Empire Marketing Magazine Q4 2022

Empire

Marketing Magazine Issue #017

EVOLVING THROUGH THE BUSINESS We catch up with Rob Cotterell to see what he has in store for the next phase of the Mentorprise Organisation

05

THE DIRECT SALES MENTALITY We catch up with Phil Reid to discuss opportunities in the sales industry

23 THERE'S NO 'I' IN SUCCESS We catch up with Matt, Emily and Fidel from Monument Promotions to discuss business and personal growth and development

29 ALWAYS BESIDE YOU In this article we look at the intricacy's of relationships and how to get the most out of every situation

33

Focus on Simplicity

#017

CATEGORY OUR CONTRIBUTORS

Our Contributors Francis Davies Chief Editor

Fran is Chief Operations Officer for Mantra Marketing working with people and companies to help the business become more efficient and profitable.

Alex Rae

Art Director / Designer Alex is an accomplished designer, and visual artist specialising in brand communications.

Ellie Ford Editor / Author

Ellie runs Flossy Notes from her Cornish base in Bude. She works with small businesses on their marketing objectives, covering services such as social media management, content creation, and a host of copywrting projects

Nic Kane Photographer

Nic is a Bristol-based photographer specialising in the commercial, events and fitness sectors.

001

CATEGORY INDEX

In this issue Welcome

003

Evolving Through The Business

005

Shining Bright In The North

009

A Tough Beginning Maketh A Good Ending

013

People At The Core

017

The Direct Sales Mentality

023

There's No I In Success

029

Always Beside You

033

Ibiza

039

Silverstone: The Classic

049

Photo Album

051

Travel

059

Books and Podcasts

065

Money Raised

067

Office List

069

002

CATEGORY EDITOR'S LET TER

Welcome

WELCOME! BIENVENIDOS! BIENVENUE!

H

ow

already

new responsibilities and thriving within that role.

we’re not sure, but

it’s

It’s always a total pleasure working with motivated

here

individuals, and two business owners are never the

last

Q4

we

are!

three

have

The

months

immense

value

to

so many aspects of our

same!”

brought

business;

With lots of new faces joining the company, we wanted to extend our warmest welcome!

from

expansion progress to individual skill development,

•

and personal endeavours to team connection.

We’ve been busy that’s for sure, so where do we

Romarna (Marna) Ali - Affinity Marketing, Recruitment Administrator

•

begin?

Seanah Morgan - Affinity Advertising, Recruitment Manager

• We spoke with James Buckley for his perspective

Sophie Lee - RedSeven Marketing / Mentorprise Organisation, Recruitment

on 2022, a record-breaking year so far for the

Administrator

organisation, but sales weren’t on his mind.

•

“Personally, I’ve been impressed with our New

•

Leigh Maloney - Hydra Sales, Recruitment Administrator

Leaders’ Meetings this past quarter, seeing the impact our new team members are having on

Recruitment and Social Media Manager •

not only their respective offices but their own

2022 Find Your Focus

003

Alice Babington - Promotions Company, Maria Biziru - Hydra Sales Recruitment Admin

capabilities. It really feels as if people want to

•

do well for themselves, and are excited by their

Some “Welcome Backs” too!

potential. It’s going to be interesting to see what

Benji Douglas - Back from travelling the world,

happens over the next few months, I wouldn’t be

he’s rejoined the business, this time in Leeds

surprised if there’s a whole load of new names

with

making headlines and pushing boundaries.” -

Administrator. Nina Collis is back from maternity

James Buckley

leave at RedSeven Marketing, and little Theo is the

Adaptive

Marketing

as

the

Recruitment

most fabulous addition to the team.

Fran

Davies,

COO

of

the

Mantra

Marketing

Organisation, has spent the last few months

Momentum keeps building and we’re here for

travelling between offices in Birmingham, Swindon

it. The pandemic was tough for everyone, but

and Bristol. She’s been investing her time and

it did teach us a lot about our values, concepts

expertise into the new offices around the country,

and methodologies as a company, areas we’re

getting

business

proud to develop and showcase. 2022 has been

personality and figuring out how best to help and

an incredible year so far, so here’s to finishing it

have an impact.

stronger than ever!

“I’ve really enjoyed seeing so many people running

Quarter 4; our favourite 3 months of the year - Let’s

new offices and teams for the first time, taking on

get at it.

to

know

everyone’s

unique

CATEGORY EDITOR'S LET TER

004

EVOLVING T hrough Business ROBERT COTTERELL

CATEGORY DEVELOPMENT

Leaders, mentors, entrepreneurs, and future thinkers.

Where do you place yourself? With the Mentorprise Organisation, you can be all of the above and more.

S

urrounded

by

It’s all too easy to get wrapped up in the buzz

people who do more,

of sales, but the industry encompasses a lot

think more broadly,

more than profits. For this meeting, the top

and become more

10 sales impacts for someone brand new to

than

ever

the industry were narrowed down, presented

possible,

by the best in the business, and examined

they

thought

achievement

is

from not only a learning perspective but a

simply part of the

coaching one. A stroke of genius from the

bricks and mortar.

meeting organisers as all attendees were being educated on the insight itself, but also

We wanted to get a sense of how this

observing how best to teach such topics.

environment is created and why working here is like nowhere else you’ll experience.

Supporting

The energy surrounding the business is

within

almost tangible, and Rob Cotterell, Managing

Organisation’s overriding focus, and their

Director, describes the past year as:

most recent meeting, possibly the best

the

individuals business

is

at

every

the

level

Mentorprise

meeting they’ve ever had according to “Incredible. It’s been our best-ever year in

those who attended, was highly valuable

business so far; we’ve opened up three new

to the Assistant Owners and new Owners

offices and had countless promotions to

within the company. A day for behind-the-

Crew Leadership and Assistant Ownership.

scenes insight, they stripped it back, allowing

It’s so great to see so many people stepping

everyone to take a breath from what can

up and realising their potential, it’s been quite

be an extremely fast-paced way of life, to

a special year.”

fully understand what it takes to build solid foundations for long-term career success.

The goal is to open 20 offices within the

Topics such as “How to run a slick business”,

next five years, but it’s not a one-man

“How to have the right expectations”, and

band, no one could possibly do it alone. The

“How to be super organised”, as well as input

Mentorprise Organisation isn’t just Rob’s,

from suppliers on how to form great working

it’s everyone's. What Rob’s doing is putting

relationships with one another.

resources in place to best help anyone who wants more for their business, and preparing

Back in the office, every day holds something

those who want to lead for success.

to push the team forward in their respective careers. Rob’s recently revised the day-to-

Next Level Preperations An

incredible

Sales

and

day office schedule, resulting in the daily Administration

‘Leaders’

meetings

being

replaced

with

Masterclass was held in July for the entire

‘Development Meetings’, for anybody who

organisation, whereby the focus was on the

wants to get involved.

fundamentals of sales and taking things back to basics.

006

CATEGORY COMMUNICATION

In these meetings, Rob says: “We focus

For every inspirational entrepreneur, there are

on advanced leadership, so, how to coach

a bunch of individuals that they themselves

people,

to

have looked to for insight. We took the liberty

communicate effectively and relay feedback

of asking Rob what, and who, he listens to,

in a way that works for them. To be a great

so get your phones out and type in “The High

leader you need to understand what your

Performers Podcast” by Jake Humphries and

team needs and have empathy for that. I

Professor Damian Hughes. Visit their website

want to make sure our leaders have the right

too for monthly newsletters, exclusive videos

content to feel confident to work with a new

and “Performance Boosts”.

how

to

support

them,

how

person and pass on those skills, they need to know they’re supported every step of the

Wherever you go, lead

way.”

It’s all very well believing in leadership, but how do you do it? You can want to do

Leading by example

something endlessly but unless you do what

Always one to set the standard, Rob believes

needs to be done, it’s just wishful thinking.

that if you’re going to create a business that grows, everyone needs to be singing off of

“Your beliefs don’t make you a good person,

the same hymn sheet with their values and

your actions do”.

aspirations, but also their actions.

So how is Rob encouraging great leadership “If you have high standards, consistently

within The Mentorprise Organisation?

show up and perform, and are proud of that, then leadership is fun and comes easily.

“I’m trying to build leaders by making them

Leading by example attracts great people

believe in themselves. Leading from the front

to your business - I believe these are the

is actually quite simple, the biggest issue I

cornerstones of all great brands.”

find is that they don’t believe that they can be successful in the first place.”

It’s easy to pinpoint those who aren’t quite matching your efforts when your standards

He explains that just because you haven’t

are high. Your repeated actions speak for

done something before, it doesn’t mean you

themselves, so those around you will either

can’t. Believe and you’re halfway there. What

up their game or change direction.

the organisation is trying to do is help one another believe that they too can be great.

What a fabulous corporate mentality to bolster.

Here’s

a

moment

of

feedback

for

the

organisation and its supportive environment: Rob explains, “I was out for lunch earlier and somebody tapped me on the shoulder.

It was someone who used to work with us.

He wanted to say thank you for everything we did for him. When he joined he was quite shy and his English wasn’t particularly good.

He now works at Metrobank, having had two promotions as they’re so impressed with his communication and leadership skills. All we did was help him to believe in his ability. If you make people feel good, show that you genuinely care and that they’re in a safe space, they will feel like they can be more, do better and consequently try to.”

Leadership isn’t a qualification, it’s a value, it’s consistent action, and it’s a way of being.

007

CATEGORY DEVELOPMENT

Leadership isn’t a qualification, it’s a value, it’s consistent action, and it’s a way of being.

"We focus on advanced leadership, so, how to coach people, how to support them, how to communicate effectively and relay feedback in a way that works for them."

“To be a great leader you need to understand what your team needs and have empathy for that. I want to make sure our leaders have the right content to feel confident to work with a new person and pass on those skills, they need to know they’re supported every step of the way.”.

- ROB COTTERELL -

008

CATEGORY MILESTONES

SHINING BRIGHT In The North GARY PEARSON

H

aving started his business journey

What were your business goals as you turned the key to your

in

very own office?

Manchester

within

the

Redline

Promotions office, Gary Pearson is now breaking barriers in Leeds. Adaptive

My business focus was to increase the team to 12 people by the

Marketing, one of our top-performing

end of the quarter, and we’re nearly there already. Working with the

offices within the event promotions

British Red Cross, we knew we wanted to be hitting 100 customer

division, has found its feet in the new

acquisitions per week for them, that’s where the team of 12 comes in.

city so we wanted to hear all about the adventure so far. Here’s what the new

owner had to say…

Personally, I wanted to perfect my recruitment process because it’s my responsibility to ensure my team hit their goals. Both Leia and Irfan are super keen to build big teams and they’ve been improving

What a quarter, Gary! Your first quarter running the new office in

daily behind the scenes where running a business is concerned.

Leeds - How’s it been?

so it’s important to me that I match their ambition with sufficient recruitment.

It’s been really good! We opened the doors on the 28th of July to a big opening party with a lot of people from the Manchester office

We know how all-encompassing it can be to open a new office

coming to support, and since then we’ve just been getting stuck in.

in a new city - Do you have any insight or tips for new owners

I’ve thoroughly enjoyed watching both Leia and Irfan come into their

embarking on similar journeys?

own. They moved here with me to open up Adaptive Marketing and are both taking on more responsibilities, building their teams but also

I’d say, make sure you’re ready. Be super organised. You go from

developing as individuals in business.

working in the field with your team to wearing many hats behind the scenes, so it can become overwhelming very quickly if you’re not

Has there been a particular highlight for you so far?

prepared for it. I could definitely have learned more of the backend administration, and the ‘how-tos’ of running a business, and then I

The whole recruitment process has been fascinating and really

would have been freed up to get back to my roots in the field with

enjoyable. Experiencing what the city has to offer has been great

the guys.

too. Every day is a buzz.

010

“My business focus was to increase the team to 12 people by the end of the quarter, and we’re nearly there already."

Has anyone in particular been of great help and support through these first few months?

I’ve made sure to use the network so there are lots of people I could mention for various reasons. In particular, though, I’ve recently had a baby so Rob Cotterell’s been helpful in fatherhood as well as business! And I really have to hand it to Irfan and Leia, it’s been an extremely busy period for me, both personally and professionally; they’ve stepped up and allowed me to focus.

As a new owner, what’s your favourite day of the week?

I love planning for the week ahead with my team on Sundays, we do it well.

But I also love Mondays when I can get to know any new team members and do the Induction Days.

So, what’s Leeds got to offer?

It’s such a great city! There’s a really cool culture, it’s so much fun and the recruitment buzzes. If you’re heading up here, definitely head to Roxy. You can do all sorts like beer pong, table tennis and ten-pin bowling, there’s loads there. It’s always a good night.

We’re going to go to Electric Shuffle when it opens too, you can have an endless pizza brunch which sounds like a great breakfast meeting to be had, and we’ll go there for crew night for a few games of shuffleboard too. It looks quirky.

“Personally, I wanted to perfect my recruitment process because it’s my responsibility to ensure my team hit their goals.”

011

“I’d say, make sure you’re ready. Be super organised. You go from working in the field with your team to wearing many hats behind the scenes, so it can become overwhelming very quickly if you’re not prepared for it.”

A TOUGH BEGINNING Maketh a Good Ending PAUL COOMBE

CATEGORY MILESTONES

A

lot can happen in three months; it’s

what would it be?

12 weeks, and 84 days to impact your business. It’s also 84 opportunities to

“A learning curve”. Nothing can prepare you for opening your own

learn in the here and now. Paul Coombe

office. You’re constantly learning in real-time so you soon figure out

officially

Marketing

how not to do things, but also what works. It’s like learning to drive,

in July in Birmingham so we wanted to

you get to grips with it once you’re out there on the roads by yourself.

launched

Affinity

circle back from the last time we spoke and find out how it’s all been going.

Something that was interesting for myself and the team was the difference in clientele from Cheltenham to Birmingham. Although

Hi Paul! Lovely to speak with you again! We were totally inspired

it’s a city, Cheltenham seems to have a slower pace of life, whereas

by your article in the previous edition: “To Affinity and Beyond”,

Birmingham is much busier, people are on the move. So we’ve been

so what’s new?

working with other offices who have worked in similar territories to learn how to more quickly qualify our customers, and work in harmony

Well, we’ve got a fantastic new Recruitment Administrator on the

with the demographic.

team, Romarna, she likes to be called Marna. She’s doing such a marvellous job, learning and evolving so quickly. She really gets stuck

When you’re having a challenging time, what do you do to

in and gets behind the team too. We also have Seanah too, also

support yourself through it?

doing a fantastic job!

Get advice as soon as possible. I get myself around people who have What have been your highlights?

faced similar hurdles and have the experience I perhaps am lacking at that point. Talking always helps.

I’d have to say getting into the office has been brilliant, the buzz of Birmingham brings everything to life. And the unbelievable

I also find that taking a moment to consider your goals can really put

recruitment opportunities the city can bring, we’re just all so excited

some perspective into the matter; you know there’s a way through

to be here.

the problem, you just need to figure out what it is.

If you could title your first quarter running Affinity Marketing,

014

CATEGORY MILESTONES

“We analyse and we refocus, but the goal has always been to be the top office in the UK so that’s what we’re going to do."

Have you been able to pull any of your previous knowledge from horse racing into running your business?

Resilience has definitely been a factor in both careers. It’s something I’ve built up over the years so now when I see a challenge or a problem that needs solving, I see it for what it is, not how it may feel at the time. A challenge is a challenge, you problem-solve and carry on!

The importance of adaptability - What are your thoughts?

As humans, we adapt and we always have done. Through evolution, economic crisis, and times of countrywide mourning like we’re experiencing now - You have to work with what’s in front of you. In business, you have to focus on what you’re doing, do the best you can with what you’ve got, and try to learn from everything around you.

So, you’ve reset from the first quarter, what’s the plan of action now?

We’re building the core team, so strong leaders, prioritising our core values and building strength. By the end of the year, we’re

looking

to

acquire

300-400

new

customers per week so solid foundations are paramount.

Personally, I’m excited to go to Zambia for a safari, so I’ve set my associated business goal to develop our first Assistant Owner for Adaptive Marketing.

So when we see you with a giraffe we’ll know you’re on your way to expanding into a second location! Have your goals altered at all?

Absolutely! We analyse and we refocus, but the goal has always been to be the top office in the UK so that’s what we’re going to do.

An honest account from Paul for his first three months heading up Affinity Marketing.

We can learn a lot from our new owners; they’re

experiencing

new

cities,

varied

recruitment opportunities, each with their own personalities and business character.

015

Each time we expand the organisation we’re fascinated by the diversity it brings, broadening our industry insight, and building our core strength to pass that knowledge on and help others in the future.

Paul is someone who thoroughly embraces the network, so he’ll always be more than happy to take your call.

“As humans, we adapt and we always have done. Through evolution, economic crisis,

and

times

of

countrywide

mourning like we’re experiencing now You have to work with what’s in front of you. In business, you have to focus on what you’re doing, do the best you can with what you’ve got, and try to learn from everything around you. ”

PEOPLE At The Core FLOYD MARRIOTT

CATEGORY MILESTONES

P

eople have always been at the core

obvious. We were soon tired of logging on to speak to our loved ones

of what we do, from customers to the

and colleagues; “zoom fatigue” was no joke!

team, and clients to the general public.

After all, without people, there’d be no

We always knew it was the case, but the pandemic “drove a greater

direct sales.

desire for an experiential service”, Floyd continues. We value those moments and interactions that foster connection and a personal

Whenever we speak to someone about

touch.

Floyd Marriott, they have such wonderful things to say; how warm, friendly and

Let’s work together

compassionate he is to everyone he meets. It’s no wonder that his organisation is thriving having now undertaken a major division, Fibre.

Our business is unique in the sense that it is in everyone’s interest for those around us to succeed. Sounds crazy huh? But it’s true. There’s

There’s more to building relationships than simply being nice to

no win-lose scenario, everybody wins. But this can sometimes be

people. It’s a way of being. Speaking with Floyd, we wanted to delve

difficult for people to understand as we’re generally more used to

a little deeper into his people-centred approach to business, and

competing with one another. Floyd explains how he likes to spend

indeed life. He began with a bang.

a lot of time with new people that join his company as it’s important for them to understand the difference in perspective. He considers

“I believe that my purpose on earth is to have a positive impact on

people who join the business as customers too.

every person I meet”.

“My job is to serve. Serve my customers” He continues by explaining that while technology is amazing, as human beings we’re social creatures. Technology can enhance how

Someone Floyd has had a substantial impact on is one of his business

we do things, but face-to-face physical interaction will always be the

partners, Asma Brahimi. We spoke with her in the last edition of

greatest method, and this became clear during the pandemic.

The Mantra Magazine regarding her recent success in opening her own office, Imperium Global Marketing Group. In the article, “One to

Although technologies such as Zoom, FaceTime and various dating

Watch”, she credited Floyd for his support and guidance throughout

apps kept us connected, the need for physical connection was

the process.

018

“Technology can enhance how we do things, but face-to-face physical interaction will always be the greatest method, and this became clear during the pandemic.."

When asked how he feels he’s established such a positive relationship with Asma, he too relayed the importance of such recognition.

He says: “People don’t leave jobs, they leave people” Most people believe money is the number 1 reason given in exit interviews in the UK, but it’s actually the 4th. Lack of recognition and support is first. We want to feel that what we do matters, and is appreciated by those around us.

Floyd isn’t naive when it comes to working with people, he knows it can sometimes be difficult and you need to persevere in order to help someone. When he first met Asma he explains how she “sparkled from day one”, but she was also very stubborn. She had a grit and determination about her that was exciting, but her big personality could sometimes lead to clashes where business decisions were to be made. Joining the business without speaking fluent English could have been too big of a hurdle to jump, she could have left early on, but Asma did not, and would not, do that.

Floyd now claims she is the greatest example of resilience, determination and hard work, completely embellishing the core values of the Hydra Sales company. Who wouldn’t want to work with someone like that in business?

Investing time and energy it seems, with a compassionate and giving attitude, can only be of benefit to you and your business.

“Forming fantastic relationships with those around you isn’t necessarily a skill you have to be born with, thankfully, it can be built upon.”

019

“Most people believe money is the number 1 reason given in exit interviews in the UK, but it’s actually the 4th. Lack of recognition and support is first. We want to feel that what we do matters, and is appreciated by those around us..”

CATEGORY MILESTONES

Networking as People Forming fantastic relationships with those around you isn’t necessarily a skill you have to be born with, thankfully, it can be built upon. One way in which to do this is by networking. There it is again, that word, So how does he feel about the move? “It

"Always define what it is you want to achieve, then figure out who are the best individuals for these objectives."

feels great to be back in Bristol. Swindon was fantastic, but we really do have an amazing office here. The team have already been out to nice restaurants and made the most of what the city has to offer.”

“Often business owners like to not take risks, and it was a big jump to relocate my team. I knew it might take us back a little bit, but so far I think we’ve proved that it’s good to break out of your comfort zone. Although some things might be daunting it’s all worthwhile when you get to the end goal.”

So what is the vision for the Bristol office going forward?Rob says that he wants to make Bristol RedSeven’s highest performing office. “I really want to put us on the map here,” he says.

“When it comes to the recruitment side of things, we know lots of people don’t want to live in a small town.Living somewhere like Bristol is a lot more attractive, so we hope

“networking”. Overused and uber vague.

Not refined to formal corporate events or LinkedIn strategies, networking can happen anywhere and everywhere. These natural interactions can sometimes be of the most value!

We wanted to take the chance to gain applicable tips from the very best in the field, so we asked Floyd how he approaches networking events. Here’s what he had to say: “Always define what it is you want to achieve, then figure out who are the best individuals for these objectives. It’s a good idea to make contact beforehand and even schedule a time to speak with them if possible. That way you don’t waste your own time or theirs.”

To

get

specific,

he

recommends

the

refreshments table as a hotspot for starting conversations.

“A food counter is always a great tool, it’s an easy ice-breaker: “Which one is the coffee?” or “Oh look at those biscuits”, they’re natural and easy conversation starters”.

More a way of life than a top tip, Floyd believes you should have a genuine interest in people, as opposed to looking to see what you can get from them. We shouldn’t look to jump straight into what it is we want to know or gain from them, we’ve all been on the receiving end of that behaviour and can see the individual’s intent a mile off.

“I believe you should always bring something to the table. There are always ways in which

041

you can be supportive as well as supported, no matter who or where you are within your career”.

Real people, real relationships, and real business impact. We could all do well to live a little more like Floyd Marriott. See his personable manner for yourself, and make that networking appointment at the next organisational meeting.

021

CATEGORY MILESTONES

“I believe you should always bring something to the table. There are always ways in which you can be supportive as well as supported, no matter who or where you are within your career.”.

- FLOYD MARRIOTT -

022

CATEGORY GROW TH

The

Direct Sales Mentality with Phil Reid Not one to shy away from the truth, you can count on Phil Reid to delve into hard-hitting topics. And don’t we love him for it.

W

e

spoke

with

Personally, the most valuable thing I’ve gained from

Managing

this business isn’t the money or the success, it’s

Director of The

pure internal confidence, that means everything

Promotions

to me. It’s made me a confident person and that’s

Company

heaven to me.

the

Bristol the

in about

potential

opportunities

In which ways do you think direct sales builds confidence?

that come with

the sales industry. This interview won’t be what

Direct sales is the best and worst thing for

you’re expecting, it wasn’t what we were even

confidence building. On the one hand, you have to

expecting…

step out of your comfort zone, which is terrifying, but on the other hand, doing that is the only way

Hi Phil! You’ve worked in direct sales for 17 years

in which to become more confident. This industry,

now, how would you describe the field in one

however, allows you to do it gradually, you’re not

sentence?

thrown into the deep end.

Something everyone should do. Whether it be to

If you’re scared of spiders, the best way to get over

meet people, have great income, travel, or progress

that fear is to build up your tolerance for them. You

professionally. It’s got everything.

sit in the same room as one, then move closer, then

COMMITMENT / CONFIDENCE

hold one, etc. You’ve got to go toward the thing

023

What would you say is the best thing about

that makes you nervous because the more you run

working in the industry?

away the bigger that fear becomes.

It depends entirely on who you’re speaking to I

I look at it as pure statistics. If you look at social

think. There are so many areas to direct sales and

confidence, where does it come from? Social

you can pick and choose what you want from it. It’s

interactions, right? A person between the ages

got a fun environment, money, travel, professional

of 0-20 will have met and spoken to 1500 people,

progression, and self-development, but it’s also

on average. If you divide that by the number of

challenging, you can form great relationships, and

people we speak to in direct sales in a day (70), it

you’re celebrated for your efforts.

would take 33 days to reach the same figure. It’s no wonder you gain confidence.

“I’d love to say there was a quick fix but the truth is I felt nervous a lot, I would switch from nervousness to achievement, to feeling more confident, over, and over, and over again.”

CATEGORY GROW TH

I also believe in the importance of hearing

it’s done in a gentle manner, where people

the word “no”. And hearing it often. In our

are guiding you and coaching you through

industry,

those moments instead of throwing you

we’re

not

expecting

everyone

to say yes, that would be ridiculous. So

straight in.

we’re accustomed to rejection, and we’re all stronger for it. I was quite soft when I

I believe there are three zones we all sit in,

joined the business, I’m mentally stronger

the comfort zone, the development zone

now. I think the younger generation benefits

and the panic zone. Within the industry,

massively from experiencing it.

I was constantly outside of my comfort zone but I was working with and alongside

So you weren’t born confident then?

leaders, coaches and mentors, so I never reached the panic zone. It was all gradual;

No, no, no. I was a very shy person growing

I was speaking with one person, then

up, I suffered from panic attacks and even

coaching a couple, then leading a small

had counselling for my severe low confidence

team, hosting a room etc. It was done

and social anxiety. I remember I went to a

in a way where I wasn’t freaking out or

seminar at university where you had to give a

struggling to cope with it.

group presentation, and I ran away. I literally ran away. I was completely consumed with

Do you have any applicable tips for

nerves all of the time, I was all over the place.

increasing confidence levels?

When I joined the company, I’d been here

Confidence for me is being comfortable in

for about three or four months when I was

scenarios you’re not used to; being able to

chosen to run a meeting. I didn’t sleep for a

arrive in lots of different situations and be

week and was physically sick right before it,

happy in your own skin. The way that you

but I’d made the decision to do it and forced

get to that place is by pushing yourself into

myself in front of those people. I then realised

these exact situations regularly. It’s quite

it wasn’t even that bad, so I tried it again, and

simple.

again, and built my confidence each time.

You need to be okay with getting it wrong, Now I understand the process, so I welcome

it’s part of the process. When you try

those opportunities to break comfort zones.

something new, two things are going to

I encourage those feelings of nerves and

happen: you’ll either get it right first time

angst, they excite me. If things become

and that’ll give you a boost of confidence,

monotonous I get bored now and I can feel

or you’ll get it wrong. But getting it wrong

the need for a challenge.

is a good thing too. You’ll no doubt be annoyed at first, but over time, whether

That’s a far cry from the mentality you had

that’s five minutes or the next week, you’ll

when you were younger, do you relate

realise you’ve learned x, y and z.

your work in direct sales to your mental health at all?

Lastly, I’d say jump in and get swimming.

Try things, ask questions, observe and

Yes, 100%. The transition from that nervous

listen. It’s much easier for the mentors and

individual to a confident person is directly

coaches around you too.

linked to this industry because I was able to step out of my comfort zone with support.

Thank you so much for your time, Phil.

What an insight into a young Phil Reid!

Before I started I thought I would never leave home because the thought of a job interview

We told you it wouldn’t be what you were

scared the life out of me.

expecting! A brutally honest account of what it can sometimes take to become a

“I’d love to say there was a quick fix but the

successful entrepreneur.

truth is I felt nervous a lot, I would switch from

now hear “Direct Sales”, what do you

So, when you

nervousness to achievement, to feeling more

envisage? Gift of the gab? Perhaps not!

confident, over, and over, and over again.”

If any of these topics have resonated with The reason direct sales is so good is that

you, Phil would gladly take your call.

026

" Confidence for me is being comfortable in scenarios you’re not used to; being able to arrive in lots of different situations and be happy in your own skin. The way that you get to that place is by pushing yourself into these exact situations regularly. It’s quite simple.

You need to be okay with getting it wrong, it’s part of the process"

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CATEGORY MILESTONES

THERE'S NO 'I'

in Success

Summer’s always a busy time in sales, especially when you work in events. Festivals, shows, and exhibitions; the calendar’s busy!

M

onument

Pro-

Relaying her past quarter she speaks of the per-

motions

have

sonal development she’s undergone, from running

made the most

meetings for the office to planning as part of the

of

the

oppor-

core team, she’s thoroughly enjoyed building her

tunities

thrown

business repertoire.

their way from both a sales and

Something Emily has found to have helped her

business

de-

massively whilst coaching is the foresight to give

per-

individuals what they need specifically, rather than

spective. A real shift has been felt, from running a

generic teachings. She’s brought in relevant people

sales office to expanding the business. They’ve hit

from around the organisation to offer insight and

lots of summer goals and are celebrating with a day

varied educational perspectives. She says:

velopment

of motocross at Leah Dunham Racing, as well as a few days away at Centre Parcs. Goals are meant to

“Our teams don’t all need the same thing at the

be hit and achievements celebrated!

same time, so we’ve been leaning on each other to give people the most relevant coaching”.

The whole office has had an impact on each of their charity partners; Alzheimer’s Research UK, Great

Having been a new leader herself, and now teach-

Ormond Street Hospital, Anthony Nolan and Brit-

ing them, we asked Emily what her advice would be

ish Heart Foundation. A couple of names that keep

to someone beginning their leadership journey. She

cropping up, however, are Emily Gara and Fidel Nan-

said:

ton. Both are building incredible teams, both are leading from the front, and both are preparing to

“Network and give it everything you’ve got.”

open their own offices.

She goes on to explain how somebody recently Here’s what we know and love about these big hit-

joined her team who didn’t pick up the sales aspect

ters at Monument Promotions!

of the business very quickly, but they had the right mentality. They were always looking for extra edu-

Emily Gara; someone who’s not only impressed

cation, so she got them around successful individu-

Matt Nicholson but was personally invited back to

als all of the time. Everyone develops skills at dif-

Silverstone as a result of such fantastic feedback

ferent rates, and we’re all at different stages in our

from their charity partners. It’s difficult not to feel

careers, so what might work for one person, won’t

inspired by her energy; the warmth of interaction,

for another. It’s important to understand that.

the excitement to achieve what’s next, and the grit to get the job done.

029

Everyone develops skills at different rates, and we’re all at different stages in our careers, so what might work for one person, won’t for another. It’s important to understand that.

“I speak to Matt every day. He’s there to help with anything I’m unsure of.

He’ll show me, help me and guide me. I couldn’t have done it without him.”

CATEGORY MILESTONES

“Our teams don’t all need the same thing at the same time, so we’ve been leaning on each other to give people the most relevant coaching”.

Here’s a little bit of Emily Gara magic for you: “I don’t care if you’ve been here for two years or 20, I will take advice from anyone because it’s

all

valuable

insight

that

someone’s

experienced” Fidel Nanton; have you ever met anyone more compassionate? Speaking with Fidel , it’s plain to see just how much he adores working with people. In fact, his absolute favourite exercise is teaching Sales Coaching with new team members!

He pours so much energy and love into his relationships, and in recent months has been hosting first and second appointments for the office too. Fidel is now focusing on developing his business skillset to open his own office. He’s been making sure to spend time with Matt every morning to plan, debrief, analyse and educate himself.

Speaking about his mentor, Fidel considers the relationship they have as vital to his success. He says: “I speak to Matt every day. He’s there to help with anything I’m unsure of. He’ll show me, help me and guide me. I couldn’t have done it without him.”

At any given opportunity, Fidel is keen to share praise and thanks. When asked about his recent highlights, he mentions the achievements of his team members without missing a beat. Emilio and Nathaniel have both hit Crew Leadership this quarter - Well done guys!

Does

this

behaviour

sound

familiar?

Although clearly part of his DNA, Fidel may have also picked up on this selflessness from Matt Nicholson, after all, it is exactly how he approached this article too! Perhaps doing well at Monument Promotions means focusing your efforts on those around you, not yourself.

What a place to work.

032

ALWAYS

Beside You

CATEGORY DEVELOPMENT

Relationships are a work of art. Emphasis on the “work”

W

hether we

we’ve been able to lessen our defence

focus

mechanisms

on

quality or

somewhat,

but

“Stranger

Danger” is still a concept we entertain.

q u a n t i t y, depth

or

Important factors in building relationships

surface, building

Thankfully, skills in relationship building can be worked on. The following are ways in

relationships is part of our life's goals as

which to boost your networking skills, albeit

human beings. So, how come some people

at work or in your personal life.

appear to be better at it than others? Why aren’t we all seamlessly inundated with

Flip your perspective

incredible friendships, partners and family bonds?

It’s easy to get distracted by what we want others to know about us and how we want

You can most certainly categorise people or

to be perceived, but that might not always

personalities into groups to help you narrow

help your case when forging connections.

down your most compatible relationships,

The first thing to consider is what you

it’s been done for hundreds of years. But we

appreciate in others when meeting them for

believe the most vital tool you can have in

the first time. How do they make you feel at

your corner is empathy.

ease or welcome you into a conversation?

Conversely, what don’t you appreciate?

With empathy comes listening, compassion, patience,

understanding.

The fact of the matter is that even though

It’s not always what you say that has an

kindness,

and

we’re consumed with our thoughts, feelings,

impact, but how you behave, how you

worries and to-do lists, so is everyone else.

present yourself, and how you let the other

So whereas you might be thinking about

person feel and behave. They say elephants

the way your outfit looks, how much food

never forget, and nor do people. We all

you put on your plate at lunch, or whether

remember a first impression gone wrong, or

indeed someone likes you, every other

how somebody else made us feel awkward,

person in that room is concerned with their

belittled or dismissed.

own thoughts and feelings too. We worry far too much about what others think of us when

It’s in our nature to hold grudges and

in reality it’s either a fleeting thought in their

remember past negative experiences as

minds or they haven’t even noticed.

we’re protecting ourselves from future hurt or

035

pain. It’s a primal instinct dating back to when

Flipping your perspective onto those around

we hunted for food in unknown territories;

you will not only allow you to become more

“am I prey?” As years have passed, and so

approachable, but it’s quite liberating too. Try

too have eating habits thank goodness,

it and see for yourself.

“With empathy comes listening, compassion, patience, kindness, and understanding. It’s not always what you say that has an impact, but how you behave, how you present yourself, and how you let the other person feel and behave.”

As the old saying goes, we were born with two ears and one mouth for a reason. Listen twice as much as you speak.

Two ears, one mouth If we listen, we can offer relevant advice and perhaps much-needed support. If we only talk we’re not gaining any perspective or understanding, and quite possibly boring, or even annoying, those around us. As the old saying goes, we were born with two ears and one mouth for a reason. Listen twice as much as you speak.

What is your face saying?

Okay, so you’re concentrating on listening, but what is your face doing? It’s best to not stare down your acquaintance with a vengeance if you can help it. Keep your features soft and warm, while maintaining eye contact where possible.

What might they need right now?

Sometimes what a person is saying and what they really mean are two different things.

Our sociable selves can quite often sense when something isn’t being said; the person may be holding back, nervous or trying to maintain some decorum. We can all relate to this and it’s important to let that be known.

A little compassion goes a long way, so showing some vulnerability yourself can help put someone at ease within a situation. No doubt they’ll remember you for it. Intimidation is no base for a relationship. By presenting yourself as perfect, it can make others feel unsafe emotionally in your presence;

'The word “building” suggests there are various steps to work through, and building a relationship is no different.

The initial interaction is important, first impressions do last a lifetime after all, but what you do afterwards can be just as critical. ’

037

CATEGORY DEVELOPMENT

'The days of posting an ad in the newspaper are long gone and social media is expanding our network to an extraordinary degree.'

how can they be their real self, someone who perhaps makes mistakes or doubts their abilities, in front of a seemingly flawless individual?

Touchpoints The word “building” suggests there are various steps to work through, and building a relationship is no different. The initial interaction is important, first impressions do last a lifetime after all, but what you do afterwards can be just as critical.

We all know how busy life can get, especially when you’re running a business or team of people, and it’s quite often the case that we have the best intentions to reach out to someone after the fact, but get distracted before it’s even hit the to-do list. Those touchpoints do matter though. Receiving a message or email of extended thanks can leave a lasting impression, one that you’ll want them to remember! We recommend a more personal touch by leaving a voice note or calling them directly.

These communication touch points are the perfect opportunity to continue the budding relationship; why not suggest a coffee catchup down the line, or offer your help with something in particular that they mentioned

It’s important to note here that although

when you first met? Relationships are about

there are plenty of actionable tips and tricks

give and take, helping others before you look

to building relationships that last, care and

to receive.

attention are all anyone is ever asking for.

Mind your P’s and Q’s

We want to believe that those around us have a genuine interest in our well-being and

It might seem obvious, especially if you’re

that we matter to them. If a relationship is

British, but manners go a long way. Forget-

one-sided it’ll soon become clear.

ting them can go even further. Have you

'It’s easy to get distracted by what we want others to know about us and how we want to be perceived, but that might not always help your case when forging

ever noticed someone not saying “please”

We’re all busy individuals with work, family,

to a waiter, or “thank you” to a taxi driver? It

connections. The first thing to consider

friends, personal goals and various circum-

stings, doesn’t it? That has a lasting impres-

stances to consider, and with so much on

is what you appreciate in others when

sion on the type of person you perceive them

our plates it’s not surprising that tolerance,

now to be. You might not remember that ex-

patience and listening levels can dip. If you

act moment, but there’ll be a sense of dis-

want to build great relationships with peo-

taste from there on out.

ple, however, you need to tune in to those

meeting them for the first time.'

around you. They may need you more than Manners can extend to our gestures too; are

that deadline does.

you shaking hands, are you offering to help carry items, are you volunteering yourself to open a door or pass a message on to another, for example?

038

CATEGORY EVENTS

Ibiza

Does Ibiza ever disappoint? No, it does not!

W

hat

a

Day #2

fantastic

The business part! Our main meeting of the

few

days

weekend and a day to hear from the best

we’ve just

in the business, educating the core teams

had,

our

within the company.

first

trip

We then celebrated in style, of course, by

abroad

seeing David Guetta at Ushuaïa that evening

since

- What a show! Add it to your bucket list

the

pandemic hit. It was so great to finally get

immediately.

together in person, we speak so regularly on the phone and on Zoom but there’s nothing

Day #3

quite like a face-to-face interaction is there?

A day to do as you please, whether it was

It’s what we’ve built our organisation on after

sunbathing at the beach, relaxing by the

all.

pool, getting a round of golf in, or heading into Ibiza Old Town for a wander.

Here’s what we got up to…

That evening was private party time! A delicious barbecue with dancers, Balearic

Day #1

music and a DJ, entertainers, and everyone

We kicked off with a bang! Rooftop evening

dressed in white, hosted by the Hard Rock

drinks at our hotel, The Hard Rock Hotel. Ibiza

Beach Restaurant and Club. They never

from the sky at night.

disappoint.

040

CATEGORY EVENTS

041

CATEGORY EVENTS

042

CATEGORY EVENTS

043

CATEGORY EVENTS

044

CATEGORY EVENTS

046

CATEGORY EVENTS

047

CATEGORY EVENTS

048

CATEGORY MEETINGS AND EVENTS

SILVERSTONE The Classic

Think classic cars, stunt shows, and driving experiences. Then add some live music, artisan food markets, James Bond exhibitions, and family funfair entertainment. Silverstone has it all.

A

few

members

of

our

team

were

personally invited to ‘The Classic’

weather, it was the best event and we got to see Rick Astley perform on Sunday night too, he even covered Harry Styles!”

this year to represent Alzheimer’s Research

official

Not only did the team have a great time and get such fantastic

charity partner. Having done so in

UK,

Silverstone’s

results for Alzheimer’s Research UK, the feedback they’ve received

2021, and having done such a fantastic

makes us all very proud of them too.

job, Emily, Emilio and Nathaniel were delighted to attend again this year and set their sights on even bigger

success. They raised £40,000 in just 3 days. We think it’s safe to say they did just that.

Between races, they were able to spread awareness, acquire

Between races, they were able to spread awareness, acquire customers and make a massive difference to the work the charity can do.

customers and make a massive difference to the work the charity can do. A weekend well spent. Here’s what Emily Gara had to say: “The Silverstone weekend was absolutely incredible. We had beautiful

050

Photo Album

A selection of some of our favourite photos from recent events

CATEGORY PHOTO POOL

052

CATEGORY PHOTO POOL

053

CATEGORY MEETINGS AND EVENTS

055

CATEGORY MEETINGS AND EVENTS

056

CATEGORY MEETINGS AND EVENTS

057

CATEGORY MEETINGS AND EVENTS

058

Windermere WINTER 2022

Who’s up for a scenic hike? If a staycation is more on the cards for you this winter, we highly recommend hitting the hills in the Lake District. The Windermere area to be exact.

We can picture it now; you're all wrapped up, head to toe in a puffer jacket, woolly hat and boots, enjoying your breakfast with a view, about to go on a breathtaking hike and finish the day with some bubbles in the hot tub. This trip oozes well-being, with plenty of fresh, crisp air in your lungs, mindfulness in full bloom, and relaxation as the priority. Let’s not forget the photo opportunities too!

The snowy Christmas break you’ve always dreamed of.

059

060

Swiss-France WINTER 2022

Here’s the plan: you book flights to Geneva, (you can get a return ticket for as little as £50), then choose your accommodation on the FranceSwitzerland border so you get the best of both worlds. Accommodation in France tends to be a bit better value and you’re more likely to find a chalet with a private hot tub and an incredible view.

On any given day you can choose to head up the Matterhorn mountains in Switzerland, and feast on bread, cheese and wine in the evenings in France. Or enjoy a day of skiing in Mont Blanc and gorge on Swiss chocolate. The choice is yours, and what a dilemma to have!

061

062

Budapest WINTER 2022

063

It’s got to be done, hasn’t it? A European Christmas market; snowy rooftops, the smell of churros in the air, and mulled wine warming your hands. Festive heaven!

If you haven’t already been to Budapest, it’s a must, no matter what time of year it is. From ruin bars dotted around the city to outdoor spa baths and plenty of history to ponder. It’s possibly the best weekend break you’ll find in Europe. And have you heard of a Sparty? The ​​Szechenyi Baths are a calm oasis during the day, but by night they evolve into wet and wild parties with live electronic music and nights to remember.

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Val T horens SKI TRIP / MARCH / 2023

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CATEGORY BOOKS & PODCASTS

Books and Podcasts We love a good book in our hands or our ears, and we thoroughly recommend everyone dedicates some time to reading. No matter how busy you think you are.

Swap the television, or scrolling through Instagram, for some reading every day.

You’ll be pleasantly surprised by how more motivated, inspired and insightful you’ll feel in as little as 10 minutes a day.

Little Wins

By: Paul Lindley

065

Tools of Titans

By: Tim Ferriss

Turn the Ship Around

By: David Marquett

CATEGORY BOOKS & PODCASTS

Thinking Fast & Slow

Podcasts

01

02

Entrepreneurs on Fire A fresh topic each week that’s unique and an interesting twist on the usual.

How to Fail We often speak about the importance of making mistakes in order to learn and develop our business toolkits.

03

How to Own the Room Episodes of 45 minutes, as well as 5 minute quick bursts named “Friday Fundamentals”.

04

How I Built This Revealing interviews with CEO's far and wide, exposing their intimiate journeys through the challenging world of entrepreneuship

By: Daniel Kahneman

066

£9,999,160 MONEY R AISED FOR CHAR ITIES

Office List 2022

Our Worldwide Office List. Please be sure to visit our social media channels for future

CATEGORY OFFICE LIST

developments

UK

SPAIN

Mantra Marketing Group James Buckley / Francis Davies www.mantramarketinggroup.com

INVENTA Ivan Yanez Madrid website coming soon

RedSeven Marketing Robert Cotterell Bristol www.redsevenmarketing.co.uk

RedSeven Marketing Dale Trinder Cheltenham www.redsevenmarketing.co.uk

Monument Promotions Matt Nicholson Swindon www.monumentpromotions.co.uk

Redline Promotions Chance Cowie Manchester www.redlinepromotions.co.uk

The Promotions Company Phil Reid Bristol www.promotions-company.co.uk

Hydra Sales Floyd Marriott London www.hydrasalesgroup.com

Empire Marketing Vik Verma Bristol www.empiremarketing.co.uk

Enigma Mark Widnel Barnstaple website coming soon

Analogue Communications David Hebblethwaite Ipswich website coming soon

Affinity Advertising Paul Coombe Birmingham website coming soon

Adaptive Marketing Gary Pearson Birmingham website coming soon

070

“Always beside you.”