Ardy Roberto's talk on the Entrepreneur's Mindset delivered at the NegoSem seminar in Cagayan do Oro city, Philippines last May 2010. Discover the mindsets of successful entrepreneurs.

1. Mindsets of Successful
Entrepreneurs
GoNegosyo!
NEGOSEM
Cagayan de Oro City
May 19, 2010
Ardy Roberto
Co-Founder, Salt & Light Ventures, Inc
Inspire Leadership Consultancy, Inc.
Entrep10 Awardee,
Microsoft Most Inspiring Entrepreneur
Co-Columnist, Philippine Daily Inquirer’s MarketingRx
Author, S4, Heart of Healing, Buhay na Hindi Bitin

2. Diagnostic Test:
Stare for a few seconds at each of the
following patterns.
Are the patterns moving?
Or are they perfectly still??

6. The patterns are used to test the level of stress a person
can handle.
None of these images are animated - they are perfectly
still.
The slower the pictures move, the better
your ability of handling stress.
Senior citizens and kids see them standing still. Walang
stress!
Alleged criminals that were tested see them
spinning around very fast!
How did you do with the test??

7. Everyone has different
sources and kinds of
stress

8. Job Fair

9. China job fair

12. Goodyear – Financial Crisis pinch

13. AIG (American International Group)

14. Adolf Merckle (World‟s 94th richest,
Germany‟s 5th richest) stressed out by
financial crisis: Commits Suicide (Jan 6-09)

15. Are these the signs
of the times?
Confusing and
stressful…

17. MINDSETS OF SUCCESSFUL
ENTREPRENEURS
Before we start:
Attitude of Gratitude
Thank you GoNegosyo!,
The DTI and
our GoNegosyo sponsors
(and my special family here in CDO:
The Bolongaitas, The Dongallos and Pelaez clan)

18. MINDSETS OF SUCCESSFUL
ENTREPRENEURS
∞Self-Mastery:
The MIND
∞M-B-A:
3 MINDSETS
Practice and acquire these mindsets
and you’ll have less stress, more peace

19. Note-taking Tips to Maximize
Your Learning at this SEMINAR:
[ ] Apply,
[ ] Change,
[ ] Teach/transfer

20. Your MIND
= your best friend
or your worst enemy
“You become what you think
about most of the time”
– Earl Nightingale, The Strangest Secret

21. “Everyone thinks of
changing the world, but
no one thinks of changing
himself” – Leo Tolstoy
Let’s start with our
mindset, let’s start with
ourselves.

22. This is a BRAIN CELL.
Brain Cell
It is the basic building
block of your brain. You
have
1,000,000,000,000
a million million cells in
your brain. We use just 2%!
If a neuron dies, the surrounding neurons will take over some of the
activity from the disabled one. You
can actually grow new dendrites
if you continue to intellectually stimulate yourself through
reading, doing puzzles, and playing games like chess.By creating more
dendrites and more connections, you create more chances for
thought generation. So every time you have a new thought, you literally
change your brain at a chemical, electrical, and physical level.
MOST IMPORTANT…… a thought is real!

25. What are the thoughts in
your mind?
What do you think about most of
the time?
Are you hopeful?
Or are you worried?

26. Study on Worry:
“What People
Worry About”
40% are worrying about things
that never happen anyway.
30% are worrying about past,
unchangeable decisions.
12% are worrying about illnesses that never
happen.
10% are worrying about adult children and friends
(who are able to take care of themselves).
Only 8% are worrying about real problems.

27. THE STORY OF NICK –
Family man.
But a worrier and
pessimist.
A railroad worker who
always expected worse to
happen... And then one day
while working at the
railroads
www.saltandlight.ph

28. Nick got accidentally locked!
Since he was in a
refrigererator car,
Nick assumed that
the temperature
inside was a freezing
0°C.
He started shivering
and thought to
himself, “I'll freeze to
death if I don’t get
out of here.” www.saltandlight.ph

29. Nick wrote a message to his wife and family
on a cardboard box:
“So cold,”
“…body's getting numb. If I
could just go to sleep.
These may be my last words.”
www.saltandlight.ph

30. The strange thing was the boxcar‟s
refrigeration unit was broken and
the temperature inside was just
around 16°C — far from freezing.
But the autopsy on Nick‟s body
showed that he had frozen to
death!
www.saltandlight.ph

31. Nick’s thoughts froze
himself to death.
www.saltandlight.ph

32. F alse
E ducation
A ppearing
R eal

33. “As a man thinketh in his
heart, so is he.”
– Proverbs 23:7
King Solomon

34. Placebo Case Study
Placebo heart surgeries anyone?
www.saltandlight.ph

35. Businessweek, reporting on the economics
of the billion-dollar heart surgery
industry, reported that those who had
thought they had undergone laser
heart surgery to improve their blood
flow received the same
benefits as those who went through
actual heart surgery.
I.e. “Hindi na barado!”
www.saltandlight.ph

36. The Pygmalion effect
Self-fulfilling prophecy
Examples:
Children – “baka madapa ka!” “bobo!”
“Friends” – “baka malugi ka!”
Country – “Wala nang pagasa”

37. Pygmalion effect in
business
...performance will improve if your
supervisors communicate positive
thoughts about people to people. If
the supervisor actually believes that
every employee has the ability to
make a positive contribution at work,
the telegraphing of that message,
either consciously or unconsciously,
will positively affect employee
performance.

38. What are the thoughts in
your mind?
What do you think about most of
the time?
Are you hopeful?
Or do you worry?

39. Paul to the Philippians (gamot sa worry)
“Don’t worry about anything;
instead, pray about everything. Tell
God what you need, and thank him for
all he has done. If you do this, you
will experience God’s peace, which
is far more wonderful than the human
mind can understand. His peace will
guard your hearts and minds as you
live in Christ Jesus.”
Philippians 4:6-7 (New Living Translation

40. “You become what
you think about
most of the time”
– Earl Nightingale, The Strangest Secret

41. Think on these things…
Finally, brethren, whatsoever things are
true, whatsoever things are honest,
whatsoever things are just, whatsoever
things are pure, whatsoever things are
lovely, whatsoever things are of good report;
if there be any virtue, and if there be any
praise, think on these things. – Phil 4:8

42. The Entrepreneur’s
MINDSET
M-B-A
3 Mindsets that successful
entrepreneurs possess

43. MINDSET #1:
M–B-A
M – Mangarap
{Dream!}

44. Bebot: “Pangarap ko to earn
P250,000 a month – like my Papa!”
Tata: “Wow! You’re Papa is making
P250,000 a month?”
Bebot: Ah, hindi pangarap din niya
kumita ng P250,000 a month”

45. MINDSET #1:
M–B-A
M – Mangarap {Dream!}
Is your dream worth achieving?
Is it going to help other people?
Will achieving your dream help make
the world a better place?

46. MINDSET #1: M – B – A : M – Mangarap {Dream!}
Edwin Pages
story:
from
beerhouse
business to
Online real
estate
magnate

47. -Edwin Pages

48. MINDSET #1: M – B – A: Mangarap!
-Dream BIG!
-…But start small
-- e.g. TEED @ Limketkai and GV sa Don Mariano

49. “Most Successful Failure”

50. “Everything that we
could do wrong, we did
wrong...”

51. Paul to Timothy :
“Some people, eager for
money, have wandered
from the faith and pierced
themselves with many
griefs.”
(NIV, 1 Timothy 6:10)

52. God, if you’re real...

53. How Salt & Light Ventures became
#1 niche seminar producer and
promoter
We started small
and dreamed BIG

54. Start up: Salt & Light Ventures 2000
How do I
grow this
business?

55. Start small: 15 to 50
people workshops
How do I
grow this
business?

56. Then… 100 to 250 people
seminars

57. Then… 300 to
500 to 1,000
people
conferences

58. Okay – let’s go! Think BIG:
Araneta Coliseum and PICC

59. 10 years after the “most successful failure” concert
business in CDO…a seminar with 14,000 people!

60. PICC: 4,000 people
Total for 2 days: 18,000 people

63. MINDSET #2:
M–B-A
BELIEVE
(Magtiyaga)

64. Believe because…“It shall be done
to you according to your faith.”
Matthew 9:29

65. Dec „99-May 2000
Crisis situation – Very ill, suspected
to have bone cancer or leukemia
www.saltandlight.ph

66. “Missed diagnosis”
www.saltandlight.ph

67. June 2000
“SLE”
Systemic Lupus:
Attacked multiple
organs, esp
kidneys, nervous
system, etc
Very bad prognosis..
www.saltandlight.ph

68. October 2000
My “Miracle”:
Patient
• Kidney damage
reversed
• No chemotherapy
• No Dialysis
• Minimal medication
• Lupus quiet since 2000
www.saltandlight.ph

69. 2001 onwards
My “Miracle” Patient
www.saltandlight.ph

70. Living...second life
www.saltandlight.ph

71. Dream trips
My “Miracle”
Patient @ Sea
of Galilee
www.saltandlight.ph

72. Dream trips – Egypt/ Israel 2005
My “Miracle” Patient @ Sea of Galilee
www.saltandlight.ph

73. In order to believe and increase
your faith (because faith comes
from believing and believing
from hearing), you must have
the mindset of…
Continuous Investment
in EDUcation
(vs entertainment)

74. “Masa” mentality
• Spend for things they believe they “need”
- Colored TV /DVD
• Splurge on celebrated occasions:
Christmas, New Year, Valentine (Western influenced);
fiesta, jueteng (Native Filipino)
81

75. Lower/Middle Class Segment
• Ubos ang pera sa Bingo, Lotto,
Billiards, Sabongan…
82

76. Invest in books!
Like..E-Myth by
Michael Gerber
And
GoNegosyo books!
Budget 10% of
your income for
books and
seminars

78. Guerrilla Marketing series

79. EVERY FRIDAY – PHIL DAILY INQUIRER
BUSINESS SECTION
1

80. Leadership series of books by John Maxwell

85. FREE! Text your name, company
and email address to me:
+0920-9519618
Get FREE copy of this presentation.
+ First 21 who text also get FREE copy
(Send text only
after my presentation.)
22nd texter onwards gets free ebook

86. Success MINDSET #3
ACHIEVE
(Magsipag)
A. Persist (tiyaga)
B. Build your “brand”
C. Build others

87. Success MINDSET #3
M- B - ACHIEVE
Quiz:
According to studies, majority of
purchase orders are written on the
__?_ sales call or contact.
A: 1st B: 2nd C: 3rd
D: 4th E: 5th
F: None of the above

88. 80% of orders are written
during or after the 5th sales
call…but only 10% of salespeople
persist to call or follow up 5 times
…and only 2% persist up to 7 times.
– S4 Success Secrets of Sales Superstars
Winners do what losers hate to do:
work and PERSIST!

89. Marivic & Joseph Go
Top Tupperware Distributors ,
Cotobato City
“No excuses!”
Does Tupperware parties in warzones
Brings guns na lang.
Worked from 7am to 12midnight…

90. “Everyone wants success, but most
people lack two very important
qualities:
persistence
and
patience.”
{Sipag at Tiyaga}
- Denis Waitley

91. Success MINDSET
M – B – Achieve
B. Build your personal
“brand”
How can I build and protect my
reputation?
How do I build trust?

92. Success MINDSET- ACHIEVE
B. Build/invest in your personal “brand”
How can I build and protect my reputation?
How do I build trust?
L-O-R-D
Love
Obey
Respect
Discipline

93. To achieve your goals:
C. Invest in relationships
{Build others up}

94. Leaders build relationships by
giving HOPE:
H elping
O ther
P eople
E veryday

95. Success MINDSET : Achieve
Invest in relationships
How can I help others become successful?
Training
Coaching
Mentoring
Caring

96. Success MINDSET : Achieve
Invest in relationships
How can I help others become successful?
“The secret of success
is not keeping your
success a secret. Share
your success secrets!”

97. Success MINDSET : Achieve
Invest in relationships
How can I help others become successful?
Ask yourself:
Who can you entrust
your business to...?

98. Success MINDSET : Achieve
Invest in relationships
How can I help others become successful?
“There is no success
without a successor”
– Peter Drucker

99. BONUS Success MINDSET
Thinks “entrepreneur”
vs “self-employed”
Who here are
entrepreneurs?
Who are self-employed?

100. Entrepreneurial MINDSET
A self-employed person
works IN his business
An entrepreneur works
ON his business

101. Success MINDSET #5
Thinks “entrepreneur”vs “self-employed”
Take the vacation test:
Who here can go on
vacation/leave for ______
and his/her business is will
keep on running profitably?

102. Sino ang entrepreneur at sino
ang self-employed?
a.) Doctor who builds four clinics
and sees patients in all 4?
-or-
b.) Doctor who builds four clinics
with 8 other doctors working for
him?

103. Entrepreneurial MINDSET
Own your business,
don’t let your business
OWN YOU!

104. Ask yourself these questions*:
How can I get my business to work,
but without me?
How can I get my people to work, but
without my constant interference?
How can I systematize my business
like a franchise?
*source: Michael Gerber, The e-Myth

105. Entrepreneurial MINDSET
To avoid burn out...
FIRE yourself!
Find a way to make the
business run without
you.
(April 8 story)

106. Entrepreneurial MINDSET
Bottomline:
Your business is NOT
your life.

107. Adolf Merckle (World‟s 94th richest,
Germany‟s 5th richest) stressed out by
financial crisis: Commits Suicide (Jan 6-09)

108. Entrepreneurial MINDSET
Your business is NOT
your life.
-Don’t make business your escape
from family responsibilities
-Story of Anna (sought recognition from
business rather from family)

110. MY MINDSET
I ask myself these questions:
How can I work ON my business so
that I have MORE time for my
family?

111. Entrepreneurial MINDSET
Work ON your business by
creating systems.
Hire, delegate, outsource,
don’t do everything
yourself.

112. Entrepreneurial MINDSET
Work hard ON your business in
the first few years so that it can
run profitably and successfully
WITHOUT YOU for the next few
decades.

113. Entrepreneurial MINDSET:
Your business is not your life
Set your mind on not just
being a successful
entrepreneur,
But on being the most...
loving spouse, or parent, or
brother, or sister, or son or
daughter…

114. Entrepreneurial MINDSET:
Your business is not your life
“What does it profit a man if he
gains the whole world but loses
his soul?”

115. Entrepreneurial MINDSET:
Your business is not your life
At the end of your life, what
matters most is the love and
respect of those who matter
most.
So make sure that you own the
business and the business
does not own you…

116. Entrepreneurial MINDSETS:
RECAP:
Entrepreneurial Mindsets:
1. Mangarap (Dream)
2. Believe (Have faith)
3. Achieve (Magsipag, Magtiyaga)
a. Persists
b. Builds his “brand”
c. Builds others (successor)
Thinks of how to fire himself para hindi burned out.
Thinks “entrepreneurial” not self-employed.
Because his business is not his life.

117. "For I know the plans I have for
you," declares the Lord, "plans
to prosper you and not to harm
you, plans to give you a
hope and a future.”
Jeremiah 29:11

118. Daghan salamat!
From the
Roberto
family.
+0920-9519618
ardy@saltandlight.ph
www.Saltandlight.ph
www.saltandlight.ph