Thinking Ahead Journal: 1st November 2009

Page 1

L me

Ideas and Insights from the First Step Member Community www.first-step-community.info 1st November 2009

Thinking Ahead is a collection of blog posts from members of the First Step Member Community. Each contributing author retains their copyright for their individual content. The material contained in this publication is general and is not intended as advice on any particular matter. The authors expressly disclaim all and any liability to any persons whatsoever in respect of anything done by any such person in reliance, whether in whole or in part, on this publication.

7hinking 1RYHPEHU

www.first-step-community.info

AheaG

*$5< 5<$1¶6 %/2*

:KDW 5HDOO\ 0DWWHUV )RU <RXQJ 3URIHVVLRQDOV )UHH (ERRN 6DPSOH 2&7 3 0 &KHFN RXW WKLV )UHH HERRN :KDW 5HDOO\ 0DWWHUV )RU <RXQJ 3URIHVVLRQDOV )UHH (ERRN 6DPSOH

9LHZ PRUH GRFXPHQWV IURP 2UJDQLVDWLRQV 7KDW 0DWWHU

*,+$1 3(5(5$

7RGD\ LV MXVW HLJKW ZHHNV XQWLO &KULVWPDV DQG QLQH ZHHNV XQWLO

7LSV IRU %HLQJ 0RUH 3URGXFWLYH ZLWK *RRJOH 5HDGHU

7KH 3OHDVXUH

,I \RX XVH *RRJOH 5HDGHU IRU UHDGLQJ EORJV KHUH DUH ILYH WKLQJV , GR WR

7KH IHVWLYH VHDVRQ LV DZHVRPH 7KHUH DUH VR PDQ\ LQYLWDWLRQV WR IXQFWLRQV GULQNV ZLWK HDFK JURXS RI IULHQGV \RXU ZRUN \RXU VSRUWV FOXEV DQG RWKHU DVVRFLDWLRQV $QG ZLWK WKH EHDXWLIXO ZDUP ZHDWKHU DQG KLJK VSLULWV LW¶V KDUG QRW WR KDQG RYHU WKH FDVK DQG MRLQ LQ 7KHQ WKHUH DUH

PDQDJH WKH LQIRUPDWLRQ RYHUORDG

JLIWV LW FDQ EH IXQ VKRSSLQJ ZUDSSLQJ JLYLQJ DQG UHFHLYLQJ

2&7 $ 0

7KH 3DLQ :KLOVW ORWV RI IXQ WKH IHVWLYH VHDVRQ DFWXDOO\ FDQ EH RQH RI WKH ELJJHVW FUHDWRUV RI ILQDQFLDO SDLQ $OO WKH VSHQGLQJ EXUQV D KROH LQ \RXU SRFNHW $QG ZKHQ DOO RI \RXU SRFNHWV DUH EXUQHG WKURXJK PRVW SHRSOH VWDUW ZHDULQJ RXW WKH VWULSHV RQ WKHLU FUHGLW FDUG

0$77 +(51¶6 021(< *8,'(

$YRLG WKH &KULVWPDV DQG 1HZ <HDU 'HEW +DQJRYHU

3DXVH IRU D PRPHQW QRZ DQG WDNH D JXHVV DW KRZ PXFK \RX WKLQN \RX ZLOO VSHQG WKURXJK WKH IHVWLYH VHDVRQ ERWK RQ JLIWV DQG RQ HQWHUWDLQPHQW

2&7 3 0

7KH +DQJRYHU 7KHQ -DQXDU\ KLWV DQG WKH GHEW KDQJRYHU EHJLQV <RX¶YH VSHQW \RXU VDYLQJV DQG -DQXDU\¶V SD\ SDFNHW LVQ¶W HQRXJK WR UHSD\ \RXU FUHGLW FDUG 6R \RX SD\ ZKDW \RX FDQ DQG LQFXU WKH LQWHUHVW ± RIWHQ D ZKRSSLQJ SHUFHQW %XW ZRUVH GLG \RX NQRZ WKDW RQ PRVW FDUGV HYHU\ SXUFKDVH \RX PDNH IURP WKHQ ZLOO LPPHGLDWHO\ LQFXU LQWHUHVW WRR" <RX¶OO RQO\ JHW EDFN WR XVLQJ LQWHUHVW IUHH GD\V ZKHQ \RX¶YH IXOO\ UHSDLG D VXEVHTXHQW VWDWHPHQW EDODQFH LQ IXOO E\ WKH GXH GDWH 2RK WKH SDLQ RI WKH JRRG WLPHV MXVW NHHSV OLQJHULQJ +DQG PH VRPH

www.first-step-community.info

1RYHPEHU

SDUDFHWDPRO

6WLPXODWH D )LQDQFLDO 3ODQQHU

%XLOG <RXU )LWQHVV

µ7LV WKH VHDVRQ WR EH«EURNH""

7R DYRLG WKH 1HZ <HDU GHEW KDQJRYHU VWDUW HDUO\ DQG EXLOG \RXU ILQDQFLDO ILWQHVV 6WDUW QRZ DQG ZULWH D OLVW RI HYHU\RQH \RX LQWHQG WR EX\ D JLIW IRU 7KHQ QH[W WR WKHLU QDPH ZULWH DSSUR[LPDWHO\ KRZ PXFK \RX PD\ VSHQG 'LYLGH WKH WRWDO E\ WHQ DQG VWDUW VDYLQJ WKDW DPRXQW HDFK ZHHN IURP QRZ

)LUVW +RPH %X\HUV 'RQ¶W 5XVK ,Q

*,+$1 3(5(5$

$UH <RX -XVW 3UHVHQWLQJ RU 7UXO\ (QJDJLQJ"

<HV WKDW PD\ UHTXLUH \RX WR VDFULILFH VRPH RI \RXU FXUUHQW VSHQGLQJ %XW LI \RX DUH JRLQJ WR VSHQG WKH PRQH\ DQ\ZD\ \RX ZLOO QHHG WR VDFULILFH DW VRPH VWDJH ,I \RX PDNH WKH VDFULILFH DIWHU WKH SOHDVXUH WKHQ WKH SDLQ ODVWV ORQJHU GXH WR \RX KDYLQJ WR SD\ WKH FUHGLW FDUG LQWHUHVW 6R \RX PD\ DV ZHOO PDNH WKH VDFULILFH XS IURQW DQG PLQLPLVH WKH SDLQ

2&7 $ 0 , ZDV WDONLQJ WR P\ IRXU \HDU ROG QLHFH $EEH\ DQG VL[ \HDU ROG QHSKHZ 5LOH\ UHFHQWO\ DERXW YLVLWLQJ D IULHQG LQ 6\GQH\ $EEH\ WKRXJKW \RX FRXOG RQO\ JHW WKHUH IURP 3HUWK E\ ERDW EXW , H[SODLQHG WKDW QR LW ZDV SRVVLEOH WR JR WKHUH E\ WUDLQ RU FDU

,I \RX DUH SODQQLQJ RQ WUDYHOOLQJ IRU WKH KROLGD\V HQVXUH WKDW \RX LQFOXGH WKH FRVW RI WKDW LQ \RXU FDOFXODWLRQ $QG ZKLOH \RX DUH DW LW \RX PD\ DV ZHOO LQFOXGH DQ DOORZDQFH IRU WKH SDUWLHV

%XW ZH GLGQ¶W VWRS DW WKDW :H WXUQHG RQ P\ ODSWRS DQG XVHG *RRJOH (DUWK WR GUDZ WKH GRRU WR GRRU PDS IURP P\ KRPH WR P\ IULHQG¶V KRPH LQ 6\GQH\

0DNH ,W (DVLHU 2Q <RXUVHOI 6LPSO\ ZULWLQJ D EXGJHW IRU WKH IHVWLYH VHDVRQ PD\ EH DQ LQWHUHVWLQJ H\H RSHQHU :KDW SURSRUWLRQ RI RXU DQQXDO LQFRPH DUH \RX VXSSRVHGO\ SODQQLQJ WR VSHQG GXULQJ WKDW EULHI IHVWLYH VHDVRQ" :RXOG \RX OLNH WR KDYH PRUH WR VKRZ IRU WKH HIIRUW"+HUH¶V VRPH VXJJHVWLRQV IRU FXWWLQJ WKH SDLQ ZKLOH PDLQWDLQLQJ HYHQ LQFUHDVLQJ WKH SOHDVXUH ‡ $PRQJ IDPLO\ IULHQGV DQG ZRUN JURXSV VXJJHVW WKDW JLIW JLYLQJ EH RSHUDWHG XQGHU WKH ³6HFUHW 6DQWD´ PHWKRG ‡ R 0DNH VRPH JLIWV ,W GRHVQ¶W KDYH WR EH IDQF\ ± , ZDV WKULOOHG RQH \HDU ZKHQ D IULHQG LQ RXU 6HFUHW 6DQWD JURXS PDGH PH FKRFRODWH EDOOV DQG VKRUWEUHDG 7KH\ ZHUH VRRR \XPP\

‡ 0DNH LW IXQ DQG FUHDWLYH 2QFH LQ WKH VDPH 6HFUHW 6DQWD JURXS RI IULHQGV ZH KDG WR ILQG WKH PRVW IXQ DQG FUD]\ JLIW XQGHU 3HUKDSV WKLV \HDU ,¶OO VXJJHVW WKDW ZH GR D ³KDQG PH GRZQ´ WR\ ± WKDW¶OO FOHDQ RXW P\ JDUDJH IRU PH

7KHQ ZH XVHG *RRJOH (DUWK¶V FRRO ' MRXUQH\ IHDWXUH WR WDNH WKH NP YLUWXDO WULS DFURVV $XVWUDOLD IURP P\ KRPH LQ 3HUWK DOO WKH ZD\

‡ 9ROXQWHHU WR KHOS WKHP GR VRPHWKLQJ 'R LW EHIRUH &KULVWPDV WDNH D SKRWR RI \RX LQ DFWLRQ DQG LQFOXGH WKH SKRWR LQ \RXU KDQG PDGH &KULVWPDV FDUG

DFURVV WKH 1XOODUERU WKURXJK 6RXWK $XVWUDOLD DQG WKHQ WR 6\GQH\

‡ +DYH D JDUDJH VDOH RI ROG JLIWV \RX GRQ¶W XVH DQ\PRUH DQG XVH WKH SURFHHGV WR IXQG WKLV \HDU¶V JLIWV ,¶P VXUH WKHUH DUH SOHQW\ RI RWKHU ZRQGHUIXO LGHDV 3OHDVH VKDUH \RXU LGHDV LQ WKH FRPPHQWV EHORZ VR ZH PD\ DOO EHQHILW 0HUU\ &KULVWPDV 3 6 ,¶YH MXVW WKRXJKW RI DQRWKHU LGHD <RX FRXOG JLYH SHRSOH D YHU\ YDOXDEOH EXW LQH[SHQVLYH JLIW E\ WHOOLQJ WKHP DERXW WKLV DUWLFOH 5HODWHG SRVWV

www.first-step-community.info

1RYHPEHU

%XW HYHQ LI \RX¶UH XVLQJ 3RZHU3RLQW RU .H\QRWH LV WKDW WKH EHVW \RX FDQ GR" %\ WKH ZD\ LI \RX¶YH QHYHU VHHQ *RRJOH (DUWK LQ DFWLRQ EHIRUH FOLFN WKH SLFWXUH DERYH RU WKLV OLQN KHUH IRU D RQH PLQXWH YLGHR VKRZLQJ WKH ILUVW IHZ NLORPHWUHV RI WKH MRXUQH\

<RXU DXGLHQFHV ZDQW PRUH

,Q ³WKH ROGHQ GD\V´ RI FRXUVH ZH ZRXOG KDYH MXVW XVHG DQ DWODV

7KHVH DUHQ¶W WKH SHRSOH ZKR PDLQO\ UHDG WKH 6\GQH\ 0RUQLQJ +HUDOG OLVWHQ WR $%& 5DGLR 1DWLRQDO RU ZDWFK WKH R¶FORFN QHZV 7KDW¶V DOO RQH ZD\ FRPPXQLFDWLRQ DQG PRGHUQ DXGLHQFHV DQG FOLHQWV ZDQW PRUH HQJDJHPHQW 7KH\ OLYH RQ )DFHERRN <RX7XEH 0\VSDFH %OLS IP L7XQHV

7KLV LV QRW DERXW *RRJOH (DUWK ,W¶V DERXW WKH QHZ WRROV DYDLODEOH WR SUHVHQW LQIRUPDWLRQ 7RROV \RX PLJKW QRW EH IDPLOLDU ZLWK EXW WKDW \RXU

DQG )OLFNU 3ODFHV ZKHUH WKH\ FDQ SDUWLFLSDWH QRW MXVW ³GRZQORDG´ VWXII

DXGLHQFHV DQG FOLHQWV XVH HYHU\ GD\ *UDQWHG \RX PLJKW QRW KDYH DQ\ IRXU DQG VL[ \HDU ROGV LQ \RXU DXGLHQFHV \HW EXW PDQ\ RWKHUV GR KDYH WKDW VDPH OHYHO RI WHFKQRORJ\ FRPSHWHQFH

$UH \RXU SUHVHQWDWLRQV MXVW D ³GRZQORDG´ RU DUH \RX WUXO\ HQJDJLQJ \RXU DXGLHQFHV" +HUH DUH WHQ WKLQJV WR WKLQN DERXW MXVW RII WKH WRS RI P\ KHDG

0\ IULHQG $OLFLD &XUWLV PDNHV WKH SRLQW WKDW *HQHUDWLRQ < LQFUHDVLQJO\ WKH SHRSOH LQ \RXU DXGLHQFHV ORYH WHFKQRORJ\ ORYH SUHVHQWHUV ZKR XVH WHFKQRORJ\ ZHOO EXW DUH YHU\ LQWROHUDQW RI WKRVH ZKR GRQ¶W XVH LW ZHOO

'R \RX KDYH D 7ZLWWHU EDFN FKDQQHO RSHQ ZKHQ GRLQJ D NH\QRWH" 'R \RX RIIHU IROORZ XS WHOHVHPLQDUV DQG ZHELQDUV WR UHLQIRUFH \RXU PHVVDJH"

,I \RX GR XVH VOLGHV , NQRZ \RX¶UH SUREDEO\ QRW VWLOO XVLQJ WKHVH WZR WRROV WR GLVSOD\ WKHP

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

www.first-step-community.info

1RYHPEHU

2I FRXUVH \RX GRQ¶W KDYH WR GR DOO RI WKHVH LQ HYHU\ SUHVHQWDWLRQ %XW LI \RX¶UH QRW GRLQJ DQ\ RI WKHP \RX¶UH IDOOLQJ EHKLQG

ZKHUH RXU IULHQGV ZHUH D \RXQJ JLUO FDPH RYHU DQG DWWHPSWHG WR VLW DW RXW WDEOH µ,¶P VRUU\ WKDW VHDW¶V WDNHQ¶ , VDLG DQG ZDYHG P\ KDQG LQ KHU GLUHFWLRQ 6KH SLFNHG XS KHU WKLQJV DQG PRYHG RQ 1RZ , ZDV IHHOLQJ

5HPHPEHU LW ZRQ¶W EH ORQJ EHIRUH $EEH\V DQG 5LOH\V DUH LQ \RXU

JXLOW\

DXGLHQFH 7KH \RXQJ JLUO ZDQGHUHG EDFN RYHU µ7UXO\ WKH\ DUH PHHWLQJ XV KHUH 7KH\ DUH MXVW UXQQLQJ ODWH ¶ , VDLG VKUXJJLQJ P\ VKRXOGHUV 6KH ZDQGHUHG RII DJDLQ ILQGLQJ D VHDW MXVW EHKLQG XV 7+( 7587+ $%287 75867

7KH GRPLQR HIIHFW RI EURNHQ SURPLVHV

µ+RZ FDQ WKH\ EH WKLV ODWH"¶ 3HWHU DQG , ZHUH ZRQGHULQJ 7KH\ ZHUH VWD\LQJ LQ WKH VDPH KRWHO VR ZH NQHZ WKH\ ZHUHQ¶W FDXJKW LQ WUDIILF RU DQ\WKLQJ OLNH WKDW

2&7 $ 0

$W DP , JRW P\VHOI VRPH PRUH EUHDNIDVW 7KH WZR ODGLHV ZKR , ILUVW UHMHFWHG NHSW ORRNLQJ RYHU DW RXU WDEOH DQG ZKLVSHULQJ VRPHWKLQJ WR HDFK RWKHU , FRXOG RQO\ DVVXPH WKH\ ZHUH VD\LQJ GUHDGIXO WKLQJV DERXW XV DQG KRZ ZH ZRXOGQ¶W OHW DQ\RQH VLW QHDU XV $W DP ZH KDG ILQLVKHG RXU EUHDNIDVW 1R VLJQ RI RXU IULHQGV $V ZH KDG RQO\ MXVW PHW WKHP D IHZ GD\V EHIRUH ZH GLGQ¶W KDYH WKHLU PRELOH QXPEHUV DQG GLGQ¶W NQRZ ZKDW URRP WKH\ ZHUH LQ RU ZH ZRXOG KDYH WUDFNHG WKHP GRZQ 7KHQ LW KDSSHQHG 2QH RI WKH WZR ODGLHV FDPH RYHU WR RXU WDEOH VWDUHG DW PH DQG VDLG µ+PP 0LQGLQJ VHDWV IRU \RXU IULHQGV KH\" , GRQ¶W WUXVW \RX ¶

, JDVSHG µ%XW ,¶P WKH WUXVW ODG\ ¶ , WKRXJKW 7KDW KXUWV 7ZR ZHHNV ODWHU DQG , FDQ VWLOO VHH KHU IDFH DQG KHDU KHU ZRUGV ULQJLQJ LQ P\ HDUV µ%XW LW ZDVQ¶W P\ IDXOW ¶ , ZDQWHG WR WHOO KHU ,I , NQHZ ZKR VKH ZDV ,¶G ILQG KHU , ZDV PHHWLQJ XS ZLWK VRPH IULHQGV IRU EUHDNIDVW WKH RWKHU GD\ :H¶G DJUHHG WR PHHW DW DP LQ WKH UHVWDXUDQW LQ WKH +RWHO &RVPRV KWWS ZZZ KRWHOFRVPRV UX HKRPH KWPO ZH ZHUH DOO VWD\LQJ DW LQ 0RVFRZ ,W VWDUWHG DV µ/HW¶V PHHW DW ¶ DQG WXUQHG LQWR ZKLFK LV ODWH IRU PH IRU EUHDNIDVW EXW , WKRXJKW WKH ODWHU WKH EHWWHU IRU WKHP ± DW OHDVW ,¶G NQRZ WKH\ ZRXOG EH WKHUH RQ WLPH

MXVW WR WHOO KHU

DP VKDUS , ZDV LQ WKH UHVWDXUDQW ZLWK P\ KXVEDQG 3HWHU :H VDW DW D WDEOH IRU SHRSOH VSUHDGLQJ RXU EDJV DQG FRDWV RYHU WKH FKDLUV WR UHVHUYH WKHP 7KLV ZDV D EXV\ UHVWDXUDQW DQG SHRSOH ZRXOG MXVW ORE XS DQG VLW DW \RXU WDEOH LI LW ORRNHG OLNH LW ZDV DYDLODEOH

+RZ RIWHQ GRHV WKLV KDSSHQ LQ EXVLQHVV" ,Q IDPLOLHV" ,Q FRPPXQLWLHV"

%XW LW JRW PH WKLQNLQJ DV PDQ\ RI OLIH¶V HYHQWV GR 7KHUH¶V D GRPLQR HIIHFW WR EURNHQ SURPLVHV :H ZHUH WDNLQJ DFWLRQ DV D GLUHFW UHVXOW RI D SURPLVH PDGH WR XV :KHQ WKDW SURPLVH ZDV EURNHQ LW KDG D IORZ RQ HIIHFW WR RWKHUV WKDW ZH ZHUH HQFRXQWHULQJ DQG GHDOLQJ ZLWK

+RZ RIWHQ GRHV LW KDSSHQ LQ \RXUV"

%\ DP 3HWHU GHFLGHG WR JR DQ JHW KLV EUHDNIDVW LW ZDV EXIIHW ± VHOI VHUYLFH , GHFLGHG WR ZDLW 7ZR ODGLHV FDPH E\ DQG DVNHG LI WKH VHDWV QH[W WR XV ZHUH WDNHQ µ6RUU\ ZH¶UH PLQGLQJ WKHP IRU IULHQGV ZKR DUH MRLQLQJ XV VRRQ ¶ , VDLG ZLWK D VPLOH 7KH ODGLHV ZDQGHUHG DURXQG WKH UHVWDXUDQW DQG HYHQWXDOO\ IRXQG VRPHZKHUH HOVH WR VLW %\ DP , GHFLGHG WR JHW P\VHOI D FXS RI WHD DQG VRPHWKLQJ OLJKW EXW ,¶G ZDLW WLO RXU IULHQGV MRLXQHG XV EHIRUH , ZRXOG VHUYH XS D KRW EUHDNIDVW $W DP ZKLOH ZDWFKLQJ WKH GRRU DQG ORRNLQJ DW P\ ZDWFK ZRQGHULQJ

www.first-step-community.info

1RYHPEHU

7+,1.,1* &$36

FDQ EH H[SORUHG DW D GHHSHU DQG PRUH SHUVRQDO OHYHO 7KH VLOHQFHV WKDW RIWHQ SUHFHGH DQ ³DK KD´ PRPHQW VLW PRUH HDVLO\ EHWZHHQ WZR SHRSOH ZKR NQRZ DQG WUXVW WKH SURFHVV , KDYH H[SHULHQFHG ERWK , KDYH WZR

6XSHU 7HDFKHUV 2&7 $ 0

PHQWRUV WKDW , HQJDJH IRU GLIIHUHQW DVSHFWV RI P\ EXVLQHVV DQG RQH FRDFK IRU PRUH KROLVWLF OLIH LVVXHV , DOVR KDYH D SHHU PHQWRULQJ UHODWLRQVKLS WKDW LV UHFLSURFDO , PHQWRU KLP KH PHQWRUV PH DQG VSDQV ERWK EXVLQHVV DQG SHUVRQDO PDWWHUV %RWK RI P\ EXVLQHVV PHQWRUV UXQ ZHELQDU WKDW SURYLGH JURXS LQWHUDFWLRQ 7KLV SURYLGHV WKH EHVW RI ERWK ZRUOGV

62 :+$7¶6 1(;7"

$QG WKH JRRG QHZV LV 2&7 $ 0 *RRG LV PDJD]LQH LV LQVSLULQJ UHDGLQJ 7KHLU JRRG LV EULOOLDQW ,¶OO EHW \RX ZDQW WR JR DQG GR VRPHWKLQJ JRRG DV D UHVXOW RI UHDGLQJ DERXW WKHLU EHVW $QG , KRSH \RX GR

7RGD\ LV :RUOG 7HDFKHUV 'D\ D JRRG GD\ WR SRQGHU ZKR ZDV D VXSHU WHDFKHU LQ \RXU OLIH DQG D JRRG GD\ WR VHQG WKHP RU WKHLU PHPRU\ D µWKDQN \RX¶ DQG µJRRG RQ \RX¶ 3LHFH RI WKH 7KLQNLQJ &DSV ERRN LV WULEXWH WR WKH IRON ZKR KDYH SODQWHG JRRG VHHGV DQG LQVSLUHG WKHLU

0\ IDYRXULWHV DUH +LOOLDU\ &OLQWRQ

VWXGHQWV WR EH OLIH ORQJ ORYHUV RI OHDUQLQJ ,W LV D VSHFLDO µWKDQN \RX¶ WR 0U 'XQFDQ 0F1DE P\ *UDGH WHDFKHU DW 'RXEOHYLHZ 3ULPDU\ 6FKRRO µKH QHYHU ZRUH D FDSH RU IOHZ RYHU WDOO EXLOGLQJV EXW KH KHOSHG GHYHORS \RXQJ PLQGV DQG KH WDXJKW XV WR VRDU ¶ 6HQG D JRRG RQ \RX WR \RXU 6XSHU 7HDFKHUV

,GHR DQG WKHLU VRFLDO LPSDFW SURJUDP %XQGDQRRQ $XVWUDOLD

7KLQNLQJ &DSV LV DYDLODEOH DW ZZZ JOHQQFDSHOOL FRP

%XOOGR]LQJ FLWLHV &DVK IRU JUDVV

$11 52/)(¶6 0(1725,1* :25.6 %/2*

&RDFKLQJ &OXE 2U 2QH WR RQH"

:RPHQ DUH WKH NH\ WR GHYHORSPHQW

2&7 $ 0

7(' ;

+HUH¶V D TXHVWLRQ , UHFHQWO\ DQVZHUHG RQ /LQNHG,Q

&RZSRROLQJ &KHFN RXW WKH IXOO KHUH %H UHPDUNDEOH ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ :ULWHU DQG ,QWHUQDWLRQDO %XVLQHVV 6SHDNHU RQ KRZ GRLQJ JRRG LV JUHDW IRU EXVLQHVV

,¶P GRLQJ VRPH UHVHDUFK DQG LQWHUHVWHG WR KHDU IURP WKRVH ZKR KDYH SDUWLFLSDWHG LQ HLWKHU RU ERWK RI WKH DERYH +DYH \RX MRLQHG D FRDFKLQJ FOXE DQG KRZ GLG WKDW ZRUN IRU \RX" 2U GR \RX SUHIHU RQH RQ RQH FRDFKLQJ DQG ZK\"

GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ *URXS PHQWRULQJ RU FRDFKLQJ QHHGV VNLOIXO IDFLOLWDWLRQ $ ³KRW VHDW´ DSSURDFK ZKHUH JURXS PHPEHUV DUH SHUPLWWHG WR DVN TXHVWLRQV RI WKHLU FROOHDJXH EXW QRW RIIHU VXJJHVWLRQV SURPRWHV LQVLJKW $OWHUQDWLYHO\ H[SORUDWLRQ WR XQFRYHU NH\ LVVXHV WKHQ EUDLQVWRUPLQJ D UDQJH RI RSWLRQV LV DOVR D SRZHUIXO XVH RI WKH PDVWHUPLQG FRQFHSW ,Q ERWK DSSURDFKHV WKH UHFLSLHQW UHIOHFWV RQ WKH LQIRUPDWLRQ JHQHUDWHG DQG GHFLGHV WKHLU DFWLRQ IRU WKHPVHOI 2QH WR RQHV KDYH WKH DGYDQWDJH RI FRQILGHQWLDOLW\ ,VVXHV

www.first-step-community.info

1RYHPEHU

*,+$1 3(5(5$

1LQJ

&ROODERUDWH ,W¶V WKH 3DWK WR 6XFFHVV

7KHVH DUH DOO H[DPSOHV RI PRGHUQ WRROV WKDW KHOS SHRSOH FROODERUDWH $QG DOO DUH DYDLODEOH WR ³QRUPDO´ SHRSOH ZLWKRXW DQ\ SDUWLFXODU WHFKQLFDO VNLOOV

2&7 $ 0 $UH <28 FROODERUDWLQJ ZLWK RWKHUV" *RRJOH UHFHQWO\ UHOHDVHG D QHZ SLHFH RI VRIWZDUH FDOOHG ³*RRJOH :DYH´ ,W KDVQ¶W UHFHLYHG D ORW RI SRSXODU SUHVV DWWHQWLRQ SHUKDSV EHFDXVH LW¶V QRW DERXW VRFLDO PHGLD OLNH )DFHERRN RU 7ZLWWHU DQG WKRVH WKLQJV DUH VWLOO ³IODYRXU RI WKH \HDU´

7KLV LV QRW DERXW WKH WRROV DQG WKH WHFKQRORJ\ 6XUH WKH WRROV DUH QHFHVVDU\ WR PDNH WKH FROODERUDWLRQ HDVLHU %XW LW¶V ILUVW DERXW \RXU PLQGVHW

%XW LQ LWV ZD\ LW¶V IDU PRUH SRZHUIXO :K\" %HFDXVH LW KHOSV SHRSOH ZRUN WRJHWKHU

$UH \RX DFWLYHO\ VHHNLQJ ZD\V WR FROODERUDWH" ,W UHDOO\ LV WKH ZD\ RI WKH IXWXUH VR LI \RX¶UH QRW GRLQJ LW \RX¶UH IDOOLQJ EHKLQG

,Q RWKHU ZRUGV LW KHOSV \RX WR FROODERUDWH

+HUH DUH VRPH TXHVWLRQV WR JHW \RX VWDUWHG

<RX PLJKW QRW KDYH QRWLFHG LW EXW FROODERUDWLRQ LV DQ LPSRUWDQW WUHQG WRGD\ HYHQ LI \RX¶UH D RQH SHUVRQ EXVLQHVV ZKR PDNHV D OLYLQJ WHOOLQJ RWKHU SHRSOH ZKDW WR GR

:KLFK FROOHDJXHV RWKHU H[SHUWV FDQ \RX FROODERUDWH ZLWK HDVLO\ WR EULQJ PRUH YDOXH WR \RXU FOLHQWV DQG DXGLHQFHV" +RZ FDQ \RX HQOLVW \RXU DXGLHQFHV LQ PDNLQJ \RXU QH[W SUHVHQWDWLRQ HYHQ PRUH HIIHFWLYH" 2QH REYLRXV ZD\ LV WR VXUYH\ WKHP EHIRUH \RXU SUHVHQWDWLRQ 7KDW¶V VWLOO HIIHFWLYH EXW ZKDW¶V DQRWKHU ZD\"

)RU H[DPSOH ‡ <RX FDQ FROODERUDWH PRUH ZLWK FOLHQWV ZKHQ FXVWRPLVLQJ D SUHVHQWDWLRQ WR VXLW WKHLU QHHGV

:KDW FROODERUDWLRQ WHFKQRORJ\ DUH \RX QRW XVLQJ \HW EXW FRXOG ‡ <RX LQYLWH FROOHDJXHV WR EH JXHVW SUHVHQWHUV IRU PHPEHUV RI \RXU PHPEHUVKLS VLWH

PDNH D VLJQLILFDQW GLIIHUHQFH LI \RX GR VWDUW XVLQJ LW"

‡ ,¶P VHHLQJ PRUH H[DPSOHV RI WZR RU WKUHH H[SHUWV FROODERUDWLQJ RQ ERRNV VR UHDGHUV JHW WKH YDOXH RI WKHLU FRPELQHG H[SHUWLVH

*$5< 5<$1¶6 %/2*

‡ 0RUH VXFFHVVIXO SRGFDVWV DUH QRZ GRQH DV LQWHUYLHZV RU ZLWK PXOWLSOH SUHVHQWHUV UDWKHU WKDQ MXVW RQH SHUVRQ WDONLQJ LQWR D PLFURSKRQH

:D\V 7R *HW )LUHG )RU %XLOGLQJ <RXU 3HUVRQDO %UDQG 2&7 $ 0

‡ (YHQ DXGLHQFHV DUH H[SHFWLQJ PRUH FROODERUDWLRQ GXULQJ \RXU SUHVHQWDWLRQ DV P\ IULHQG $OLFLD &XUWLV SRLQWV RXW

,W VHHPV WKDW DV VRFLDO QHWZRUNLQJ FRQWLQXHV WR JURZ DW DQ H[SRQHQWLDO UDWH WKH PLVWDNHV WKDW SHRSOH DUH PDNLQJ LQ WKH ZD\ WKDW WKH\ XVH VRFLDO QHWZRUN VLWHV DUH DOVR LQFUHDVLQJ H[SRQHQWLDOO\ ,W VHHPV WKDW PDQ\ SHRSOH IRUJHW WKDW ZKHQ WKH\ SRVW VRPHWKLQJ DQ\WKLQJ WR D VRFLDO QHWZRUNLQJ VLWH LW EHFRPHV SXEOLF SURSHUW\ , PXVW DGPLW WKDW WKH SKRWRV WKDW , KDYH VHHQ RQ YDULRXV SHRSOH¶V )DFHERRN VLWHV KDYH FDXVHG PH WR VKXGGHU ZKDW DUH WKH\ WKLQNLQJ"

7KHVH DUH QRW LVRODWHG H[DPSOHV 7KH ,QWHUQHW PDNHV LW HDVLHU IRU SHRSOH WR FROODERUDWH (YHQ LI WKRVH SHRSOH OLYH LQ GLIIHUHQW WLPH ]RQHV GLIIHUHQW FRXQWULHV GLIIHUHQW FXOWXUHV DQG OLYH YHU\ GLIIHUHQW OLYHV 7KH\ FDQ VWLOO FRPH WRJHWKHU HDVLO\ DQG HIIHFWLYHO\ FHUWDLQO\ IDU HDVLHU WKDQ HYHU EHIRUH

,W LVQ¶W KDUG IRU D SURVSHFWLYH HPSOR\HU WR JR LQWR )DFHERRN /LQNHG,Q 7ZLWWHU HWF DQG GR D VHDUFK RQ \RX ,I \RX WKLQN WKDW \RXU SXEOLF FRQWHQW RQ WKRVH VLWHV ZRQ¶W DIIHFW \RXU MRE SURVSHFWV WKLQN DJDLQ

:HELQDUV 7HOHVHPLQDUV &RQIHUHQFH FDOOV )DFHERRN /LQNHG,Q 6N\SH 2Q OLQH IRUXPV *RRJOH 'RFV (ODQFH

7KH OLQNHG EORJ E\ 'DQ 6FKDZEHO WLWOHG µ :D\V 7R *HW )LUHG )RU %XLOGLQJ <RXU 3HUVRQDO %UDQGµ LV YHU\ SRZHUIXO ZDUQLQJ WKHUH DUH RQH RU WZR VZHDU ZRUGV LQFOXGHG LQ WKLV SDUWLFXODU DUWLFOH LQFOXGHG LQ H[DPSOHV IURP VRPH LQDSSURSULDWH XVH RI VRFLDO QHWZRUNLQJ VLWHV DQG LV ZRUWK WKH UHDG

www.first-step-community.info

1RYHPEHU

,W LV FULWLFDO WR UHPHPEHU WR FRQVWDQWO\ DVN \RXUVHOI ³:KDW PHVVDJH LV P\ VRFLDO QHWZRUN FRQWULEXWLRQV VHQGLQJ WR SHRSOH ZKR GR QRW NQRZ PH"´ :LWKRXW UHDOLVLQJ LW \RXU WZHHWV SKRWRV DQG EORJV FRXOG EH

*,+$1 3(5(5$

3URIHVVLRQDO 6SHDNHUV $ 3URWHFWHG 6SHFLHV )DVW %HFRPLQJ DQ (QGDQJHUHG 6SHFLHV

VHQGLQJ WKH PHVVDJH WKDW DOO \RXU FDUH DERXW LV VRFLDOLVLQJ DQG GRLQJ DQ\WKLQJ EXW ZRUN ,V WKDW UHDOO\ D SXEOLF SURILOH WKDW \RX ZDQW WR FUHDWH" 7KH ILQDO PHVVDJH LQ WKH DWWDFKHG DUWLFOH DVNV XV DOO WR WKLQN EHIRUH SXEOLVKLQJ PDWHULDO RQ VRFLDO QHWZRUN VLWHV ,W LV JRRG DGYLFH

2&7 3 0 6+$5211( 3+,//,36 /DVW ZHHN , DWWHQGHG 0DWW &KXUFK¶V H[FHOOHQW WZR GD\ ³6SHHFK %XLOGLQJ %RRW &DPS´ ZKHUH 0DWW ODLG RXW D VWHS SURFHVV IRU FUDIWLQJ D SRZHUIXO SUHVHQWDWLRQ

/DXJKWHU LQ VXUSULVLQJ SODFHV 2&7 3 0

,W ZDV VR PHWKRGLFDO DQG ORJLFDO WKDW LW JRW PH WKLQNLQJ ³*HH DQ\ERG\ FDQ SUHVHQW D EULOOLDQW VSHHFK XVLQJ WKLV PHWKRG ´ %XW WKDW¶V QRW WUXH 7KH SURFHVV ZDV IRU ZULWLQJ D VSHHFK QRW IRU GHOLYHULQJ LW :KHQ LW FRPHV WR GHOLYHU\ \RX QHHG RWKHU VNLOOV 'LIIHUHQW VNLOOV 6NLOOV WKDW PRVW SHRSOH LQ WKH ZRUOG GRQ¶W KDYH :H¶UH OXFN\ DV SURIHVVLRQDO SUHVHQWHUV EHFDXVH ZH GR HDVLO\ ZKDW PRVW SHRSOH DUH VFDUHG WR GHDWK WR GR 6WDQG XS DQG VSHDN LQ IURQW RI D JURXS (YHQ WKRXJK RWKHU SHRSOH PLJKW KDYH EHWWHU LGHDV RU EH PRUH SDVVLRQDWH DERXW VRPHWKLQJ RU FDQ ZULWH PRUH JRRGO\ WKDQ ZH FDQ PRVW RI WKHP FDQ¶W SUHVHQW LW ZHOO , UHFHLYHG WKLV OLQN LQ DQ HPDLO IURP WKH )ULHQGV RI +LV +ROLQHVV WKH 'DODL /DPD LQ $XVWUDOLD ++ WKH 'DODL /DPD LV WHDFKLQJ D QXPEHU RI SURJUDPV LQ 6\GQH\ 0HOERXUQH DQG +REDUW LQ HDUO\ 'HFHPEHU 7KLV FOLS LV GHOLJKWIXO DQG , MXVW ZDQWHG WR VKDUH LW

,W FRPHV QDWXUDOO\ WR XV DIWHU \HDUV RI KDUG ZRUN RI FRXUVH DQG LW JLYHV XV D %,* DGYDQWDJH 8QWLO QRZ 7KH ,QWHUQHW KDV FKDQJHG DOO WKDW

(QMR\ WKH ODXJKWHU DQG FOLFN KHUH :H VWLOO KDYH WKDW DGYDQWDJH RYHU PRVW SHRSOH EXW LW¶V EHFRPLQJ OHVV DQG OHVV UHOHYDQW :K\" %HFDXVH WKH\ KDYH RWKHU ZD\V RI JHWWLQJ WKHLU PHVVDJH DFURVV WR SHRSOH 7DNH 1DWDOLH 7UDQ IRU H[DPSOH $XVWUDOLD¶V PRVW ZDWFKHG <RX7XEH XVHU

www.first-step-community.info

1RYHPEHU

,I \RX¶UH QRW \HW UHDG\ WR FUHDWH RQ OLQH YLGHR WKH ZD\ 1DWDOLH 7UDQ GRHV IDLU HQRXJK %XW ZK\ VWRS DW YLGHR DV WKH RQO\ ZD\ WR SUHVHQW LQIRUPDWLRQ YLVXDOO\ RQ WKH ,QWHUQHW" 7KHUH DUH RWKHU ZD\V DV ZHOO DQG VRPH RI WKHP DUH MXVW DV LPSUHVVLYH DQG VRPHWLPHV HYHQ PRUH LPSUHVVLYH WKDQ MXVW D YLGHR 3RZHU3RLQW VFUHHQ FDSWXUH YLGHRV PLQG PDSV YLVXDO WLPH OLQHV LQWHUDFWLYH JUDSKV DQG FKDUWV DQG PRUH

:KHQHYHU VKH SXEOLVKHV D YLGHR VKH JHWV RYHU KDOI D PLOOLRQ KLWV VRPHWLPHV RYHU D PLOOLRQ 7KLV LV P\ IDYRXULWH E\ WKH ZD\ 6KH GRHVQ¶W GR LW IRU PRQH\ ,Q IDFW VKH WXUQV GRZQ DGYHUWLVLQJ DQG VSRQVRUVKLS RIIHUV 6KH GRHV LW EHFDXVH VKH KDV VRPHWKLQJ WR VD\ DQG VKH¶V IRXQG DQ DXGLHQFH RQ OLQH

,¶P GRLQJ D ZHELQDU DERXW WKLV WHFKQRORJ\ QH[W PRQWK ,I \RX¶UH D PHPEHU RI WKH )LUVW 6WHS &RPPXQLW\ WKLV LV LQFOXGHG DV SDUW RI \RXU PHPEHUVKLS UHJLVWHU IRU WKH ZHELQDU KHUH

,¶YH QHYHU VHHQ 1DWDOLH 7UDQ PDNH D OLYH SUHVHQWDWLRQ VR , GRQ¶W NQRZ ZKHWKHU RU QRW VKH¶V D JRRG SUHVHQWHU %XW ZKR FDUHV" 6KH¶V IRXQG D GLIIHUHQW GHOLYHU\ VW\OH DQG VKH¶V D VWDU

,¶YH GHFLGHG WR RSHQ WKLV ZHELQDU WR QRQ PHPEHUV DV ZHOO 6R LI \RX¶UH QRW D PHPEHU UHJLVWHU IRU WKH ZHELQDU KHUH

:KDW DERXW <28" 0$77 &+85&+

$UH \RX HPEUDFLQJ WKH QHZ RSSRUWXQLWLHV WKH ,QWHUQHW EULQJV \RX IRU GHOLYHULQJ \RXU PDWHULDO" 7KLV LV QRW MXVW DERXW XVLQJ WKH ,QWHUQHW DV D

$UH \RX WKH SLJHRQ RU WKH VWDWXH"

PDUNHWLQJ WRRO LW¶V DOVR DERXW XVLQJ LW DV D GHOLYHU\ WRRO +HUH DUH VRPH H[DPSOHV

2&7 $ 0 ‡ 2Q OLQH YLGHR OLNH 1DWDOLH 7UDQ

, ORYH WKH VD\LQJ WKDW VRPH GD\V \RX¶UH WKH VWDWXH DQG VRPH GD\V \RX¶UH WKH SLJHRQ , VHH WKLV DV WKH WUXWK DERXW LQVSLUDWLRQ 7KLV ZDV EURXJKW KRPH WR PH WKH RWKHU GD\ RQ D FDOO ZLWK D IULHQG +H PHQWLRQHG WKDW D FHUWDLQ JURXS KH ZDV LQYROYHG LQ ZDV QR ORQJHU LQVSLULQJ KLP , QRW WRR JHQWO\ VKDUHG WKLV SLJHRQ DQG VWDWXH SULQFLSOH 6RPH GD\V , DP LQVSLUHG

‡ &UHDWLQJ RQ OLQH 3RZHU3RLQW DQG .H\QRWH SUHVHQWDWLRQV ‡ &RQYHUWLQJ \RXU PDWHULDO LQWR L3KRQH DSSOLFDWLRQV ‡ &RQGXFWLQJ ZHELQDUV

E\ WKH FRPSDQ\ , NHHS DQG VRPHWLPHV LW¶V

‡ 8VLQJ RQ OLQH IRUXPV DQG FKDW URRPV WR IDFLOLWDWH GLVFXVVLRQV ‡ 'HOLYHULQJ DXGLR DQG YLGHR QRW MXVW WH[W H FRXUVHV ,I \RX¶UH UHVLVWLQJ WKHP ,¶P ZRUULHG IRU \RX , UHDOO\ DP 7KH ,QWHUQHW LVQ¶W JRLQJ DZD\ 2XU VWDWXV DV D SURWHFWHG VSHFLHV LV UDSLGO\ GZLQGOLQJ 'R QRWKLQJ DQG \RX¶OO EH DQ HQGDQJHUHG VSHFLHV LQVWHDG :HELQDU :HGQHVGD\ WK 1RYHPEHU &UHDWH +LJK 4XDOLW\ 2Q /LQH 9LVXDOV :LWKRXW 9LGHR

www.first-step-community.info

1RYHPEHU

62 :+$7¶6 1(;7"

5DLVH \RXU SURILOH WKURXJK WKRXJKW OHDGHUVKLS 2&7 $ 0 $W MXVW DERXW HYHU\ FRQIHUHQFH DQG PHHWLQJ , KDYH SUHVHQWHG DW WKLV \HDU WKH VXEMHFW RI WKRXJKW OHDGHUVKLS KDV EHHQ RQ WKH DJHQGD $QG ULJKWO\ VR , WKRXJKW \RX ZRXOG HQMR\ WKLV DUWLFOH E\ P\ IULHQG 6KHOOH\ 'XQVWRQH DV LQVSLUDWLRQ WR LPSURYH \RXU WKRXJKW OHDGHUVKLS %H UHPDUNDEOH ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ :ULWHU DQG ,QWHUQDWLRQDO %XVLQHVV 6SHDNHU RQ KRZ GRLQJ JRRG LV JUHDW

$W D SDFNHG HYHQW DW WKH /RZ\ ,QVWLWXWH WKH RWKHU HYHQLQJ , KHDUG 'U ,DQ 0F)DUODQH SDVW *RYHUQRU RI WKH 5HVHUYH %DQN DQG 3URI 5RVV *DUQDXW

IRU EXVLQHVV

DXWKRU RI WKH *DUQDXW &OLPDWH &KDQJH 5HYLHZ WU\ WR H[SODLQ WKH HFRQRPLF PDFKLQDWLRQV WKDW OHG WR WKH *)& 7KH\ ERWK DGPLWWHG WR EHLQJ FDXJKW RII JXDUG E\ WKH VSHHG DQG GHSWK RI WKH ³JUHDW FUDVK RI ´ ,Q 5RVV¶V ERRN RI WKH VDPH QDPH KH WUDFHV WKH HDUOLHVW VLJQ WR WKH FROODSVH RI D 86 PRUWJDJH RULJLQDWRU FDOOHG 0HULW )LQDQFLDO LQ 0D\ 7KH FRPSDQ\ ZDV RZQHG E\ D IRUPHU IRRWEDOO VWDU DQG UDQ XS PRUH WKDW ELOOLRQ RI PRUWJDJHV RYHU \HDUV VSHFLDOL]LQJ LQ FOLHQWV ZLWK D EDG FUHGLW KLVWRU\ 0DQ\ RI WKH ORDQ RIILFHUV ZHUH H[ IRRWEDOOHUV RQH DQ H[ +RRWHUV JLUO 7KHLU WUDLQLQJ FRQVLVWHG RI D VWHS SURJUDP ODVWLQJ DQ KRXU

GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ

*$5< 5<$1¶6 %/2*

&RQYHUVDWLRQV 7KDW 0DWWHU 2&7 3 0

, ERXJKW WKH ERRN DQG DVNHG 5RVV WR VLJQ LW IRU PH , WROG KLP , ZDV D SV\FKRORJLVW ZLWK DQ LQWHUHVW LQ EHKDYLRXUDO HFRQRPLFV +H ZURWH ³LW KDV WDNHQ WRR ORQJ IRU PH WR JLYH LW WKH LPSRUWDQFH LW GHVHUYHV EXW 6KLOOHU¶V SHUVSHFWLYH LV FHUWDLQO\ SDUW RI WKH VWRU\´ EHKDYLRXUDO HFRQRPLVW %RE

$ PDMRU SUREOHP IDFLQJ SHRSOH OHDGLQJ ODUJH WHDPV LV ³+RZ GR , WUXO\ HQJDJH WKH SHRSOH , OHDG ZLWK WKH GLUHFWLRQ WKDW ZH DUH KHDGLQJ"´ +RVWLQJ D &RQYHUVDWLRQ 7KDW 0DWWHUV FDQ VLJQLILFQDWO\ HQKDQFH D WHDP¶V VHQVH RI VKDUHG GLUHFWLRQ DQG UHVSRQVLELOLW\ IRU ZKHUH LW LV KHDGLQJ ,Q WKLV HSLVRGH *DU\ H[SODLQV WKH NH\ IHDWXUHV RI D &RQYHUVDWLRQ 7KDW 0DWWHUV DQG VKDUHV KLV H[SHULHQFH RI SDUWLFLSDWLQJ LQ D FRQYHUVDWLRQ ZLWK RYHU SHRSOH

6KLOOHU LV WKH EHVW VHOOLQJ DXWKRU RI ³,UUDWLRQDO ([XEHUDQFH´

*$5< 5<$1¶6 %/2*

7KH *UHDW &UDVK RI

&RPPXQLFDWH ,PSRUWDQW 0HVVDJHV (IIHFWLYHO\

2&7 3 0

2&7 $ 0

3(7(5 :(%%¶6 ³:,6'20 &,5&/(´

%DVHG XSRQ D W\SLFDO ZRUNSODFH VFHQDULR *DU\ GHVFULEHV WKH FKDOOHQJHV DVVRFLDWHG ZLWK XVLQJ D VLQJOH FKDQQHO RI FRPPXQLFDWLRQ (PDLO LQ SDUWLFXODU LV RIWHQ XVHG LQHIIHFWLYHO\ LQ WKH ZRUNSODFH 6WUDWHJLHV DUH SURYLGHG WR KHOS \RX WR LPSURYH \RXU HIIHFWLYHQHVV ZKHQ FRPPXQLFDWLQJ LPSRUWDQW ZRUN EDVHG PHVVDJHV

³+RZ DUH WKLQJV JRLQJ´ DVNHG +X\ ³1RW VR ZHOO´ UHSOLHG -XDQLWD ³:KDW¶V XS"´

www.first-step-community.info

1RYHPEHU

³2K P\ ERVV DVNHG PH IRU WKLV UHSRUW ODWH RQ 0RQGD\ 6R , VWD\HG EDFN WR FRPSOHWH LW DQG HPDLOHG LW WR KHU VWUDLJKW DZD\ ,W¶V QRZ )ULGD\ DQG , KDYHQ¶W KHDUG DQ\WKLQJ EDFN IURP KHU 2EYLRXVO\ , GLG D EDG MRE EXW , GRQ¶W NQRZ ZKDW ,¶YH GRQH ZURQJ QRU ZKDW WR GR DERXW LW ´

UHFLSLHQW V RI WKH HPDLO ‡ 7KH UHFLSLHQW V ZLOO UHFHLYH DQG RSHQ P\ HPDLO LPPHGLDWHO\ EHFDXVH P\ HPDLO LV YHU\ LPSRUWDQW WR WKHP ‡ 1RW RQO\ ZLOO WKH UHFLSLHQW V XQGHUVWDQG ZKDW , KDYH VHQW WR WKHP WKH\ ZLOO XQGHUVWDQG LW LQ H[DFWO\ WKH VDPH ZD\ WKDW , LQWHQGHG P\ HPDLO WR EH LQWHUSUHWHG ‡ 2QFH XQGHUVWRRG ZKLFK RI FRXUVH LW ZLOO EH WKH UHFLSLHQW V RI P\ HPDLO ZLOO WDNH LPPHGLDWH DFWLRQ DV D UHVXOW RI P\ HPDLO ‡ 7KH UHFLSLHQWV RI P\ HPDLO ZLOO EH WKDQNIXO WKDW , VHQW LW WR WKHP DQG ZLOO UHVSRQG DFFRUGLQJO\

,PDJLQH LI \RX ZHUH -XDQLWD +DYH \RX HYHU MXPSHG WR D VLPLODU FRQFOXVLRQ EHIRUH" VHH 7KH 'DQJHU RI -XPSLQJ WR &RQFOXVLRQV DQG D WRRO WKDW FDQ KHOS ,Q WKLV VFHQDULR LW LV OLNHO\ WKDW -XDQLWD ZLOO VSHQG D ORW RI WLPH ZRUU\LQJ DERXW KHU ERVV¶V UHDFWLRQ WR KHU HPDLO 7KLV LV OLNHO\ WR GLVWUDFW KHU IURP IRFXVLQJ RQ KHU ZRUN ZKLFK FRXOG UHGXFH WKH TXDOLW\ RI KHU ZRUN 7KLV FRXOG WKHQ OHDG WR PRUH ZRUU\LQJ DERXW KHU ZRUN ZKLFK FRXOG RYHU WLPH OHDG WR ORZHU DQG ORZHU SHUIRUPDQFH ,Q PDQ\ ZD\V -XDQLWD FRXOG FUHDWH WKH YHU\ RXWFRPH WKDW VKH GRHVQ¶W ZDQW L H KHU ERVV VHHLQJ KHU DV D ORZ SHUIRUPHU

:KLOH WKHVH YLHZV DUH XQGHUVWDQGDEOH DIWHU DOO HDFK RI XV SXWV D ORW LQWR WKH ZRUN WKDW ZH VHQG RXW WKH\ DUH IDLUO\ LUUDWLRQDO 3HRSOH GRQ¶W VLW DURXQG ZDLWLQJ IRU RXU HPDLOV WR DUULYH MXVW OLNH ZH GRQ¶W VLW DURXQG DW ZRUN ZDLWLQJ IRU RWKHU SHRSOH¶V HPDLOV WR DUULYH *HQHUDOO\ VSHDNLQJ ZH DUH DOO WRR EXV\ WR EH VLWWLQJ DURXQG ZDLWLQJ IRU RWKHU SHRSOH¶V HPDLOV

7KHUH DUH PDQ\ ZD\V WR PDQDJH WKLV VFHQDULR DIWHU WKH HYHQW %XW WKDW LV QRW WKH IRFXV RI WKLV DUWLFOH 7KH IRFXV RI WKLV DUWLFOH LV DERXW ZKDW -XDQLWD FRXOG KDYH GRQH LQ WKH ILUVW SODFH WR HQVXUH WKDW KHU PHVVDJH WR KHU ERVV

3OHDVH QRWH WKDW , DP QRW VD\LQJ WKDW ZH VKRXOGQ¶W VHQG HPDLOV 4XLWH WKH

KDG EHHQ UHFHLYHG WKHUHIRUH UHGXFLQJ KHU FRQFHUQ DQG ZRUU\ WKDW RFFXUUHG LQ WKH VFHQDULR DERYH

FRQWUDU\ (PDLO LV D YHU\ LPSRUWDQW IRUP RI FRPPXQLFDWLRQ +RZHYHU MXVW EHFDXVH ZH VHQW LW GRHVQ¶W PHDQ WKDW LW

&RPPXQLFDWLRQ FKDQQHOV 7RR RIWHQ SHRSOH UHO\ RQ D VLQJOH µFKDQQHO¶ RI FRPPXQLFDWLRQ ZKHQ VHQGLQJ DQ LPSRUWDQW PHVVDJH &RPPXQLFDWLRQ FKDQQHOV DUH WKH YDULRXV IRUPV RI FRPPXQLFDWLRQ WKDW ZH XVH WR VHQG PHVVDJHV DQG LQFOXGH EXW DUH QRW OLPLWHG WR

‡ $UULYHG DW LWV LQWHQGHG GHVWLQDWLRQ ‡ :DV UHFHLYHG DQG IXOO\ XQGHUVWRRG E\ LWV UHFLSLHQW V

‡ 7KH UHFLSLHQW V KDG WKH WLPH DQG FDSDFLW\ WR WDNH DFWLRQ RQ WKH HPDLO ‡ (WF HWF HWF +DYLQJ HVWDEOLVKHG WKDW D VLQJOH FKDQQHO RI FRPPXQLFDWLRQ PD\ QRW EH HIIHFWLYH IRU LPSRUWDQW PHVVDJHV FRQVLGHU WKLV LVVXH XS WR RI WKH ZULWWHQ ZRUG KDV LWV PHDQLQJ LQWHUSUHWHG LQ D GLIIHUHQW ZD\ WKDQ LQWHQGHG E\ WKH VHQGHU RI WKH PHVVDJH 7KLV LV NQRZQ DV D IRUP RI µQRLVH¶ (DFK RI XV XVHV ILOWHUV DQG RWKHU PHFKDQLVPV VXFK DV RXU PHQWDO

‡ )DFH WR IDFH FRQYHUVDWLRQV ‡ 0HHWLQJV ‡ 3UHVHQWDWLRQV ‡ 7HOHSKRQH ODQGOLQH DQG PRELOH

‡ 7HOHYLVLRQ ‡ 6N\SH DQG RWKHU YRLFH RYHU LQWHUQHW SURWRFROV 92,3V

‡ 7H[W PHVVDJLQJ ‡ ,QWUDQHW VHUYLFHV ‡ (PDLO ‡ 0HPRV ‡ /HWWHUV VQDLO PDLO

‡ :KLWHERDUGV EODFNERDUGV ‡ %URFKXUHV IO\HUV ‡ 7ZLWWHU HWF HWF HWF

PRGHOV VHH 7KH ,PSRUWDQFH RI 5DLVLQJ $ZDUHQHVV RI RXU 0HQWDO 0RGHOV

WR LQWHUSUHW WKH PHVVDJHV WKDW DUH VHQW WR XV :LWK ZULWWHQ IRUPV RI FRPPXQLFDWLRQ LW LV YHU\ HDV\ IRU XV WR OLVWHQ WR RXU µRZQ¶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¶W ZRUWK VHQGLQJ VXFK SRWHQWLDOO\ GDPDJLQJ HPDLOV )LQG D PRUH DSSURSULDWH FKDQQHO WR FRPPXQLFDWH VXFK PHVVDJHV

7KHUH DUH PDQ\ PDQ\ FKDQQHOV RI FRPPXQLFDWLRQ ,Q -XDQLWD¶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µVHQG¶ IRU WKHLU HPDLOV

:KLOH PDQ\ SHRSOH QRZ VD\ ³<HDK , NQRZ WKDW , VKRXOGQ¶W VHQG HPRWLRQDOO\ µFKDUJHG¶ HPDLOV DQG \HV , NQRZ WKDW , VKRXOG FRPSRVH P\ HPDLOV XVLQJ FRUUHFW JUDPPDU DQG VSHOOLQJ ´ D UHFHQW VWXG\ KLJKOLJKWHG WKDW D OLWWOH XQGHU RI HPSOR\HHV KDG H[SHULHQFHG SUREOHPV EHFDXVH RI PLV LQWHUSUHWLQJ PHVVDJHV VHQW YLD HPDLO ,W UHDOO\ LV ZRUWK DVNLQJ \RXUVHOI ³,V HPDLO WKH PRVW HIIHFWLYH ZD\ RI VHQGLQJ WKLV PHVVDJH" ,I LW LV ZKDW RWKHU FRPPXQLFDWLRQ FKDQQHOV VKRXOG , DOVR XVH WR HQVXUH WKDW P\ PHVVDJH LV SURSHUO\ XQGHUVWRRG"´

‡ $V VRRQ DV , SUHVV µVHQG¶ P\ HPDLO ZLOO EH UHFHLYHG E\ WKH LQWHQGHG

www.first-step-community.info

1RYHPEHU

0LVWDNH &DVWLQJ \RXU QHW WRR ZLGH 5HYLHZLQJ -XDQLWD¶V VFHQDULR VKH SUREDEO\ VKRXOG KDYH IROORZHG XS KHU HPDLO ZLWK D TXLFN SKRQH FDOO WR DW OHDYH D PHVVDJH WKDW WKH HPDLO KDG EHHQ VHQW ,Q ERWK WKH HPDLO DQG WKH WHOHSKRQH PHVVDJH -XDQLWD FRXOG

$V D UXOH WKH PRUH QDUURZO\ \RX GHILQH \RXU PDUNHW WKH PRUH YDOXDEOH \RXU H OHDUQLQJ SURJUDPV ZLOO EH 8QIRUWXQDWHO\ LW¶V WHPSWLQJ WR GR WKH

KDYH LQFOXGHG D VKRUW µFDOO WR DFWLRQ¶ UHTXHVWLQJ KHU ERVV OHW KHU NQRZ WKH UHSRUW KDG EHHQ UHFHLYHG :K\" %HFDXVH -XDQLWD ZRXOG H[SODLQ LQ KHU VKRUW PHVVDJH WKDW GXH WR WKH LPSRUWDQFH RI WKH UHSRUW LW ZRXOG EH SHUWLQHQW WR HQVXUH WKDW LW KDG QRW RQO\ EHHQ UHFHLYHG EXW LQFOXGHG DOO WKH FRUUHFW LQIRUPDWLRQ

H[DFW RSSRVLWH DQG FUHDWH VRPHWKLQJ WKDW ³HYHU\ERG\ QHHGV´ 7KH WURXEOH LV ZKHQ LW¶V DLPHG DW HYHU\ERG\ LW¶V YDOXDEOH WR QRERG\ 6R DLP IRU D QLFKH PDUNHW DQG PDNH WKDW QLFKH DV VPDOO DV SRVVLEOH ,¶P QRW VD\LQJ \RX VKRXOG GHILQH \RXU PDUNHW DV VD\ *HUPDQ SRSHV RI WKH VW FHQWXU\ %XW LI \RX¶UH QRW VXUH LW¶V EHWWHU WR HUU RQ WKH VLGH RI D QDUURZHU QLFKH WKDQ D ODUJHU PDUNHW

:KHQ JLYHQ WKH UHTXHVW E\ KHU ERVV LQ WKH ILUVW LQVWDQFH -XDQLWD FRXOG KDYH VDLG VRPHWKLQJ OLNH ³<HV ,¶OO JHW RQWR WR WKDW VWUDLJKW DZD\ DQG ,¶OO VHQG WKH FRPSOHWHG UHSRUW WR \RX WRQLJKW ,¶OO DOVR IROORZ XS ZLWK \RX ILUVW WKLQJ LQ WKH PRUQLQJ WR HQVXUH WKDW WKH UHSRUW KDV EHHQ UHFHLYHG DQG LV H[DFWO\ ZKDW \RX ZDQW , FDQ DOVR SURYLGH D FRS\ RQ D 86% VWLFN DQG OHDYH LW RQ \RXU GHVN LI \RX OLNH ´

0LVWDNH 1RW GRLQJ HQRXJK :KHQ , ILUVW VWDUWHG KHOSLQJ FOLHQWV ZLWK H OHDUQLQJ SURJUDPV \HDUV DJR WKH\ ZHUH QHZ DQG QRYHO DQG MXVW KDYLQJ DQ H OHDUQLQJ SURJUDP ZDV D VLJQLILFDQW VHOOLQJ SRLQW ,Q WKRVH GD\V \RX FRXOG JHW DZD\ ZLWK MXVW VHQGLQJ DQ RQ OLQH FRXUVH E\ H PDLO ZLWK MXVW SODLQ WH[W

8VLQJ PXOWLSOH IRUPV RI FRPPXQLFDWLRQ LQFUHDVHV WKH FKDQFHV WKDW LPSRUWDQW LQIRUPDWLRQ ZLOO EH HIIHFWLYHO\ FRPPXQLFDWHG $V WKLV DUWLFOH LOOXVWUDWHV PDQ\ PDQ\ SUREOHPV DULVH ZKHQ LPSRUWDQW PHVVDJHV DUH PLV FRPPXQLFDWHG 7KHUHIRUH ZKHQ \RX QH[W KDYH DQ LPSRUWDQW PHVVDJH WR FRPPXQLFDWH FRQVLGHU WKH PRVW DSSURSULDWH FKDQQHOV WKDW \RX FRXOG XVH WR FRPPXQLFDWH \RXU PHVVDJH DV ZHOO DV FRQVLGHULQJ KRZ \RX PLJKW SUR DFWLYHO\ XVH WKRVH FKDQQHOV WR FRPPXQLFDWH \RXU PHVVDJH

1RZ FOLHQWV DQG SDUWLFLSDQWV H[SHFW PXFK PRUH $ VLQJOH H FRXUVH ZHELQDU RU H ERRN GRHVQ¶W JLYH \RX ³DQ H OHDUQLQJ SURJUDP´ <RX QHHG PRUH PXFK PRUH 0LVWDNH 7RR PXFK VL]]OH QRW HQRXJK VWHDN 3HRSOH WDNH SDUW LQ H OHDUQLQJ SURJUDPV WR OHDUQ

*,+$1 3(5(5$

6RXQGV REYLRXV ULJKW" 1RW VR IDVW 7KLV LVQ¶W DOZD\V WKH FDVH LQ IDFH WR IDFH SUHVHQWDWLRQV )RU H[DPSOH D NH\QRWH PLJKW EH MXVW WR HQWHUWDLQ LQVSLUH RU HQHUJLVH

6HYHQ )DWDO 0LVWDNHV :LWK $GGLQJ ( /HDUQLQJ 7R <RXU %XVLQHVV

7KLV LVQ¶W WUXH IRU H OHDUQLQJ SURJUDPV <RX FDQ¶W JHW E\ ZLWK MXVW SUHWW\ SLFWXUHV DQG ORZ YDOXH FRQWHQW

2&7 $ 0

0LVWDNH 1RW WDNLQJ LW VHULRXVO\ HQRXJK

,Q WKH ZHELQDU , GLG ODVW PRQWK DERXW ZHELQDUV LW ZDV FOHDU WR PH MXVW KRZ PDQ\ SHRSOH DUH H[FLWHG DERXW WKH RSSRUWXQLWLHV DYDLODEOH WR LQIRSUHQHXUV ZKR DGG RQ OLQH OHDUQLQJ RU ³H OHDUQLQJ´ WR WKHLU VHUYLFH PL[

,W¶V GLIILFXOW WR FUHDWH DQ HIIHFWLYH H OHDUQLQJ SURJUDP RQ ZHHNHQGV WHD EUHDNV DQG ZKLOH ZDLWLQJ IRU WD[LV <RX UHDOO\ GR QHHG WR SODQ LW RXW FDUHIXOO\ 2QH RI P\ FOLHQWV HYHQ WRRN WKUHH IXOO PRQWKV DZD\ IURP KLV EXVLQHVV WR GHYHORS KLV H OHDUQLQJ SURJUDPV 7KLV PRYH SDLG GLYLGHQGV WKRXJK LW¶V FOHDUO\ WKH EHVW LQ KLV WDUJHW PDUNHW

0DQ\ VSHDNHUV DQG WUDLQHUV ZDQW WR GHOLYHU WKHLU PDWHULDO RQ OLQH EXW GRQ¶W NQRZ KRZ WR GR LW HIIHFWLYHO\ /HW¶V ORRN DW VRPH RI WKH PRVW FRPPRQ PLVWDNHV ,¶YH VHHQ VSHDNHUV WUDLQHUV DQG RWKHU LQIRSUHQHXUV PDNH ZKHQ WKH\ VWDUW WKLQNLQJ DERXW H OHDUQLQJ

0LVWDNH 1RW KDYLQJ D FOHDU VWUDWHJ\ 7KLV IROORZV IURP WKH SUHYLRXV SRLQW ,W¶V QRW HQRXJK WR MXVW VSHQG WLPH RQ LW LW¶V DOVR DERXW SODQQLQJ LW DSSURSULDWHO\ $QG WKH VWUDWHJ\ WKDW ZRUNV IRU \RXU IDFH WR IDFH SUHVHQWDWLRQV GRHVQ¶W QHFHVVDULO\ ZRUN IRU H OHDUQLQJ

0LVWDNH 7U\LQJ WR VHOO WR VWUDQJHUV ,I \RX¶UH D VXFFHVVIXO VSHDNHU RU WUDLQHU LW¶V WHPSWLQJ WR WKLQN LW ZLOO EH HDV\ WR WUDQVODWH WKDW VXFFHVV LQWR RQ OLQH VXFFHVV $IWHU DOO \RXU IDFH WR IDFH DXGLHQFHV ORYH \RX VR ZK\ VKRXOGQ¶W \RX H[SHFW D IORRG RI VDOHV RQ \RXU :HE VLWH"

0LVWDNH 1RW GRLQJ LW )LQDOO\ WKH ELJJHVW PLVWDNH ,¶YH VHHQ LV WKDW PRVW VSHDNHUV DQG WUDLQHUV GRQ¶W KDYH DQ\ H OHDUQLQJ SURJUDPV DW DOO 7KLV LV D VHULRXV PLVWDNH

:HOO LW¶V MXVW QRW WKDW HDV\ <RXU DXGLHQFHV NQRZ \RX OLNH \RX DQG WUXVW \RX ,QWHUQHW XVHUV GRQ¶W <HV LW¶V DV VLPSOH DV WKDW

7KHUH ZDV D WLPH QRW VR ORQJ DJR WKDW LW GLGQ¶W PDWWHU EXW WKDW¶V QR

www.first-step-community.info

1RYHPEHU

ORQJHU WKH FDVH 0RGHUQ FOLHQWV DXGLHQFHV DQG ,QWHUQHW XVHUV H[SHFW \RX WR LQFOXGH WHFKQRORJ\ LQFOXGLQJ H OHDUQLQJ LQ \RXU GHOLYHU\ -XVW DV WKH\ H[SHFW \RX WR XVH OHDGLQJ HGJH SUHVHQWDWLRQ WHFKQRORJ\ WKH\ H[SHFW \RX WR XVH OHDGLQJ HGJH H OHDUQLQJ WRROV DV ZHOO

6R DUH \RX PDNLQJ DQ\ RI WKHVH PLVWDNHV" 8VH WKLV DV D FKHFNOLVW WR DVVHVV \RXU UHDGLQHVV IRU H OHDUQLQJ , UHFHQWO\ FRQGXFWHG D ZHELQDU DERXW \RXU H OHDUQLQJ VWUDWHJ\ )LQG RXW PRUH DERXW LW KHUH

Regular Contributors Gihan Perera

www.gihanperera.info

Hugh Gyton

justaconversation-hugh.blogspot.com

Ian Berry

www.ianberry.au.com/ianberrysblog.html

Matt Church

www.thoughtleadersblog.com www.mattchurchblog.com

Glenn Capelli

glenncapelli.blogspot.com

Glenn Cardwell

glenn-glenncardwell.blogspot.com

Sharonne Phillips

sharonne-phillips.blogspot.com

Anne Riches

anneriches.blogspot.com

Matt Hern

financialfuturist.com

David Beard

lifelongfitness.net/blog

David Thomas

thinkglobalblog.blogspot.com

Ross Clennett

rossclennett.blogspot.com

Jenn Shallvey

feeds.feedburner.com/LetsGoThere

Peter Webb

www.peterwebb.com.au

Sue-maree McEnearney

hspotting.blogspot.com

Helen Macdonald

helenmacblog.blogspot.com

Steve Francis

www.stevefrancis.net.au

Ann Rolfe

mentoring-works.blogspot.com

Michael Harrison

www.michaelharrison.com.au

Gary Ryan

garyryansblog.blogspot.com

Vanessa Hall

thetruthabouttrust.blogspot.com

David Penglase

salessuccessforum.com.au

Turn static files into dynamic content formats.

Create a flipbook
Issuu converts static files into: digital portfolios, online yearbooks, online catalogs, digital photo albums and more. Sign up and create your flipbook.