2. BluKoGroup
How We Develop
Adult Mind
Childhood Mind
Engagement by a Person
Engagement with Content
MammalianAmygdala Prefrontal Cortex
3. BluKoGroup
Safety
Unconditional respect
Being listened to
Clarity
Permission
Authentic attention
Acknowledgement
Trust
Inclusion
Physical threat
Fear/Anxiety/Guilt
Rejection/Exclusion
Ambiguity & lack of clarity
Perceived unfairness
Not being listened to
Sarcasm
Being told how to think
Being judged
Triggers
Each mindset has certain triggers that will
stimulate it. Here is a list of them to help
you identify in yourself when your mind
shifts and what may be the cause.
Blue
Red
5. BluKoGroup
How we are Constrained
1st Generation 2nd Generation 3rd Generation
Obedience Conformance Independence
1819-1980s 1920s-???? 1980s-????
Leadership Style:
If you don’t do as you’re told
you will be punished.
Leadership Mind State: Red
If you do as you’re told you
will be supported.
Red
We will help you fully
develop.
Blue
9. BluKoGroup
The Definition of a Successful Business
A COMMERCIAL,
PROFITABLE, ENTERPRISE
THAT WORKS
WITHOUT YOU!
10. BluKoGroup
The Six Steps to a Better Business
GROUP
COACHING
GROUP &
1-2-1
EXECUTIVE
COACHING
From chaos to control
Predictable cash flow
Systemise for efficiency
Structure for growth
Well oiled machine
Multiplication or acquisition
MassiveResults
MASTERY
NICHE
LEVERAGE
TEAM
SYNERGY
RESULTS
StabilityStability
CashCash
TimeTime
HappinessHappiness
FreedomFreedom
DiversificationDiversification
12. BluKoGroup
What is Time?
• Everyone has the same amount
of time:
• Each week = 168 hours, 10,080
minutes or 604,800 seconds.
• An average in our lifetime, we
have 4,200 weeks.
• Time is a non-renewable source.
13. BluKoGroup
The Skill / Importance Matrix
Importance
CHECKING POST
& EMAILS
INVOICING &
CREDIT CONTROL
CUSTOMER CARE
SALES &
MARKETING
Skills
Home Fun - Handout
Low
High
High
14. BluKoGroup
Time Target
Not Urgent & Not Important
Urgent & Not Important
Urgent & Important
Not Urgent But
Important
ZONE
Demand
Delusion
Distraction
WE HAVE
APPROXIMATELY
4,200 WEEKS IN
OUR LIVES.
15. BluKoGroup
Default Diary
• What are the regular things you
have to do weekly?
• Fix them into a specific time
• All other tasks fit around the
other tasks
• Follow your diary
• Start small and add more to it
16. BluKoGroup
What KPIs are Needed in Your Business?
WHAT IS
MEASURED
HOW OFTEN?
WHAT DOES IT
TELL YOU?
HOW IS IT USED?
COMMENTS/
ACTION PLAN
MARKETING &
SALES
Leads Weekly
Level of
interested parties
Improved
marketing
Target = 10 a
week
FINANCIAL Profit Margin Monthly
Profitability of
business
How much
money in the
pound is profit?
Increase margin
to 60%
PEOPLE Absenteeism Daily
Team productivity
& moral
Increased
performance
Action Plans for
all employees
PRODUCTION No. of complaints Weekly
% of dissatisfied
customers
To improve
service
Receive feedback
on all deliveries
Home Fun - Email
17. BluKoGroup
The Profit & Loss Statement
Records
• Sales/Income
• COGS/COS/Variable
• Gross Profit
• Fixed Expenses
• Net Profit 0
25
50
75
100
April May June July
18. BluKoGroup
Successful Marketing
The rule of 10 by 10.
10 different ways of marketing providing
10% of new business = 100%
By having 10 different strategies you
reduce the risk of damage to your
business if some fail.
Think of your business as a platform
supported by your marketing. 10 legs is
more sturdy than 2 or 3.
10% 10%
10% 10%
10% 10%
10% 10%
10% 10%100%
19. BluKoGroup
5 Ways Example
4,000
x
25%
=
1000
x
2
x
£100
=
£200,000
x
25%
=
£50,000.00
Number of Leads
x
Conversion Rate
=
No. of Customers
x
No. of Transactions
x
Average Sale
=
Revenues
x
Margin
=
Profits
4,400
x
27.25%
=
1,210
x
2.2
x
£110
=
£292,820
x
27.5%
=
£80,525.50
X 10%
With a 10% increase
in each area, that’s a
46% increase in your
revenue and a
massive 61% increase
in your profits.
20. BluKoGroup
What is a Belief?
A belief is something you
hold to be true
Why are your beliefs so
important?
22. BluKoGroup
4 Types of Sales People
1
The Order Taker
Waits for someone to ask if they can buy.
2
The Product Pusher
Talks about nothing but the product.
3
The Over Seller
Promises the world just to get a sale.
4
The Problem Solver
Helps the customer find what they need.
38. BluKoGroup
4 Different Customers
The Owners
The business must serve them
by providing profits.
The Customers
The business must serve them by
fulfilling their needs.
The Team
The business must serve them by providing
recognition, rewards and a pay cheque.
The Suppliers
The business must serve them by
paying bills.
41. BluKoGroup
Keep on Getting Better Means
Innovate
Time to start thinking
outside your mental box.
Box
You
(Not in the box)
42. BluKoGroup
Your Top Five
Can you list your top five A
grade customers?
Can you list your top five C/D
grade customers?
Where do YOU concentrate
your customer service efforts?
1
2
4
6
7
5
3
8
9
10
45. BluKoGroup
Home Fun - Bring Together The Last 4 Sessions
USP & Guarantee Building a Successful
Marketing Campaign
Streetwise Marketing Sales Made Simple
List your top learning’s for each session.
46. BluKoGroup
The WOW Effect
Value Added
Expectations
Met
Expectations
Not Met
Dissatisfied Satisfied
Dazzled /
Delighted
WHAT/RESULTS
OUTCOMES
PROCESS
HOW WE DO THINGS HERE
Gone
Searching
Searching
At Risk
At Risk
At Risk
Loyal
Loyal
Advocate
Handout
50. BluKoGroup
WIFLE / What I Feel Like Expressing
The rules for a WIFLE are as
follows:
• Each person states what they
feel like expressing.
• Each person has the right to
say whatever they feel like
without interruption.
51. BluKoGroup
From chaos to control
Predictable cash flow
Systemise for efficiency
Structure for growth
Well oiled machine
Multiplication or acquisition
A commercial,
profitable, enterprise
that works
without you!
Six Steps to Massive Results
MassiveResults
MASTERY
NICHE
LEVERAGE
TEAM
SYNERGY
RESULTS
StabilityStability
CashCash
TimeTime
HappinessHappiness
FreedomFreedom
DiversificationDiversification
Handout 1
53. BluKoGroup
The Only 4 Ways to Leverage Your Business
Leverage Through…
People Systems MarketingFinance
Handout 2
54. BluKoGroup
Keeping a Time Log
• Record what YOU do with every
hour of your working day.
• Weekly - track the tasks you
SPEND most time on that require
least skill and you enjoy least.
• Either delegate or systemise
these tasks to eventually remove
yourself from the company.
Handout 7 & 8
55. BluKoGroup
What are the top 3 things
you’ve learned today?
We value your feedback.
Any questions?
Would you like a call with
Patrick before the next session?
1. 2. 3.
S9 S10