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Blueprint4 business and yes group presentation martyn anstey
1. Why 98% of Business Owners have nothing more than a JOB….. & The 7 Essential Steps to have your Business work for YOU
2. What Made you DECIDE to INVEST the Time and Money to come along tonight?
3. 7 Essential Steps to have your Business work for YOU Implemented Some Strategies, Tactics, & Mindset Real Case Study: B rought in just over $250,000.00 on the front-end additional revenue to a very small web development firm with limited resources just by applying these principles...with very little effort just tweaking some old Sales & Marketing Strategies.
4. Martyn Anstey is a successful Global E n trepreneur, Investor, Author, Trainer and Business Growth Expert for leading brands; National Geographic, Financial Times, Fox TV, WSI, Kimberly Clark, PSA . VP of Elite Business Consulting and Coaching with Tony Robbins and Chet Holmes . Co-founded company taking it from 0 to $10m in less than 11 months. Led company from $5m to 12m in less than 9 months selling it to a private equity company. Expert at creating profitable marketing systems, expanding overseas and increasing company valuations. Lisa Lieberman-Wang produced millions of dollars in revenue for small to mid-sized businesses as well as Fortune 100 companies over the past 30yrs. Built a large network of entrepreneurs, Million Dollar Club Member. Professional Speaker, Trainer & Consultant. Master at sales and marketing teaching entrepreneurs how to open more doors, close more opportunities and produce revenue through systemized business models that can be duplicated throughout their organization. Why 98% of Business Owners have nothing more than a JOB….. & The 7 Essential Steps to have your Business work for YOU
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6. 1,958 Businesses Fail a Day (US Census) 48% are under 5yrs 16.5% in business 6-10yrs 35.5% in business 11-30yrs But real killer are those on life support and those who grow revenues, not profits
7. What leads to Business Imprisonment? • Trapped in the technical comfort zone • Busy, busy, busy • Owner-dependent company • Ineffective leadership and delegation • Growing business complexities
8. What it is costing YOU not knowing… • Wasting time and money, working harder not smarter • Frustration and aggravation at work and at home • No more hours in the day and burnt out • Losing credibility and clients don't see you as "Expert ” • Not hitting quotas and blaming the economy • Losing money to your competition • Doing the same thing and getting the same or worse results • Stressed and not realizing your full potential • Wasting time on doing the wrong things – getting no where • Feeling like a loser and not the leader that you truly are
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15. 7 Essential Steps to have your Business work for YOU 1. Keep your Geese 2. Get more Geese 3. Increase how much they spend with you 4. Get them to buy more often 5. Say No to bad geese Leverage Marketing – 5 Ways to Grow
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21. “ Why So Many Businesses Fail in Their Sales & Marketing!”
22. Everything I just shared is worthless... Would you like to stay there or make a decision to move forward? What is it costing you to stay where you are?
24. What are you SPENDING EACH WEEK To remain where you ARE?
Editor's Notes
M Hello Everyone, Thank you for joining us here today. Firstly would like to acknowledge investing in yourself and your business I am martyn anstey, I ’m here with business partner lisa lieberman-wang. We would like to welcome you here today We will reveal why 98% of bus owners have nothing more than a job and the 7 essential steps to have your business work for you
L ****We are Glad to have you on the webinar today. What Made you DECIDE to INVEST the Time and Money you forgoed doing something else to Be On This Webinar? For most entrepreneurs after first few years of business ownership, reality sets in. for most owners the initial joy of doing your own thing has faded. Your supposed ticket to freedom has turned into a sentence of servitude. Your baby has become a rotten child. What was once a very exciting mission has turned into the daily grind. Your American dream now seems to be an unattainable fairytale. Your business should be a tool to help you get more life, not less – a business whose freed you up not tie you down It ’s your WHY which is the most important thing that keeps you going through thick and thin. That will be your driver to keep you going to build your business. You feel like a prisoner to your business? Overworked, isolated? Slave, chained ready to get off the gifted craftsman ’s treadmill, tackling non-strategic work, expending too much energy and getting nowhere. But there is a part of you inside which knows that you must and can reclaim your business and your life – to design a business that is working for you and not a business you are working for. Working On not In your business. So rt now just write down your why. Why its important to you, your family and your employees that you got your business this far, because it is really your WHY that gets you through the inevitable ups and downs, not the what ’s when’s and hows.
Lisa – (Reluctant Hero) – I learned over the past 30 yrs of doing millions of dollars in sales finding it easy for me, but hard for others that I needed to help… u see it was cool knowing it but not cool not knowing. So many talented individuals that got started in their industry because they loved the craft, product or service and they built their business to a point on enthusiasm and then plateau ’d because they lacked the sales and marketing techniques to get them to the next level. Right now there are companies feasting with the economy and those that are experiencing famine. The original fire in your belly you had at the start has been replaced by a growing uneasiness in your gut You now feel trapped – your original ticket to freedom now feels like is chaining you down and you feel trapped Our outcome is to provide you with some real actionable strategies, tactics, and mindset that you can take and apply today – and most importantly get the results and in some cases immediate, that we have achieved for others. Outcome is that we create a business that works for you and not you working for your business. We have a tested a system of marketing and selling that worked way better than anything we ’ve ever tried. These steps will help you do better than you ever did before. In fact, it brought in just over $250,000.00 on the front-end additional revenue to a very small web development firm with limited resources just by applying these principles...with very little effort just tweaking some old Sales & Marketing Strategies and Mindset of the Owner sales increase by 18% but the best part was their profits increased by 29%. But there’s more, they had more time for their family and friends and weren't living to work but working to live. M That’s so true, its about creating a business that works for you, not you working for business so you can spend time on your real passion That’s actually how lisa and I connected – we both faced the sane challenge in our lives – we had been accepted as 1 of a 100 people from around the world onto the tony robbins platinum partnership program where we not only invested a significant amount of money but also time and we had to ask ourselves how do we still grow our different companies as well as attend a week long mentorship every single month – we had to apply all of the strategies we are sharing with you today and we got to spend the time on our real passions – growing ourselves and giving back – we have smelt the roses as such – believe when I say if anyone told me I could grow my business and yet work 25% less then I would have thought they were joking but hat is exactly what we will share with you today
M We are not looking to just share info today but for you to walk away with an action plan that you will execute – only applied knowledge is real power Peak state Take notes – make column profit impact For some of you it will be thousands, other it will millions of dollars added to your bottom line. EXECUTION IS EVERYTHING Some more people joining the webinar, but we respect your time So lets get started. You can read about us at your leisure – I going to get right into it – we are here today for you not to talk about ourselves
M- Don ’t try to follow what others are doing… Add value – GET TO FROM A TO B - Simplified it down – back to basics. Simple gets done, complex does not. 2. FOR YOU TO TAKE ACTION Share with you 5 ways to grow your business – if you do 1 or 2 – linear grow but a combo of 3 or more and we are talking exponential growth Come away with a 60-90 action plan as well as greater clarity, confidence and capabilities to achieve your vision, strategies and goals – to get a business that works for you not a business you work for. 3. Invite a Few of You to Work with Us Personally to Expedite Your Growth.
Lets take a moment to look at the environment we now play in. Business failure at an all time high Over 48% of the business failing are under 5yrs And the playground is not all fun According to US Census Bureau, 1958 companies are going out of business a DAY – not a week, not a month but a day – to clarify, this is not those who go into debt or face tough times but actually close their doors for good……. REAL KILLER that pains us Those who are unnecessarily on life support – no quality of life at all – that ’s is the stressed out gifted craftsman on that treadmill getting nowhere - hit plateau - unable to get over the next hurdle – lost their mojo REAL KILLER Those who have a life but don ’t live it – what a waste 0 this is akin to growing revenues but not growing the profits -
M We could say low sales, insufficient cash flow, ineffective marketing, poor financial planning and competition and I am sure many o you would say economy – these are all true but we would show it a different way Do any of these seem familiar to you? TRAPPED IN THE TECHNICAL COMFORT ZONE - - former technicians/craftsman in their trade masquerading as owners – don ’t act like entrepreneur – insufficient for managing a business BUSINESS – Activity vs accomplishment. Confuse harder not smarter - - the more the business grows, the harder they work and more imprisoned they become. Poor strategy – doing the wrong things. OWNER DEPENDENT - tragically most entrepreneurs unknowingly, reactively and accidentally create owner-centered and owner dependent company – they are trapped. - when need to re-engineer systems –orientated and professionally equipped with processes, procedures and policies. INEFFECTIVE LEADERSHIP AND DELEGATION – leadership vs do-ership - micromanaging VS Leading, owners vs employee GROWING BUSINES COMPLEXITIES – By failing to plan for growth u are by default planning to fail – needs leadership, business systems ANTICIPATE CHANGE COMING UP SO YOU CAN BE PREPARED FOR IT Many of you have an amazing talent/skill which provides incredible value to the community such as chiro, dentist, surgeon, legal, accountant, builder, plumber – often training or learning for years either formally or on the job but not everyone were provided the business skills to truly grow your business – if any it was launch business only – and now, no time to take to next level - we find many plateau – we are here to take it up to the next notch/level. What does next level mean to you? Revenue – profits, time – perfect too don’ t need to create next APPLE
L What it is costing you not knowing and applying the right sales and marketing strategies • Wasting time and money, working harder not smarter • Frustration and aggravation at work and at home • Working more hours for less pay – not enough hours in the day • Losing credibility and clients don't see you as "Expert" • Not hitting quotas and blaming the economy • Losing money to your competition – • Doing the same thing and getting the same poor results • Antiquated sales and marketing strategies • Wasting time on ineffective social media strategies • Feeling like a loser and not the leader that you truly are • Becoming a dinosaur and realizing your full potential.
L BUT GOOD NEWS: Others have tread the path before and have left clues… 2. Consumers still have problems that they want solving…..which they will pay for But people still buying, you need to be out there to be seen and found when they are looking for you. According to google, there are millions of : global monthly searches for products and services today. more people will keep searching and you need to be out there to be found. Many gather shopping information and also buy offline. Some businesses growing more than ever during poor economic times. History show that Some of most successful companies formed or invested heavily during recession LETS GET INTO SOME MEAT So probably asking this makes sense but I am busy and how can I use this to practically grow my business right now? Take good notes and we will get there. First thing, is mindset – this is step one – many of you may have heard this before – simple but powerful but how many of you apply it everyday? We are going to go over – 7 essential steps to have your business work for you. Very powerful drivers to propel your business.
M Conquer self first, marketplace second In order to build a systems-dependent business that functions without you, you must think of yourself as separate from the business. You are not your business and your business is not you Re-program by transitioning to a new way of thinking and behaving and learning new habits Design - ceo Improve - manager Operate - employee Stop acting like an employee and start thinking like ceo - Strategic leadership vs technical doership Work on not in your business Work less, lead more Ask better questions, get better answers so we will be asking you what we call Power Questions Power question: How can you get more form your current resources and efforts?
M Develop clarity of direction for your business and employees by creating a simple business roadmap and an effective implementation process. Where r u now? Where wish to go? So many now b but not a – be honest What is the gap? Simple but powerful Business is simple too – find out what they WANT not need, go get it, give it to them System: Get leads – marketing Get clients/convert leads to sales – sales Fulfill on promises made in sale – operations Follow up to ensure satisfaction and uncover unmet needs – customer service EVERYTHING else – secondary importance and must be their to support main mission How much time you spending on the above 4 – should be 90% Simple gets done, complex does not Keep business simple Set performance goals for critical success areas Select champion for each impact area – set 90 day action plan Measure – SMART – what gets measured gets done, what gets rewarded gets repeated – as leader, implementation is crucial – implementation is where success is found. Power questions – Before doing a task – ask – does this task lead directly to increased profits, significantly reduced costs, improved customer satisfaction or to me building a better business – if no – dismiss or delegate
M So need to focus – one useful model is to know where u r on the business life cycle and realize you need to focus on different things depending where u r on the life cycle Where in the lifecycle – Creating baby rather easy and enjoyable, raising a child is much more challenging – eg starting a business is fairly simple and fun. Managing a growing and complex business is much more difficult What works at early stage is not is what necessary to get you to next level E ’g’ innovation, cashflow essential at start up and no systems but as develop – need systems, need to hire in and duplicate yourself and the optimize and maximize Art not a science. Anticipation is power – industry, economy, you and team – 3 to thrive Few key strategies and implement like mad – success is more about execution than anything else. Focus on the vital few instead of the trivial many. Go for breakthroughs, not mere incremental gains.
L Choose your Golden Geese ….Who r your best customers…. Your Ideal clients… Target Audience… What problem do you solve What pain, fear, pleasure can u solve for them Not all clients created equally 80/20 rule 80% of bus – 20% of customers – your ideal clients or golden geese are the ones with the…… Short sales cycle Pay a premium Pay on time Buy frequently Low maintenance Stay a long time, keep buying Refer other geese Profitable Geese…. Follow you and stay on the farm. They r low maintenance, eat same corn, keep laying the eggs no matter what season, remain loyal, don ’t complain, don’t leave and invite their friends to join them. Q: What is it costing you to be working with the wrong clients? May need to fire some clients, cause not profitable & sucking life force from your business. Return on TIP – time, investment and peace of mind
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L Leverage Marketing - 1:1 vs 1:many Ex: Warfare…….Use air support (marketing) to vastly aid your ground war (selling) 1:1 combat vs air planes taking out entire cities. Simple gets Done – Complex Does Not ONLY 5 ways to grow your business: Do 1 or 2 and get linear growth, combine 2 or 3 and get exponential growth Test like mad – never stop testing hunches, ideas, 1. keep the customers (geese) you have . Vs get new ones. Repeat after me... keep the Geese we have. no 1 marketing priority – real profits and stable revenue streams come from long term relations and repeat business with your current, loyal, profitable customers Ask Yourself: Q: How big would your business be if I did not lose a single client? Write a $$$ Power question; how can I have clients think they would be crazy to go anywhere else? Q: measure attrition rate .... 10-20, 30% why r u losing them, how could you have improved that? up to 80% of a companies future growth comes from existing clients – ignore at your peril #1 Priority keep your Geese u have... it is easier and 8 times cheaper to keep the existing clients (geese) then to find new ones. 2. bring in more clients (geese) *Best way to do this is to be perceived as different, unique, special, better Best if not on quality, service or price – get some emotional juice . Thats what builds loyalty, speak to any Apple user. *Simplest way is referrals Think about How can u…..? win back existing clients create alliances – no money mktg leverage those relationships that win when you win… ex lawyer, acct etc. 3. increase the average transaction size – how much they spend with you raise prices by adding mass transformational value thereby no competition upsell – more expensive ex: outdoor furniture.... ex: car... cross sell – add ’ l product or svce to existing customer.... ex: pool... decking... fence bundle better – complete solution - turnkey 4. volume / frequent buyer discounts offer products that will complement what you already sell Referrals Insurance Maintenance Cleaning services Cut hair 6wks vs 8wks. 5. say no to bad customers/prospects you cant optimize your business performance if you are constantly bombarded by unprofitable, ungrateful, disagreeable, ever-complaining and energy-draining customers. Good bye prospects who don't fit your profitability profile – 80/20 rule One Way to do this is........ Either raise your prices to compensate for the pain and suffering they cause of fire them
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M Position self – know what you need to say to get their attention – first be positioned as the expert Know like trust buy Best if positioned by someone else Educate – add value Only 3-10% looking to buy now – engage the rest of 90% b4 even get to buying stage – lock out the competition ii) what vehicle - like a girl – face to face, text, sign, hand written letter, - typed, hand written, published or……new york yankees stadium hald tiem score board..fire the one who wants it in blood and sweat. iii) Convert leads to sales - bought her to the dance now are you going to go home with them? Then you ant them to tell all their friends about you
M Find the Formula – Duplicate & Systematize Yourself Out of a Job Systematize your company by creating, documenting and continually improving all of your key processes, procedures and policies – trust the system and people you put in place and go hand off, brains on – train and delegate BUSINESS BLUEPRINT AND YOU OUT OF A JOB - and continually improve (workshop weekly) Create operating system – solution to more freedom, fulfillment and wealth – systems dependent not owner dependent – autopilot and spits out cash Design or redesign to work without you Hands off but brains on / create recipe and let employees do the cooking Replace yourself with the system– train others and delegate – to give consistent performance How to: Start with client perceived needs and work backwards – consistent and predictably deliver promise made in sale – How to – page 40 With effective systems, ordinary employees with training can achieve consistently extraordinary results is your time worth more than 15 bucks- outsource TRAINING…….and COACHING
L Lead more and work less….. Increase your leadership capabilities – excel at leadership, not do-ership, your business needs a clear vision and strong leader to hold others accountable not another employee doing technical work – help build and direct your team. Managers do things right and leaders do the right things 1. Create clarity of purpose and direction Create vision, listen, go inside, share vision, get buy in 2. Create the right conditions (climate and culture) for success Don't micro manage Be bold and decisive Learn language of business – financials MANAGE YOUR GREATEST ASSET – PEOPLE Get right people on board, the wrong people off ad the direct the course of the ship yourself - Recruit, train/coach, develop and retain Hire people slowly, fire them quickly Concentrate on best performers, not your worst. Time – 80/20 Develop – annual performance review, roles and responsibilities, Keep people accountable You set the tone, pace and climate of your business. Know that wrong hiring can cost up as much as 300% of the wages you paid. Invest in training, it will produce the highest RIO, make you more profitable and result in less turnover in your business.
M • Bonus – Create Business Asset You Can Sell – Exit Strategy If you built a house and only got rental income would you be happy. Many business owners do this…. Only collect monthly income aka annual reports If knew how to build house with right foundation they could build a house they can sell, have an asset they can sell and realize their true potential Many leave millions on the table and they built a job vs an asset that they can sell Because they are part of the house working in the business not on the business When they step away the house falls down. We want you to create a house that stands and is profitable without you in it.
L “ Why So Many Businesses Fail in Their Sales & Marketing!” is they don’t have a vision or a clear picture of what their target is. I remember one day going into my son ’s room and he didn’t put his things away and he left me the best gift. He had a Jigsaw puzzle and a box top… You see there is a system of knowing the picture ahead of time that makes it easier to put the pieces together, wouldn’t you agree. Just like the lifecycle of your business if you know where you are, and where you’re going it is easier to get there. ANTICIPATION IS POWER For some people, instead of developing a box top or a system of how the puzzle should be put together… they collect other shiny pieces to put into their puzzle. The picture never comes together. Develop a box top and say this is what my business needs to look like instead of trying to adapt to every shiny new puzzle piece they get.
M Learn to let go – allow yourself to truly enjoy business ownership, your relationship and your life View your business as a means to an end, a tool to help you create more fulfillment freedom wealth and options Your value and worth as a human being are separate from the value of your business – u don’ t get a another chance to be a spouse, parent, friend, - get your priorities in order now Stop the delusions, u will not live forever. Right now your re using up life force, and time is running out. You cannot save time, invest it or buy more of it – u can only spend it – how wisely are you spending your time? Does your present way of living match you desired destination? R u leading the type of life for which you want to be remembered? For many of you – u r struggling to balance running a business with raising a family, nurturing a marriage – as a result u r exhausted from treading water in a sea of multiple responsibilities, obligations and expectations – not surprising divorce rates high Define your life – fulfillment is an inside game – examine your heart and know what you truly want Solution is simple – get a vision and get a life – know who you are and what u want Success is getting what u want; happiness is wanting what you get Let go – get help to let go Value your time more than money – broaden your definition of wealth 0 more than money Winning at business but losing at home is not success – a balanced and fulfilling life is success What is it costing you to stay where you are? Would you like to stay there or make a decision to move forward?
M What we are going to do here is continue to give. We found that if you try to take before we give isn't cool One of the biggest Feedback we get is there is something unique about their market …. We have people we trained who work in our offices in US, Asia, Europe & Latin America and Lisa and I get on these calls too… but for the low price of… zero dollars… really no fee but the price of you being serious about taking your business forward we would like to offer you a Strategy Session to take what you have learned in this call and show you how this System would apply in your business. So you can register at the link that is showing up right now on the screen… We want to give back to you where u r now and where you want to move forward. The only thing we ask is that you take action and apply what we teach If you are on the call and want to take this forward. Apply for one of the strategy sessions. One of our schedulers will give you a call. Be nice to our schedulers, they are the back bone of our business. Apply for strategy sessions and fill out the survey. Give us some feedback on the survey that would let us help you. There's A lot of people just brush over the survey. They fill out the info at beginning giving us name and email… wondering what ’s going to be next. Then there's a survey that asks questions. We want to know those answers, cause we literally take and read those surveys cause we are on a mission to help you out so take the time to fill them out.
L What are you SPENDING EACH WEEK To remain where you ARE? If you know where you should be and it is pretty easy to see where you are now. That is what you are spending to remain where you are right now. That ’s the gap… what it’s costing not to move forward. People think they don’t have anything to lose… compared to others… if your projection is to do $5mil and you are only doing $1mil means it is costing you $4mil staying where you are. Work smarter not harder…. Our goal is to help you not spend that each and every week in a very very short period of time and make that change. Just register there at the link we have below.
