A Little Coaching Exercise for the New Year

Hi everybody,

 

Each year as we approach the close of one year and the beginning of another I go through an exercise with my coach which I find extremely beneficial and rewarding. I have asked if I can share it with my clients past and present, and other close contacts.

 

This is way beyond creating New Year resolutions and is much more about moving on to the future with renewed optimism and focus. I hope you have the chance to do it rather than just read it. It is important that you write down the answers rather than just think them through especially as it is a really enjoyable exercise to complete.

 

Step One

 

Look over the past year and:

A)   Make a list of all the wins, successes and breakthroughs in the past year. Look at all areas of your life. What do you want to celebrate and acknowledge?

B)   Make a list of all the losses, disappointments and breakdowns in the past year. What do you want to forgive yourself for and release?

C)   Bring this list to our session. We will discuss what it means to be “complete” with each item. Incompleteness holds us back from taking on the next exciting opportunity.

Step Two

 

Looking over the past year, what are the 5-7 lessons you have learned?

Choose the lessons that you want to carry over into the New Year.

What learning is there to deepen?

Some examples of learning:

q  I learned to windsurf, play bridge or speak Spanish

q  I learned that my mistakes do not mean I am a failure

q  I learned that more is possible for me than I ever imagined

 

As you review your goals and commitments for 2014, which areas do you want to maintain, bring into the New Year, revise, be complete with?

 

Step Three

 

Consider these questions as you prepare your vision for 1 year from now:

  • As you stand on one of the peaks looking forward, what future is calling?
  • What is the essence of what is next for you?
  • What do you want to achieve or accomplish?
  • What risks and challenges will you take on?
  • What more of you wants to be expressed — for example, self-love, self-compassion, self-value?
  • What self-lies (e.g., “I am not powerful.”) are you ready and willing to end?
  • What new level of abundance and success are you willing to embrace?

 

Imagine one year ahead, and write a list of all the wins, successes and breakthroughs for the coming year. What would you like to learn or accomplish by the end of the next year? Write this list as though it has already happened. Make it as long as you choose, and be sure to look at each area of your life.

Prioritise the list. Look at how each item fits with your values, make plans and set accountability for the next year.

 

Step Four

 

Much like the Chinese tradition that gives names to each year, choose a name for this coming year. Use images, symbols or ideas to name the coming year. What image allows you to step more fully into what you want to be, and are already becoming? Find a name that stretches your imagination and moves you into greater possibility.

Examples: Year of Balance, Year of the Soaring Eagle, Year of the Wild Woman Set Free, Year of the Creative Genius, etc.

Step Five

 

Finally, consider where we are in our relationship:

  • What do you want more of, less of, the same of?
  • In what ways might this relationship and our work better serve you?

 

Please try PRINTING IT OFF and DOING IT… it may not be as artistic or colourful as a Greetings card but I guarantee the positive attitude, actions and focus will last for a whole year.

Have some great time off and a prosperous new year.

Cheers for now,

 

David T Preston

Business and Executive Coach

Advertisements

Business Growth Masterclass 9 – How to Generate More Leads with Less Effort

Hello again everyone, and welcome to the 9th instalment in my series “Business Growth Masterclass”

As ever, before we begin, lets recap on the main points fromthe last Masterclass.

  • You have created three marketing messages using the step-by-step process
  • You have tested your marketing messages internally – with your staff, management and colleagues
  • You have started or are about to start testing your message externally – using advertising, direct mail or another lead generation strategy.

Has everybody done all that? Good. Ok, lets get started with this month’s masterclass.

What is the current picture of lead generation and management in your business?

Here’s the deal: in order to start generating more leads with less time and financial investment, you first have to spend time setting up systems and making some changes. Your goal after this Masterclass is to establish a solid lead tracking and lead management system, and make small tweaks to your existing lead generation strategies based on the work you completed in the target market and marketing message Masterclass. We’re going to look at many different lead generation strategies in upcoming MAsterclasses, but I want you to see the impact that the work you have already done will have on your existing strategies. I want you to start seeing results more or less straight away.

In this Masterclass we will cover:

  • The current status of lead generation in your company
  • The purpose of lead tracking and management systems
  • Types of lead tracking and lead management systems
  • How to set up a lead tracking and or management system
  • Qualified lead generation
  • How to get more results from your existing strategies

Do you know where your current leads are coming from, or how many you get on a daily, weekly, or by-campaign basis?

If I asked you to tell me right now what your top lead generation strategies are, what would you say? A big part of step-one is gaining a solid understanding of where your business stands right now in terms of lead generation. Otherwise, how are you going to know when your lead generation strategies are working? Or which strategies are working? In a few minutes, I’m going to show you how to set up a lead tracking and lead management system that works with your business. But first, I’d like you to write down what you think your top three lead generation strategies are right now.

Every business needs a lead tracking and management system. Do you have one in place?

A lead tracking and management system is absolutely essential to your business for a number of reasons. One, it is the only way to know which marketing strategies are working, and which ones aren’t. The information your system gathers will allow you to make educated decisions about marketing campaigns and investments. Two, it organises your sales and marketing efforts and manages contact information in a user-friendly way. It’s clear who you called, when, what you said, and when you said you’d follow up. Three, it enables you to manage your sales staff by tracking their progress on several leads at once. You’ll have access to an at-a-glance picture of their sales figures and productivity.

Your lead tracking system needs to:

  • record the leads that arrive by phone, in-store visit, and website visit
  • track the source of each lead over specific time periods
  • record pertinent customer information
  • be simple enough to be used by all staff members

Your lead management system needs to:

  • track your leads through the sales plan or process
  • increase customer communications or contact
  • keep track of correspondences and follow-up requirements
  • make it easier for you and your staff to close more sales

Here is a list of information you will want to gather from your leads.

Depending on the needs of your business and the lead tracking and management system you choose (i.e., do you need a mailing address, or just email address?) some of these items may be optional fields.

  • Company Name
  • Name of Contact
  • Alternate Contact Person
  • Mailing Address
  • Phone Number
  • Fax Number
  • Cell Phone
  • Email Address
  • Website Address
  • Product of Interest
  • Source of Lead (i.e., How did you hear from us?)
  • Reason for Enquiry

If it is appropriate for your business, you also may wish to gather demographic information from your leads – but keep this voluntary. This information would be ideally used in your market research analysis.

Keep in mind that your lead tracking and management systems need to be simple enough for everyone in your company to use.

Unless you are the only person in your company who manages incoming phone calls, greets customers and chases down leads, the systems you implement will need to be used consistently by everyone in your organization. Once you have decided on a system, schedule enough time to train your staff thoroughly and be open to feedback. Since you’re not the sole user, you’ll need to consider their thoughts on the usability of the systems.

Pick a lead tracking and management system that suits your budget, and offers the features your business needs.

Each business will have different requirements when it comes to lead tracking and management. A retail store will have different needs than an estate agents office, for example. The retail store may only need to record leads based on lead generation strategies, and keep lead information for their direct mail or newsletter databases. On the other hand, the estate agent will need to make contact with their leads on several occasions, and need a system that will record and remind them of those correspondences. Software for lead management ranges from simple to highly sophisticated, and can be a great investment depending on the needs of your business. Some CRM (Customer Relationship Management) tools are available online as a web-based system you can subscribe to and have access to on the road. I’ve listed the features and advantages to a number of different systems below – ranging from low-tech to high-tech, paper-based to web-savvy.

Index Cards Variety of sizes: 3×5, 4X6 or 5X8. Basic contact information on one side, notes on the other Easy to organise and sort This is a basic system used to manage leads by those who may be less comfortable with computers. This system will be effective at tracking low volumes of leads.
Rolodex More contacts than index card system Easily organised and compact Basic contact information on one side, notes on the other side Another basic system that will effectively manage leads without the use of a computer. While this system can store a higher number of cards, it is also only effective for tracking low volumes of leads.
Excel Spreadsheets Electronic system that is highly customizable by date, name, source or other variables Easily organised and analyzed Several worksheets in a single file allow leads to be tracked and contact managed Accessible for those with basic computer skills This is a slightly more sophisticated system that will allow you to track higher volumes of leads, and effectively organise the information that you collect into charts that can be analyzed. In Excel, you are able to work with a number of tracking sheets in a single file, and create hard copy tracking sheets for staff to use at point of sale and reception. Excel also has the capability of importing data from Outlook and Maximiser.
Database Management Programs High level of organization Unlimited space for notes and record-keeping Data-entry required Examples include: MS Outlook, MS Excel, Maximiser A more sophisticated system that will interface with Excel and manage high volumes of leads and customer details. Manages distribution lists for newsletters and direct mail campaigns. Primarily manages contact information, and provides space for notes, follow-ups and reminders. Tracking high volumes of leads without recording and inputting customer information is best done in Excel.
Customer Relationship Management (CRM) Software Web-based, and accessible from anywhere with internet access Organises leads and customers by name, company, date, or status Ability to attach documents (like proposals and contracts) to leads Ability to write notes and log correspondence by date View contact history and status Interfaces with e-mail marketing programs Example is SalesForce A highly sophisticated system with advanced features. Tracks a high volume of relationship-based leads, and provides a detailed, feature-heavy system for lead management. Not ideal for retail businesses, or businesses that need to track a high volume of leads with minimal customer information attached.
Website Analytics Monitors and analyzes website traffic and online advertising Tracks number of people who visit your site, where they came from (search engines, online advertisement, website link etc.), how long they stayed, the pages they visited, and which page they left the site from. Google Analytics is an easy-to-use example An ideal way to track and analyze website traffic to complement your overall lead tracking system. This is not a complete system on its own. Requires the insertion of a specific code into each of your webpages, or each of your online advertisements. Monitors usage statistics, and generates reports, charts, graphs, etc.

Bringing qualified leads into your business will save you and your sales team time, and result in higher revenues.

Qualified leads are simply the potential customers who are the most likely to buy your your product or service. They’re not just in your store taking at look at the latest features in refrigerators, they’re in the market to purchase a refrigerator. They’re not wandering in to see what a £500 handbag looks like, they are the kind of person who can actually spend £500 on a handbag. Some of the people who will call you or visit your business will never buy from you no matter how good your sales scripts are or how much time you spend overcoming their objectives. There are a variety of reasons for this – and you’ll never eliminate all of these people – but you will need to focus on bringing in more of the people who are ready to buy. The good news is you have spent so much time and energy cultivating a comprehensive knowledge of your target market, that you’re in a great position to increase the number of qualified leads you bring into your business.

How do You Get Qualified Leads?

The crux of qualified lead generation is making decisions based on the market research you completed on your target market. You basically need to know where to reach your market, and how to speak to them. When you are designing, executing and making choices about your lead generation strategies, always consider these questions.

Who is my target market? Write down your target market description to keep you focused on the specifics of this group of people.
DISTRIBUTION IS EVERYTHING: How does my target market like to receive information? Do they read the newspaper? Pick up the family mail? Spend hours on Facebook? Subscribe to Reader’s Digest? Listen to newsradio on long commutes to work?
What motivates my target market to take action, and how can I tap into that motivation? How will you tap into your target market’s emotional response? What issues or needs will mean something to them, and drive them to your business to solve them.
Where can I place my marketing message so my target market will see it? Look at what you found out in your market research about your target market’s hobbies, activities and interests. How can you place your message or your product or service in their path?
What can I offer my target market to entice them to purchase from me? Can you offer your target market something special, rare, or time specific that will appeal only to them?

I’m going to show you how some little changes will generate big results for your company in short order.

Once you’re set up with a testing and measuring system (your lead tracking and management systems) to evaluate the success of your lead generation strategies, you need to start by looking for opportunities to beef up the strategies you’re currently working with.

Use your new marketing message. Make sure that you have put your new marketing message on all of your marketing materials, where new and existing customers can see it. Revise your standard advertisements to feature the strengthened copy.
Strengthen your offer. Create an offer that’s too good to refuse – not for your entire target market, but for your ideal customer. How can you cater to their unique needs and wants? What will be irresistible for them?
Refocus your direct mail campaign. If you’re sending your direct mail to entire postal code areas, stop and refocus. If your distribution area is that broad, chances are the copy on your postcard or letter is too broad as well. Brainstorm ways to narrow your distribution and only hit your target audience. Purchase consumer lists based on demographics, not just location, or limit distribution to specific housing types. Of course, make sure you rework the direct mail piece to feature your marketing message.
Let your target market’s behaviours dictate your distribution plans. As I discussed above, the more you can tailor your strategy to the needs and habits of your target market, the strong your results will be. Look for opportunities in your existing direct mail, advertising, flyer drop and other strategies to get specific. Narrow the demographics of your list, or place an ad in a niche publication. Brainstorm new ways to target your market’s emotional reactions.
Tap into low-cost advertising. Advertising in places like the YellowPages, classifieds sections, e-mail newsletters and Google Adwords can be a great place to test your marketing message for minimal investment. In an upcoming Masterclass you’ll learn how to place ads in the YellowPages and other listings that stand out from the competition.
Look for some referral business. Referral business is desirable because it usually brings qualified leads into your business. Someone has referred them to you based on a current need or desire. > Provide your customers with an incentive to bring business to you. Reward successful referrals with discounts or gifts. > Create a referral chain by giving each new customer three free coupons for products or services that they can give to their friends. When their friends come into your business, do the same. > Create complementary alliances with non-competitor businesses with the same target market. Cross-promotion or cross-referral strategies will benefit both businesses.
Website sign-up Add a feature on your website that encourages visitors to sign-up for newsletters or other communications. You can also set up your website so that potential customers need to fill out a simple form before they have access to “free” information.
How to Create Marketing Materials That Work The next Business Growth Masterlass will walk you through some tips and helpful suggestions for improving your marketing materials. Revise your existing materials based on these suggestions, and watch your leads multiply.

Stop using strategies that don’t work.

Now that you have a comprehensive lead tracking system in place, you’ll be able to track the leads that each strategy is responsible for generating. When you complete your first few campaigns with the lead tracking system and analyse the numbers, compare the results to the initial predictions you made. Were you correct in your assumptions, or were you surprised by how things shook out. The purpose of testing and measuring using a lead tracking system is to figure out which strategies work, and which don’t, as well as which strategies work best, and which generate mediocre results. This not only will save you money but is incredibly useful information to have when developing marketing budgets and, of course, trying to drive sales.

READ THIS: A quick cautionary note on conversions.

While the focus of  recent Masterclasses has been lead generation, remember the first part of the formula: No. of leads x %age conversion rate = No. of customers. You’ll be working on conversion rates in just a few Masterclasses from now, but my point is don’t lose sight of the relationship between leads and conversions in the overall formula. Remember that when more leads start flowing through your door, you’ll need to have the resources and systems in place to give a high level of customer service and to convert them into loyal customers. You’ve put effort into generating these qualified leads, but if you don’t have the resources in place to give them the attention required, you’ll lose them.

Once established, your lead tracking and lead management system should require minimal time investment…if you keep it up to date.

If you would like some help with the ideas introduced in this Masterclass, or to discuss any other aspect of your business growth strategy, use the following form to get in touch:

One last reminder before I sign-off – keep your systems up to date. The biggest pain (and drain on time) is having to go back and enter heaps of data into your database or management system because someone has let it pile up. It’s also a huge missed opportunity! If you fall behind on your lead tracking system, because you won’t be able to effectively evaluate your campaign or strategy. Or, you may have missed a lead because you didn’t follow-up soon enough. Be diligent, and set a strong example for your staff members. Good luck!

Business Growth Masterclass – Session 6. Managing your time to make more profit

 Welcome to the sixth instalment in my blog series The Business Growth Masterclass.

I’ve called this session:

Managing Your Time to Make More Profit

But first, as usual, lets recap the homework set in the last installment of the Business Growth Masterclass.:

Checkpoint:

  • Your workspace is organised for productivity and minimises distractions.
  • You have cleaned out and cleared out areas in your office or business where old stock or surplus office supplies are kept.
  • You have begun to organise your paper and electronic filing into systems, with the help of your staff.

All done? Fantastic! Now let’s get on with this months material.

Small business owners too often confuse being busy with being successful. They’re not the same thing!

In this session we will cover:

  • How you should treat time like money
  • How to calculate what your time is worth
  • The five biggest culprits of time theft
  • Where your time goes in your existing schedule
  • Strategies to allow you to take control of your schedule

If time were money, how would you manage yours?

Time is far more precious than money. There are a finite number of days that you will spend on this earth, while money is something you can usually get more of.

If you are 35 years old with a life expectancy of 75… you have already spent 12,775 days on Earth and have 480 months left to fulfill your life destiny. If you plan to retire at the age of 50 you have 180 months to make enough money to retire (have you thought about how much money you will need to sustain your lifestyle in retirement?) and in those months 1,440 days are weekends… so you have 3600 workdays to make it all happen. What are you waiting for… time to stop confusing being busy with being successful!

The fact is that many business owners actually manage their money as though it is more precious than their time. They started the business to choose their own hours, spend more time with their family, and be their own boss. But, somewhere along the way the only goals that mattered became the financial ones. Or, the only item worth measuring and managing was money.

Your time will never be managed for you – you have to make a decision to choose to spend your time wisely. To take ownership of your own schedule, and use the power you have to change what isn’t working. I’ll share a few tools to get you started, but first let’s take a look at what your time is worth first, to attach time to money.

Your time has a price tag, and sometimes it’s much lower than you think.

Here’s a really simple exercise to determine what your time is worth based on your annual income and the number of working hours in a year.

Target annual income

A.

Working days in a year

B. 235

Working hours in a day

C. 7.5

Working hours in a year

D. 1,645

A / D = YOUR HOURLY WORTH

E.

It’s unrealistic to assume that each of the 1,645 hours in a year is a productive one. Various studies have put actual productivity at anywhere between 25 minutes and four hours per day. That’s a lot of room for improvement!

Now, this calculation doesn’t factor in overtime hours, taxes, or expenses. If you work as a consultant for an hourly rate, it doesn’t factor in the cost for you to provide your services. The point is, this is your hourly worth in the best-case scenario.

When you start thinking about time management, the goal is to get more done in less time, and thus increase your hourly worth (among other benefits, of course!).

There are five major things that drain your time. But don’t worry, it’s really easy to fix the leaks.

Email
Your email is a consistent distraction. With the mail programme running all the time, emails can distract you as they arrive. Or, you’ll find yourself checking for new messages every 15, 10 or five minutes. Writing, reading and responding to emails can easily monopolise your time, because they seem like an ever urgent and important task.

Mobile Phone and/or Personal Organiser
Your mobile phone has most likely given you increased freedom from your workplace, but mobile devices seem to have also taken away your freedom to choose when you work. You can work outside of the office, but this often means you also work evenings and weekends when spending time with your family and friends.

Open Door Policies
While you want to be open and accessible to your staff, sometimes you can make yourself too accessible. Open door policies have the potential to create a daily mass of employees lined up at your door seeking immediate answers for non-emergency issues.

Meetings
Unstructured, unnecessary, run-on meetings can gobble up hours for no reason at all. Especially as a business owner, your presence may be requested at a variety of meetings, but it’s not always required. Days spent in back to back meetings often mean that your workday starts at five or six instead of nine.

You
Since effective time management is a choice, everyone is guilty of letting themselves sabotage their ability to work productively and efficiently at all times. It’s easy for business owners to avoid separating business hours from leisure time and let the two run together. We all have distractions that we fall into from time to time.

“It takes the human mind 15 minutes to properly focus… if you get interrupted every 7 minutes… you have a huge problem!”
Karl Bryan, CEO, Author, International Speaker

Now you need to take some time to figure out where your time actually goes, so you can see what leaks need to be repaired.

I have some worksheets you can use to assist you as you complete this personal time management research exercise, or you can make one up for yourself.

You’re going to take a good long look at how you spend your time so you can paint a clear picture of your current situation. Once you understand your own personal habits and patterns, you can start making changes that will have the greatest impact on your own schedule. You’ll learn how to be a better time manager.

1. Complete a Time Audit for three working days in a row.

Use a Time Log  to record how you spend your time in detail for three working days (it is a bit of a bind…s  don’t try to get it perfect as that will just stop it from happening… but just do it. And remember ‘the more you defend your excuses… they more they own you!’).

Be honest with yourself, and be as specific as possible. If you notice something about what you’re doing, or which distractions have the greatest negative impact, log these notes as well. The more information you can record, the better.

2. Take a look at your time records, and categorise the different ways you spend your time.

Use different colored markers or highlighters to shade the blocks of time you spent on various activities. You can create your own categories, or use the ones below:

  • Travel
  • Eating, including preparation
  • Personal Errands
  • Exercise
  • Watching TV
  • Sleeping, including naps
  • Personal computer use
  • Being with family / friends
  • Internal meetings
  • Emailing (checking, reading, returning messages)
  • External meetings
  • Telephone, (checking and returning messages)
  • Administrative work
  • Client work
  • Non-client, non-administrative work

3. Based on the categories you created, go through each of your days and decide if you have spent enough, too much, or too little time on each main task.

Based on your observations, answer the following questions:

  1. What patterns do you notice about how you spend your time during the day? When are you at your most productive? Least productive? Most or least interrupted?
  2. Write down the four highest priorities in your life right now. Does your timesheet reflect these priorities? (Show me your schedule and I will show you your priorities!)
  3. If you have more time, what would you do?
  4. If you had less time, what wouldn’t you do?
  5. Could you remove the items in question four and add the items in question three? Why or why not?
  6. Is procrastination a problem for you? How much?

Here are a series of effective strategies for improving your time management skills, and for doing more in less time.

The strategies described below will help you take charge of your schedule and use your time in a more effective manner. Grab your pad of paper and start by choosing five or six strategies to try, take some notes as you read through and decide which you will try first.

Remember this is an individual process – everyone works differently – so if you have to try a few different things to get some meaningful results, that’s okay/normal!

Prioritise your tasks

> You can’t do everything, so you need to decide what is most deserving of your time.
> Choose what needs to be completed now, what can be completed later, and what can be delegated to someone else.
> Focus on your top three priorities at any one time, and consistently revise your list so that the highest priority items are always on top, and the lowest priority items are always at the bottom.

Delegate

> You can’t do everything, so you need to decide what you absolutely need to do, and what others can finish for you.
> You also need to accept that while it may seem “faster” for you to complete a task initially, spending the time to teach someone to complete the task will save you hours later on.
> Delegation is a vital skill that you need to refine, practice and master as a manager.

Focus on your skills

> If you have a good understanding of your own strengths and weaknesses, you can use this to your advantage.
> An effective way to manage your time is to only do the things that you know you are good at, or required for, and delegate or outsource the areas where you are not so strong.

Say no

> Learn how to say no, and you will reclaim dozens of hours every week.
> It’s so easy to say yes to something in the moment, and later feel overwhelmed when that task is added to your to do list. You may feel pressure to say yes to everything as a business owner, but you do have a choice.

Keep a strict schedule

> Create and keep a strict schedule for yourself that supports your productivity, and minimises distractions.
> Include personal and work time in your schedule
> Schedule time for things like closed-door work, work planning, email and phone responses, internal and external meetings, “me time”, family and exercise.

Make decisions

> As a successful business owner, you will need to learn to make good decisions quickly and efficiently, without wasting time with deliberations.
> You can only make the best decision with the information you have, in the time frame you have to make it. No one expects you to be able to see the future – be decisive, make some mistakes, and learn from them.

Manage interruptions

> Establish which hours of the day you are most productive, and set those hours aside for yourself to finish important tasks, uninterrupted.
> Schedule open door hours, and closed-door hours.
> Schedule windows of time for reading and replying to emails, and for answering and replying to phone calls.

Manage interruptions Avoid duplicating efforts

> Take note of how many tasks are completed more than once, or by more people than necessary.
> Establish clear communication systems and procedures to minimise this, and make sure all your employees have a clear understanding of their roles and responsibilities.
> Use tools like checklists, meeting minutes and individual task assignments to minimise mis-communication and duplication in tasks.

Stop procrastinating

> If you are a seasoned procrastinator, the idea of “just stopping” is usually much easier in principle than in practice.
> The best way to overcome procrastination is to use your willpower to stop. Refining this skill will help to prevent you from procrastinating in the future.
> Try working in blocks of focused time, with breaks or rewards at the end, and break down big tasks into small manageable ones.

Effective time management is just a formal way of saying that you make good choices about how you spend your valuable time.

It really just boils down to making choices, and setting up a structure that enables you to succeed. You have to try a few different strategies and structures to see what works best for you.

Remember that time management is a personal investigation that will look different for everyone. Some people can work in the middle of a loud, crowded room, and others need absolute silence to function at a high level. Respect your own needs.

If you would like some help with the ideas introduced in this Masterclass, or to discuss any other aspect of your business growth strategy, use the following form to get in touch:

Next time, we’re going to dive into investigating what your qualified leads look like, and how you can go about getting more of them into your business.

Until then, be successful.

Business Growth Masterclass – Session 5

 Welcome to the fifth installment in my blog series The Business Growth Masterclass.

I’ve called this session:

How to Optimise Your Office for Success

But first, as usual, lets recap the homework set in the last installment of the Business Growth Masterclass.:

  • You have written down at least 18 SMART goals for yourself – nine personal goals, and nine business goals.
  • You’ve posted your goals in a visible location for yourself and your staff.

You’ve done that? Brilliant. Now lets get on with this month’s Masterclass

When you organise your work environment, you optimise your surroundings for productivity and increase your ability to work effectively.

The steps in this Masterclass will help you streamline your office, get rid of clutter and maximise your workspace for productivity. Chances are, the actions you take today to organise your office will also save you considerable amounts of money.

A disorganised office costs more to run. Supplies, tools and equipment go missing because nothing is organised or put away properly. Those things have to be replaced to get the job done, and twice as much money has been spent in the end. Plus, you spend valuable time searching for missing items, files or paperwork.

In fact, some studies have revealed that the average senior business leader spends nearly four weeks each year navigating through messy or cluttered desks, looking for lost information. Does that sound like productive time to you?

In this E-Class we will cover:

  • The psychological impacts of a clean and organised workspace
  • The financial benefits of an organised workspace
  • How to audit your work environment
  • How to implement small changes in your office that will increase productivity
  • Making sure that your office is equipped with productivity tools

If I haven’t convinced you yet, read these benefits of taking the time to create an organised and well-structured office.

> Better communication. An organised office environment encourages better internal communication. With a central area for staff communication, it is easier to share sales news, track targets, and plan and monitor projects.

> A manageable budget. Organised spaces will allow you to quickly see what you have, what you need, and when you might need more. This supports the creation and sustaining of budgets, especially for supplies and equipment.

> Increased work ethic and morale. When you and your staff take care of your surroundings, it makes the workplace a more pleasant place. Taking care shows that you value your work and the people who work for you.

> Better time management. Simply put, you spend less time looking for things and more time actually working. An organised office will complement and support your time management strategies.

So, get started by walking through this step-by-step workplace audit, and making necessary improvements as you go.

Complete the following steps by literally walking around your office with a notepad and making observations. This is intended to be a positive exercise, so try not to get overwhelmed. Small changes are the best changes to start with.

If your office is already pretty organised, complete the audit anyway and identify any opportunities that exist to improve you and your team’s work environment.

Start with your own office.

Since this is where you’re likely to need to be the most productive, it make sense to start making some changes here. Make some observations about your office as it is now, using the following questions.

  • What can be found on your desk?
  • Where are your current files located?
  • Where are your old or inactive files?
  • How many personal items are visible?
  • What is on the walls?
  • Where are your office supplies?
  • How much paper is on your desk?
  • How many files, binders or books are on your desk?
  • Where is your in tray and out tray located, and how much is piled in them?

Based on your notes and the suggestions and guidelines below, identify opportunities for improvement. Would your office benefit from a better layout? A better filing system? A smaller desktop monitor? A paper shredder?

Clear your desk of everything but your computer, your filofax (that’s if you still use one!), your current files, your inbox and your telephone. Depending on the size of your desk, you may wish to put your current files or inbox on top of a filing cabinet within arm’s reach to maximise desk space. Anything you don’t need on a regular basis should be stored out of arm’s reach.

Choose one central system for managing your notes, tasks, to-do lists, brainstorming and scheduling. If you have a filofax, use it. If you prefer electronic systems, use those. Having too many binders and notepads and calendars gets confusing.

Make a habit of tidying your desk at the beginning and end of each day. Keep loose papers pinned to your to-do list, or have clear and organised folders. Use drawer organisers to keep your stationery drawer clean and easily accessible.

Organise your loose paper, inbox and action items in a file sorter or stack of paper trays. Use categories like to-do, to review, waiting response, on-hold and to file.

Put your phone on the left if you’re right handed, and on the right if you’re left handed, so you have the appropriate hand free to take notes when you’re on a call. Keep a notepad or post-its by the phone to record messages and conversation notes.

Personal items can be distracting when they’re in your primary line of vision, and encourage daydreaming. Photos and memorabilia have a place in your office, but relocate any items that are in direct sight.

Move on to the common areas of your business.

This is a list of the areas that you may find in your business. If your business has other areas, add them to the list. Most businesses will have the top five areas listed.

  • Office supplies storage*
  • Team communication center*
  • Point of sale or reception area*
  • Printing and photocopying*
  • Staff room or kitchen*
  • Employee and management offices
  • Equipment storage
  • Product stock storage
  • Hallways
  • Shipping and receiving area
  • Financial paperwork and accounting

Move through each of the areas and answer the following questions, as applicable.

  • What is the distance between your office and areas you frequently use, like the printer or photocopier?
  • How much loose paper is found around the business?
  • What is hung up on the walls?
  • Where is the central communication point?
  • How is the team communication center organised? Is it up to date?
  • How much old stock are you storing?
  • How are your office supplies organised?
  • Are boxes and shelves labeled?
  • Do your staff members have organization systems for their own desks?
  • How many files are used on a daily or weekly basis?
  • Where are old or outdated files kept?

Again, based on your notes and the suggestions and guidelines below, identify opportunities for improvement.

Put doors on shelving so cluttered spaces are not visible. Label boxes, containers and shelves so everyone knows what goes where.

Create a consistent filing system. Provide enough shelving and filing cabinets to store files in a systemised fashion. Ensure your system keeps files out of the way and out of sight when not in use, but maintains easy accessibility.

Return or sell unused stock and overflow office supplies, like stationery. Locate other unused items that you can potentially sell or donate to create more space. Consider renting out unused portions of your office to independent consultants or small businesses.

Ensure each staff member has access to the organizational materials they need to keep their offices neat. Provide stacking trays or file sorters, and suggest systems that may help them. Remember that you can’t control their work environment, but you can provide the support they need to stay organised.

Minimise the distance between your office and the areas you frequently use (like the printer or photocopier). Locate your office so you have a clear line of sight between you and the most productive area of your business.

Finally, make sure your business has the tools you need to run an effective, cohesive operation.

  • team communication center for all team members to review on a daily basis for important information about sales achievements, targets and company news.
  • whiteboard in the team communication center or the boardroom to use for brainstorming, diagramming, project planning, marketing planning or any other strategic use. This is an excellent tool for both internal and external meetings.
  • sales board in your team communication center (a private location from clients) that is customised to your business. Use thin black tape to create columns and rows to chart sales on a weekly or monthly basis, or to compare based on weekly, quarterly or yearly targets.
  • 12-month marketing planner to keep your eyes focused on the big picture. This is where you schedule campaigns and plan promotions. Use dry-erase marker so you can make changes easily, and use color-coding for easy visibility.

At the end of your audit, you’ll likely end up with a lot of paper you don’t know what to do with, but can’t throw away. Use these effective strategies for managing paper, filing and other information commonly used by everyone in your organization.

System

Steps

Create a filing system and colour code it Group vendor files (accounts payable) and assign a color
Group client files (accounts receivable) and assign a color
Group project or product files and assign a color
Sort each filing category by date or alphabetically by name Sort vendor or supplier files by name
Sort client files by client number or name
Sort project files by project number or name
Keep tax-related documents together File all receipts, donations and other tax related information in the same filing cabinet
Make copies of documents you need to file in more than one place
Create a binder of master lists for regularly accessed information Office passwords
Financial accounts
Goals
Birthdays
Vendor contact information
Use a bound notebook Keep track of phone calls and messages
Put the date on each page
Eliminate loose notepaper
Create a business card management system Throw away old business cards
Organise cards by last name or company name in a binder or rolodex
Enter the information in a data management program, then throw away the cards
Get rid of magazines and other reading material Throw away industry magazines and newspapers
Keep relevant articles of interest
Sort them into files, if necessary

A clean and organised office is easy to sustain once it is in place.Once you make some initial improvements and set up systems to manage your data and organise your supplies, the hard part is over.

Remember to be patient with yourself. Depending on the state of your work environment, this may be a project that takes a little while. Take your time, and follow the steps in this Masterclass, and you’ll get the job done.

Next time we’re going to hone in on time management skills with Business Growth Masterclass 6. Looking forward to it!

For more information on the office organising process described above, or to discuss any other aspect of your business growth strategy, use the following form to get in touch:

Business Growth Masterclass – Session 4

Welcome to the fourth installment in my blog series The Business Growth Masterclass.

I’ve called this session:

How to Create, Manage and Achieve Your Goals

But first, lets just have a recap of the homework set in the last installment of the Business Growth Masterclass.

  • You understand the importance of committing goals to paper.
  • You have identified the areas of your business where you need to set goals.
  • You practice using autosuggestion and visualization regularly – or at least before important meetings, presentations and sales calls.

Well done. Now lets move on and dive into this months installment of the Business Growth Masterclass.

I didn’t plan this when I started publishing the Business Growth Masterclass, but it’s seems very timely that, at the time of year when everyone is making New Years Resolutions and setting out what they would like to achieve/have or be in 2013, that this installment of the Business Masterclass deals with the crucial subject of goal setting. It is a documented fact that people who set goals and write them down, and use them as a basic and fundamental part of the way they do things, tend to achieve much greater things than those people who don’t.

Also, there’s no point in setting goals unless they’re SMART, because SMART goals have the highest probability of being achieved.

In this session you’re going to take some time to set a series of personal and business goals that will act as milestones as you work towards achieving your business vision.

Many people set goals, but not everyone reaches their goals. Too often, goals are too vague, or too broad. “I’m going to be a millionaire,” “I’m going to be the best parent ever,” or “My business is going to make much more money this year.” They’re big, bold abstract statements that are great for dreaming and visioning, but don’t stand a chance of being achieved in a meaningful or tangible way.

Today, you’re going to work through a step-by-step process for setting goals that you WILL achieve. How? You’re going to learn how to set SMART goals, and get some tools to help you stay on track.

In this E-Class we will cover:

  • The SMART goal setting principle
  • Examples of SMART goals
  • When to review and revise goals
  • A step-by-step goal setting process

SMART goals are Specific, Measurable, Achievable, Realistic, and Time Bound goals.

SPECIFIC goals that describe details and articulate aims are easier to achieve than vague or broad statements.

Ambiguous or incomplete goals will only assist you in achieving ambiguous or incomplete results. Your goals need to be as detailed as possible so that you will achieve the specific results you are looking for.

A specific goal can be easily understood by anyone who reads it; your intention and desired results are clearly detailed and described, and the actions you will take to achieve it have been planned.

Ambiguous

Specific

I should lose weight. I will lose 10 pounds in the next two months (that’s 2.5lbs per week) by eating more fruits and vegetables and exercising three times a week.
I will work harder this year. I will increase my sales figures by 20% in the next six months by scripting and practicing my closing strategies.

MEASURABLE goals are the only kind of goals that you can actually achieve.

Your goals need to be measurable so you can assess your progress, manage your progress, and know when you have achieved your desired outcome. You can use standard measurements like time, numbers, money and distance.

When goals are measurable, they can be broken down and easily managed in smaller pieces. You can create an action plan and plot the steps towards achieving the goal. You can track your progress and revise your action plan if you need to.

Non-Measureable

Measureable

I will make more money this year. I will increase my profits by 15% this year by increasing my prices (and value I offer) by 5% each 6 months and selling my audio interviews on ebay.
I will start running this spring. I will learn to run a half marathon this spring by joining a running training group.

ACHIEVABLE goals have a better chance of being realized because they are grounded in feasibility.

You need to set goals that challenge and stretch you, but you also need to avoid setting goals that are far beyond the reach of your circumstances and skill level. It’s great to think big, and dream big, but too many people set goals that are simply beyond their capabilities and wind up disappointed. Goals that are not achievable will only demotivate and disempower you.

On the flip side, setting goals that are too easy to achieve will not help you grow as a person and as a professional. You need to strike the right balance between challenge and reality.

Unrealistic

Achieveable

I will climb Mount Everest this year. I will begin a one year training programme today, and climb to base camp in 9 months from now.
I will earn a million pounds. A million pounds is £2,739.73 per day, and £9,230.77 per week. I will earn 1 million pounds in the next 365 days starting today.

This is the part where you look at the reasoning behind your goal. It’s great to set goals in all areas of your life, but for the most part your goals will collectively achieve a common vision. The goal’s action plan can be reasonably integrated into your life, with a realistic amount of effort.REALISTIC – or relevant – goals make sense and can be integrated into your life and overall business strategy

Goals that are not realistic or relevant don’t appear to have a logical place in your life or overall business strategy, and can serve to derail you. You want to make sure that all of your efforts are working in a single, focused direction or you may run the risk of going in too many directions, spinning your wheels and never achieving your vision.

Irrelevant

Realistic

I will become a better Monopoly player, and win 25% more games. I will spend more time with my family this year by staying at home one night each weekend.
I will become a NASA astronaut. I will start my own on-line business, to compliment my existing business and add another stream, of income, by my birthday.

“To plan it, is to dream it… to schedule it, is to make it REAL. Attach a written timeline!”TIME-BOUND goals give you a frame of reference and keep you motivated.

Karl Bryan, CEO, Author, International Speaker

Just like any task without a deadline is easy to push off your desk or down your to-do list, a goal without a timeframe will never be achieved. Goals that are not attached to a timeframe are merely dreams or lose intentions.

You need to make sure that the timeframe you set for your goal is realistic and achievable – not too short or too long – and reflects any elements or factors beyond your control that may influence the timing of the outcome. This will keep you motivated and focused, and allow you to check in on and track your progress.

Loose

Time Bound

I will join a gym and start an exercise program. I will join a gym by the end of this month and start a regular weekly exercise program.
I will start a new marketing program. I will invest £750 on an online product by the end of this month, and start selling it online by my birthday this year.

Once you’ve come up with some goals for your personal and professional life, work through our test to see if they are SMART goals.The SMART Goal Test

When you’re creating your goal statements, put them through the following test:

Specific

How detailed is this goal?
Can it be more detailed?
Can I be more specific with what I wish to accomplish?

Measurable

Can I measure my results over time, distance, money or quantity?
How will I measure the results?
How often will I measure the results?

Achievable

Is it possible for me to reach this outcome?
Do I have what I need to reach this outcome?
Will I be able to achieve this goal in the short-term or long-term?

Relevant

Is this goal consistent with my values and overall vision for my life?
Is this goal a priority for me to focus on right now?
Is this a primary or secondary goal?

Time Bound

Have I set a time frame for this goal?
Is it a reasonable time frame?
Is it a manageable time frame?

Here are some examples of SMART goals compared to other goals.

Other Goal

SMART Goal

I want to write a book.

I will write a book on internet marketing that is at least 150 pages long, and have the first draft completed by January 23rd. I’ll commit to writing at least three pages each day (I understand that wealth creation is created before 9am and after 5pm – during the day I earn a living) until I finish.

I want to be really wealthy.

I will double my income to £200,000 within 18 months by starting an internet marketing business.

I want to become a millionaire in four months.

I will become a millionaire within three years by starting my own small business marketing company and positioning myself as an expert public speaker with engagements worldwide. I will supplement that income by creating a source of passive income.

I am going to do my taxes.

I am going to finish my taxes by Friday, and I’ll achieve this by spending two hours on them each night until then

Goals, like everything in business, have the potential to grow, change and evolve based on circumstances beyond our control. Depending on the length of the goal – daily, weekly, monthly or yearly – you’ll want to set up a schedule for reviewing and potentially revising your goals.You need to review and revise your goals on a regular basis so they have room to grown and change with you.

Build this review period into your goal setting process – schedule times to review your goals and take stock of your progress. Here’s a guideline:

Goal Timeframe

Frequency of Review

One Week

Daily

Two Weeks

Weekly

One Month

Weekly

Three Months

Monthly

Six Months

Monthly

One Year

Quarterly

Five Years

Yearly

10 Years

Yearly

Now it’s time to working through the goal setting process and create a few SMART goals of your own.

(Note: If you prefer, I can let you have a series of pre-set spreadsheets to help you with this. Use the form at the end of this post to claim your own personalised spreadsheets).

Have a go at working through the following steps to creating 18 SMART personal and business goals.

TIP: This is a great exercise to have your employees and management work through.

1. Establish Your Personal Values
Since you’ve already worked through a business visioning process, use the same process to work through a personal visioning process. When you’ve completed this, combine your business and personal visions and set your goals in one place.

2. Take a Personal Inventory
Using the information you discovered in the previous Personal Values exercise, carry out a Personal Inventory to think big about your future and your success. What are you dreams for yourself and for your business?

3. Set SMART Goals
Using the SMART principle described in this blog, plus the personal and business visions that you have just created, write down three personal and three business goals for each of the following time frames: 6 months, 12 months, 5 years. Remember that these goals should support your personal or your business vision.

4. Create an Action Plan for Each Goal
Now, for each of the 18 goals, create an action plan. This will include steps to take, potential obstacles to overcome, milestones to note, and other information that will help you as you work to achieve the goal.

5. Display Your Goals
Put your goals in a visible place where you can see and be reminded of them on a regular basis. You may wish to place business goals in your place of work, and personal goals on your desk or at your computer.

You’ve now completed the only envisioning and goal-setting process you will ever need to be successful. Congratulations!

I hope you’re getting really excited about the future potential of your business, and the power you have in you to achieve the vision and goals you have set while you’ve been taking part in the Business Growth Masterclass.

The next couple of installments will lay down further groundwork for your success, and then we will dive into the marketing strategies that are really going to transform your vision into reality.

For more information on the goal setting process described above, or to discuss any other aspect of your business growth strategy, use the following form to get in touch:

Does your business have that certain something that make you stick out from the crowd?

Do You Have A Unique Selling Proposition; that certain something which makes you stand out from the crowd?

If I were your prospective customer, why should I do business with you above any and all other options? Why would I be an absolute fool to buy what you sell from anyone else but you? That answer should be clearly articulated in the form of your USP.

What you need to know…

A USP is the single, most distinct and important benefit a business owner provides to their clients that’s different from their competition. It’s absolutely critical to not only create an effective and highly compelling USP, but to use it in every piece of marketing you develop, and in every form of communication you use with your clients and prospects.

Why you need to know this…

Your USP, working in tandem with your elevator pitch, creates a huge competitive edge for your business. Developed properly, it will separate your business from your competition, eliminate them in the minds of your prospects and have them saying to themselves that they would be fools to do business with anyone else but you.

For example, most business owners place the name of their business at the top of their business card. That’s the worst thing you can put there. No one cares who you are or what you do. They only care about the benefits your product or service offers to them.

Instead of a jeweler’s business card saying “John’s Jewelers,” what if it said this…

Discounted Diamonds – Unmatched Quality, Untouchable Price, Unbeatable Guarantee

In just a few words, would you feel like an absolute fool if you bought a diamond from anyone else but this jeweler? That’s the power of a well-designed USP.

The cost to you if you fail to act…

Do you have a Unique Selling Proposition?

Do you use it in every piece of marketing you create?

Do you have it prominently displayed on your business card?

If you don’t, you’re losing market share, a massive amount of potential revenue and the opportunity to dominate your market.

To your success,

David T Preston

Business Growth Masterclass – Session 3

Welcome to the third installment in my blog series The Business Growth Masterclass

I’ve called this session:

How to Make Goal Setting a Fundamental Part of Your Business

Before we start, I just want to check that you’ve done the homework set in the last installment of the Business Masterclass.

  • You have a strong understanding of how the five-part formula works.
  • You understand how the formula can impact all areas of your business.
  • You have taught your staff about the five-part formula, or simply told them that you are embarking on a new marketing strategy that will involve their participation.

Great Stuff! Now it’s time to put together your road map. You need to set some goals that support the vision you created.

By now you’ve created a really clear vision of where you’re going to take your business, and what it’s going to look like when you get there. You’ve also learned a proven, step-by-step formula for making that vision a reality. You’re getting close to the end of the preparation stage, and closer to diving into Step One: Lead Generation. But first, you have to map out the route that you’re going to take to achieve your vision, and establish which landmarks will tell you that you’re going the right way. You’ve got to set some goals.

In this session we will cover:

  • What are goals and why set them?
  • How is a goal different from a vision?
  • Areas of your business that need goals
  • What happens when I achieve a goal?
  • The impact of positive thinking
  • Autosuggestion techniques and exercise
  • Visualization techniques and exercise

Goals are specific, attainable targets that bring you to your vision. They’re the milestones (or landmarks) you need to reach along the way.

Goals focus your efforts and intentions, and direct your motivation in a productive direction. Goals outline a plan of action, while dreams are conceptual visions. Your goals are the milestones you will reach along the way to achieving your vision. They break down the process into smaller pieces; the little successes en route to the big success story.

Goals are different from your vision.

It can be easy at first to confuse a business vision with a goal. They are both projections of an ideal future situation that you have created based on your dreams.

Goal

Vision
Goals are specific, measurable targets that a person or business sets out to achieve. Goals support the greater aspirations set out in the business vision statement. A vision statement is a broad, inspiring image of the future state a business aspires to reach. It describes without specifying how aspirations will be achieved, or when.

There are many areas in your business that you need to think about when setting goals or targets. Let’s create your unique list.Studies have shown that only three to five percent of people in the world have written goals – the same three to five percent who have achieved success in business and earn considerable wealth. Setting strong goals and committing them to paper is the most effective way to achieve success. Goals will focus your time, energy and the outcomes that are the highest priority at a time. When you prioritise and concentrate your efforts, you avoid being stretched too thin, and produce greater results.

You have many areas of your business, and each need to do their part to contribute to the overall vision you have for the company. Set your goals systematically. There are many areas of your business that you can set targets and goals for. This helps to break down the process into smaller, achievable chunks. Here are the areas of your business that you’ll need to think about when setting goals:

Lead Generation > In-store Leads
> Phone leads
> Return on Investment (of marketing campaigns)
> Weekly / Monthly / By Campaign Leads
Conversion Rates > Individual Staff Targets
> Staff Development
> Conversion Rates
> Sales Targets
Transaction Frequency > Sales Targets
> Customer Loyalty
> Average Transaction Frequency
Average Sale > Sales Targets
> Revenue
> Add-on Targets
> Sale increases
Margins > Product or Service Evolution
> Profit
> Cost Reduction
Personal > Personal Development
> Personal Wealth Generation

What happens when you achieve your goals, What happens next?

You should reward yourself and your team each time a target is reached. This will not only train your mind to associate hard work with reward, but will develop loyalty and morale among your employees. Once you’ve reached a target, ask yourself where the next rung of the ladder is. Can you improve upon the target you just reached? Can you stretch yourself and your team, or challenge yourself more? Get into the habit of setting a new, higher goal each time you achieve an existing goal. This will lay a solid foundation for consistent personal and professional growth and improvement.

Before you set goals, you need to reframe your thinking so you can support yourself and your efforts.

We’ve talked a bit about the power of intention, and how a strong belief in yourself and your ability to be successful is the keystone to achieving great things. This part of a greater concept, called positive self-talk, and it has a powerful impact on your reality. Positive thinking and self-talk is an important technique to practice and cultivate. When you programme a positive stream of subconscious thoughts into your mind, you can control your reality, and ultimately the outcome of your goals. When you set out to practice positive self-talk techniques like autosuggestion and visualization, you may find that you have a stream of negative thoughts that continually run through your mind. This is okay – you work is to correct each negative statement that flows through your mind. For example, each time you say to yourself, “I’ll never be able to finish this…” or “I’m a terrible public speaker…” take a moment to stop and correct the thought. Instead, say “I will do the best I can to finish this project,” or “I will get myself some training and become a better public speaker.” Positive self-talk means getting rid of the negative thoughts that run through your mind on a regular basis – some that you may not even hear!

  • That’s impossible.
  • Don’t even bother.
  • It’s already been done.
  • We tried that, and it didn’t work.
  • You’re too young.
  • You’re too old.
  • You’ll never get there.
  • You’ll never get that done.
  • You can’t do that.

Autosuggestion is a kind of positive self-talk that will improve your performance in all areas of your life, and give you a better shot at achieving the goals you set.

Autosuggestion is the technique that harnesses the power of your internal dialogue – your constant stream of thoughts and judgments and beliefs – and uses it for positive, affirmations. Often, this involves changing negative beliefs and perceptions that we learned from our parents, friends, partners and experiences. You can practice autosuggestion anywhere, and at any time. It is especially helpful to spend 10 to 15 minutes practicing autosuggestion before a stressful situation, like a meeting or sports game. All you need to do is sit quietly, breath deeply, and allow yourself to be open to the thoughts and ideas you are about to tell yourself. Then repeat positive statements about yourself and the future outcome of a goal or intention or event. Some examples of positive autosuggestions include:

  • I will close the sales presentation and secure this client!
  • I am a capable and positive person!
  • I deserve the success that I have achieved!
  • I am doing the best I can!
  • I will assert my needs in my relationship!
  • I will have all the information I need to ace my exam!

Here are some helpful tips for your autosuggestion process.

  • Believe in and feel what you are telling yourself. Linking suggestions to emotion increases their potency.
  • Talk to yourself like you would a close friend. Use a calm, considerate and gentle tone of voice. Remember that you are working to develop a good relationship with yourself.
  • Phrase your suggestions positively, and avoid negatives like “not”, “less”, “won’t”, “don’t” and “can’t.”
  • Use the progressive form of the present tense to reflect acceptance of being “in progress.” For example, say “I am becoming..” instead of “I am.” Your mind may have an easier time accepting the statement.
  • Repetition is key. Each time you repeat a suggestion, try to find a way to make it a stronger, more powerful and meaningful statement.

Visualization complements autosuggestion and harnesses the power of your mind’s eye to realise your goals.

Visualization is another mind tool that successful people use to programme their brains for success. It’s simply visualizing in your mind how something is going to happen or play out on a repeated basis. Visualization is commonly used in sports training, and has been proven to improve performance better than just practice alone. The technique can be used by anyone, however, and will generate the same results on performance and outcome. When we visualise an event or situation, or an object or possession, we attract it into our life.

Teach yourself this step-by-step visualization exercise.

Visualization should be done with a relaxed and positive attitude, as well as with an openness and willingness to accept whatever outcome may present itself.

  1. Sit comfortably in a quiet space – your office, home, or in the open air.
  2. Pick a goal or intention to focus on.
  3. Relax your entire body, and take several long deep breaths.
  4. Tune into your inner voice, and connect to the feeling that you truly believe this goal or intention.
  5. Begin to visualise the achievement of that goal, or realization of your intention.
  6. Create a clear and detailed mental picture, using all five senses.
  7. Allow yourself to feel how you believe you will feel when you have achieved your goal, and how much you desire to reach that goal.
  8. Finish with a positive affirmation about the outcome of your goal or intention.
  9. Repeat this process at least once per day, for about 10 minutes.

Powerful positive people have the strength to create powerful positive change in their lives and the lives of those around them.

You are a powerful, positive person! Successful people have no secrets – they’re just determined, focused people who have set goals and programmed their brain to think positive, and think big. Spend the next few days working on your autosuggestion and visualization skills. You might feel a little silly at first, but I promise that these are powerful psychological tools that will retrain your brain for success.

As before, if there’s anything here that you’d like to discuss in more detail, I’m here to answer questions and provide support when you need it, so feel free to use the feedback form below to get in touch: