions, suggestions for articles and letters to the Editor from our readers.

Please address correspondence to: The Editor, LTB PO Box 569

We believe that by offering this free service, we are achieving our goal, and this is evidenced not only by our constantly growing database of businesses receiving the publication, but also by the quality of the authors who unselfishly contribute regular articles to LTB.

Bribie Island, Qld 4507 Phone: 0451 184 599 dennis@marketingmeansbusiness.net.au

Web:

www.marketingmeansbusiness.com

We pride ourselves on the fact that we have a range of authors who are recognised experts in their industry, and these experts give freely of their knowledge and their time to assist us to offer you quality, practical, professional advice and information.

You are welcome to re-produce any

of these articles. However,

please quote the source as “Let’s Talk Business”. While every effort has been made to ensure that all information contained herein is accurate, no responsibility will be accepted by the publisher.

Letters to the Editor are most welcome

Likewise, the publisher accepts no

Please send your letters to

organisations or individuals and/or

dennis@marketingmeansbusiness.net.au

responsibility for illustrations or photographs

supplied

by

typographical errors.

Views expressed in contributed articles are not necessarily those of the publisher.

“Let’s Talk Business” Small Business Publication

You are also encouraged to

PO Box 569 Bribie Island QLD 4507 P| 0451 184 599

direct, if you are seeking specific

contact the individual authors advice.

dennis@marketingmeansbusiness.net.au www.marketingmeansbusiness.com

Volume 3 Issue 26 January 2015

Page 19