What’s stopping you from growing?
You know you need to make a change, to become more pro-active, to work to your plan and knuckle down to achieve your goals. But things keep getting put back, and back again!
In our recent webinar, recorded on 9th July 2021, we aim to make sure you don’t put things off any longer!
Whether you’re just starting out on your business journey or you’ve been running a business for a while but recognise things need to change to enable the business to grow, then have a watch of the ‘7 Top Tips for Growing Your Business’ webinar recording.
Presented by our lead Business Growth Expert, Jenni Morgan, our 7 Top Tips for Growing Your Business cover:
1) VISION SETTING – How much do you want to grow?
2) RESISTANCE – FORMULAE FOR CHANGE – What’s stopping you?
3) THE FIRST STEPS IN ADDRESSING A LACK OF BUSINESS KNOWLEDGE – including our 5 Ways to Grow Your Profits
4) WHAT STOPS YOU DOING WHAT YOU KNOW NEEDS DOING?
5) DO YOU HAVE ENOUGH VISION?
6) ARE YOU HAPPY WHERE YOU OR DO STRIVE FOR GREATER SATISFACTION?
7) OVERCOMING FEAR – Fear of Failure, Fear of Success, Fear of people saying No. We’ll look at how to overcome this and reduce procrastination.
The recording will show you exactly what taking action now will mean for your profits in 6 months – 12 months time!
Fill out the form below for instant access to the 7 Top Tips for Growing Your Business. You’ll also be offered the chance of your complimentary one to one coaching session, to enable you take your learnings and take action on them with specific advice for your particular situation.
You can also get a feel for the type of things we talked about, in the webinar transcript below.
Webinar Transcript
00:04
okay so
00:05
as we are at nine o’clock we will make a
00:07
start so good morning and welcome
00:09
everybody i hope everybody is having a
00:10
good start to friday morning
00:12
so welcome to this webinar which is
00:14
About what are you waiting for, what are
00:16
the seven top tips for growing your
00:17
business that are going to help you move
00:19
forward
00:20
um so what i thought would be useful is
00:22
if i started with a bit of an
00:23
introduction
00:23
around what we’re going to get out of
00:25
today’s webinar um a little bit about me
00:27
but mainly then we’re going to get into
00:28
the meat of the session
00:30
so today’s focus is all about what stops
00:32
you from getting what you want from your
00:34
business
00:35
and how do you change that so what are
00:37
our seven steps that are going to make a
00:38
difference to you
00:39
and then wrapping up with your actions
00:42
so just to give you a brief
00:43
introduction to me my name is Jenni
00:45
Morgan i run ActionCOACH in Wakefield
00:47
and my mission or my objective is to
00:50
work with business owners to help you
00:51
get what you want from your business
00:53
and what i’m really passionate about is
00:55
helping other people to succeed so what
00:57
matters to me is that you get where you
00:59
want to be
01:00
um as i said i own and run action coach
01:03
in wakefield and i’m the lead business
01:05
coach there but i have a team working
01:06
with me as well
01:07
and we work with business owners from
01:09
start-up companies right through to
01:11
multi-million pound turnover
01:13
businesses and directors of those sorts
01:14
of businesses um
01:16
so really something in this for
01:17
everybody depending on your level where
01:19
you’re at
01:19
etc um your role over the next hour
01:24
is to participate um that means listen
01:27
take notes
01:28
please take notes um it really helps you
01:30
to remember things
01:31
um comment in the q&a in the chat boxes
01:33
if you’ve got questions for me pop them
01:34
in there i’ll try and keep an eye on it
01:36
as we’re going through
01:37
um be open-minded so you might be
01:40
sitting there listening to some of this
01:41
and think well i’ve heard that before
01:43
well that’s not for me well that’s okay
01:45
but keep your mind open
01:47
don’t tell yourself i know i wonder what
01:50
you can learn from it sometimes when we
01:51
hear something from a different source
01:53
or we hear it the second or third time
01:54
over we get something else from it or it
01:56
might be it’s completely new to you
01:58
so keep an open mind really make some
02:01
notes but really importantly think about
02:02
what your learnings are and identify
02:04
what you need to work on and ultimately
02:07
what i want you to do coming out of this
02:09
is that you take some action now i would
02:11
love that action for you to be to take
02:13
us up on our free one-to-one coaching
02:15
session
02:15
because ultimately that’s a chance for
02:17
us to help you get where you want to be
02:19
so as you’re going through today’s
02:20
session listen out for the things that
02:22
you want to focus on listen to the
02:23
things you want to bring to that
02:25
one-to-one coaching session
02:26
to talk about that are going to help you
02:28
move forward okay
02:30
and ultimately what actions do you need
02:31
to take to move the business forward
02:34
so it’s great to have you all with us
02:35
this morning um
02:37
i’ll be well we’ll get some interaction
02:39
going on later on in the chat box
02:41
but in general that’s what we’re going
02:42
to cover and what your role is so keep
02:44
listening out for those things that you
02:45
want to bring to that one-to-one
02:46
coaching session
02:48
as we go forward so
02:51
seven top tips for growing your business
02:53
what are they going to be so these are
02:55
our first
02:56
first one so i’m going to run you
02:57
through what the seven are and then
02:59
we’re going to deep dive into detail of
03:00
each one
03:01
what does it mean why is it important
03:03
what do you need to do with that
03:05
is it something you’re great at or
03:06
something you need to work on
03:08
okay so we’re going to talk through each
03:09
of the tips in turn and then we’ll wrap
03:11
it up summarizing it with our sort of
03:13
seven top tips again um and looking at
03:15
what your actions are for what you need
03:17
to do next
03:18
so our seven top tips then number one is
03:21
do you know where you want to be do you
03:22
know where you’re going
03:24
number two is let’s understand the
03:25
formula for change
03:27
what is it we need to do in order to get
03:29
stuff changing who do we need to be
03:31
to get stuff changing because of that we
03:33
want to understand what stops you
03:36
step number four is going to be about
03:38
overcoming new fears
03:40
so some of the things that stop some
03:41
people are their fear of the situation
03:43
maybe fear of success
03:44
might be fear of failure it might be
03:46
fear of getting laughed at there’s lots
03:47
and lots of things that we build fears
03:49
up into so we’re going to talk about
03:50
what fears are
03:51
and how do we overcome them then we’re
03:53
going to step into
03:55
do you have a strong enough vision is it
03:56
compelling enough
03:58
are you dissatisfied with where you are
04:00
now because if you want to change you
04:01
need to move away from something there
04:03
has to be something there
04:04
okay and then wrapping up with well
04:06
actually if you’ve got the knowledge and
04:08
do you know what the next steps are
04:09
what are the actions you need to take
04:11
okay so that’s what we’re going to work
04:13
through over the next
04:14
50 minutes or so um with the space at
04:16
the end of some q
04:17
a all being well so um just checking
04:21
that
04:22
i know you said you could hear me and
04:23
see me any questions so far everybody
04:25
happy with the agenda if there’s
04:26
anything coming up for you questions
04:28
wise pop it in the chat box for me
04:30
and i will deal with it as we’re going
04:32
through
04:34
so our first point then on our seven top
04:36
tips is
04:38
what is your vision for your business so
04:39
let’s start with that real basic
04:41
question
04:42
where are you trying to go to what are
04:43
you trying to achieve
04:45
okay and that’s really important because
04:47
if you think about it you’re gonna set
04:49
out to climb a mountain
04:50
okay you need to know which mountain
04:52
you’re gonna climb because if you’re
04:53
gonna climb everest
04:54
it’s a bit different than going to
04:56
decide to climb ben nevis
04:58
or snowden or maybe one of the yorkshire
05:00
three peaks okay
05:01
technically they probably are classified
05:03
as being mountains
05:04
but actually what you need the amount of
05:06
training the kit you’re gonna take with
05:08
you who you need to go with
05:10
is completely different and if you think
05:11
about like in the context of the
05:13
business
05:13
we don’t know where we’re aiming to take
05:14
the business we don’t know what tools we
05:16
need to have we don’t know what skills
05:18
we need to learn
05:19
we don’t know who we need to be to drive
05:21
the business forward we don’t know who
05:22
we need on our team
05:24
to get us where we need to go so
05:25
starting with a clear vision is really
05:27
important
05:28
another way of looking at this is if you
05:30
imagine you’re going to build a house
05:32
um so you start from scratch you’ve got
05:35
a lot of land you’ve either just bought
05:36
it or you’ve got a plot of land in mind
05:38
you want to build a house on
05:40
what you do first what’s the first thing
05:42
you do when you’re going to go and build
05:44
a house
05:45
well often when i ask business owners
05:47
this the answer is we’re going to dig
05:49
some holes
05:49
or we’re going to get the planning
05:50
permission or we’re going to find the
05:52
land
05:53
and all of those things come quickly at
05:54
the start don’t they but actually you
05:56
have to start with thinking about what
05:57
you want
05:59
okay if you take a step back and think
06:00
around what you want how many bedrooms
06:02
does it need to have
06:03
what sort of family life do you want to
06:05
have how do you want to live in the
06:07
house do you want it to be open planned
06:08
you want it to have lots of doors and
06:09
separate rooms
06:10
do you need specific areas for specific
06:12
things do you love cooking and want a
06:14
huge kitchen
06:15
do you love entertaining and want a
06:17
fantastic entertaining space
06:18
do you like to live an indoor outdoor
06:20
life and need bi-fold doors on the back
06:22
of your house so you can get out in your
06:23
garden either
06:24
so you need to understand what it is you
06:27
want
06:27
what is your vision for this house
06:29
you’re going to build so that then you
06:30
can develop the plan that says step by
06:32
step
06:32
this is what we’re going to do because
06:34
otherwise we’re likely to end up with a
06:36
series of holes in the ground
06:38
that are supposed to be the foundations
06:40
but don’t necessarily join up
06:42
or we might end up with a staircase that
06:44
goes nowhere or a room you can’t get
06:46
into unless you’re a contortionist
06:48
or rooms that are too small or too big
06:50
or missing a room that serves a real
06:52
purpose for you and your family
06:53
so if you think about that again in the
06:55
context of your business
06:57
where you want to go is really important
06:59
what you want your business to look like
07:01
becomes really important because we need
07:02
that vision in order to be able to build
07:04
the plans
07:05
so you can go where you want to go so
07:08
our first step
07:09
on getting where we want to go in the
07:12
business and making the changes
07:14
is to actually understand where we want
07:15
to go so my question for you now
07:17
is break yourself from one to ten on how
07:20
good you are of understanding that
07:21
okay so one is
07:24
now got no idea started out just wanted
07:27
to get a move on what did you want to
07:28
live in
07:29
et cetera don’t know where we’re going
07:30
long term 10 out of 10 it absolutely
07:33
know it’s written down
07:34
all the team know it um all of my family
07:36
know where we’re going that vision is
07:38
really crystal clear
07:39
okay so give yourself a score between 1
07:42
and 10 for how clear that vision
07:44
is for your business okay and you can
07:46
pop your score in the chat box that’d be
07:47
amazing just so we can see what sort of
07:49
range of scores we’ve got coming through
07:50
from people
07:51
so we’ve got a seven an eight nice
07:54
like an eight that’s really good okay um
07:58
anybody else coming through yeah we’ve
07:59
got a couple of lower scores there as
08:01
well
08:01
so yeah so getting our vision straight
08:03
is really important
08:05
because that guides us on what we want
08:06
to do next and you’ll see later on how
08:09
important it becomes about when we want
08:10
to make change
08:11
so the next thing i’m going to talk to
08:13
you about is what is the formula for
08:14
change
08:15
so has anybody ever heard of the formula
08:16
for change before
08:18
if you have um just pop your hand up for
08:20
me in the box
08:24
okay all right so we’ve got a couple of
08:27
people in there talking about yeah they
08:28
do
08:28
they’ve heard of it brilliant superb so
08:31
i’m going to walk you through it but
08:33
what we’re going to do then is deep
08:34
diving to each of the areas so
08:36
if you think you know where you want to
08:38
go so whatever that goal is for your
08:39
business
08:40
it might be a million pound turnover it
08:41
might be having a team of a certain
08:43
number or earning a certain amount of
08:44
money
08:45
um or something different what stops you
08:47
what’s getting
08:48
in the way and what are the things we
08:50
need to change to get you moving the way
08:52
you want to be moving
08:54
and that’s where our formula for change
08:55
comes in
08:57
and our formula for change is really
08:59
important to us because it helps us to
09:00
identify the bits that we’re missing
09:02
and tells us what we need to work on so
09:05
this is the formula for change
09:07
okay so what you can see on the right
09:08
hand side is the letter r
09:10
and the letter r stands for resistance
09:12
so as human beings we’re built to avoid
09:15
change
09:16
okay we’re built to like the status quo
09:18
unless there’s something disastrous
09:19
happening
09:20
we have a level of inbuilt resistance to
09:23
change now
09:24
different people for some people that’s
09:26
huge and they really don’t like changing
09:28
anything they really struggle with
09:29
change
09:30
um you know moving house is a really big
09:32
ordeal for them even changing the
09:33
furniture in the house or moving things
09:35
around could be a big deal
09:36
um versus other people who like change
09:39
but there’ll still be a level of
09:40
resistance a little niggle is this the
09:42
right thing to be doing
09:43
have i got it right so we need to think
09:45
about how are we going to overcome
09:47
that resistance to change and that’s
09:49
where the left hand side of this formula
09:50
comes in
09:51
so what we need is our resistance to
09:53
change to be lower than the stuff on the
09:55
left hand side so that we get the change
09:56
happening
09:57
and on the left hand side what we’ve got
09:59
is our d stands for dissatisfaction
10:02
are we unhappy with where we are today
10:04
okay
10:05
our v stands for our vision how powerful
10:08
is our vision of the future
10:10
of where we are going okay and then
10:12
added to that we need to know the first
10:14
steps
10:15
we need to know what to do to make the
10:16
change
10:18
okay because if we’re not unhappy with
10:20
where we are now we’ll be much more
10:21
tempted to stay put
10:23
if we don’t have a great vision for
10:24
where we’re going we’ll be much more
10:26
tempted to stay put
10:27
and ultimately we don’t know what the
10:28
first step on the road is
10:30
to get where we want to go then actually
10:32
we’re never going to be able to take
10:34
that step because we don’t know what we
10:35
need to do next
10:37
so we’re going to take each one of these
10:38
in turn and then we’ll have a look at
10:40
what do we do about that so
10:44
let’s think first about resistance so
10:46
what’s going on with resistance
10:48
um so think of something that you might
10:50
want to change so this could be in
10:51
business or it could be in your life
10:53
generally i’m going to give you an
10:54
example in a minute for
10:55
for me personally and actually this
10:57
webinar writing it was great
10:59
because what i’ve done is built my
11:00
dissatisfaction vision and first steps
11:02
and now i know how to overcome my
11:04
resistance i think which i’ll talk about
11:05
in a minute
11:06
um but give yourself a score out attempt
11:09
for the level of resistance so whatever
11:11
this thing is that you want to change
11:12
what’s your score out of 10 for your
11:14
level of resistance to changing it
11:16
okay and i want you to really think
11:18
about this because
11:20
i’ll give you my example so i would like
11:22
to be fitter
11:23
than i am currently okay i stopped
11:26
running about 12 months ago
11:28
um because i keep having problems with
11:30
my knees
11:31
and it causes my major problems with
11:32
life and what i really love is swimming
11:34
but the gyms were all short so i
11:35
couldn’t work out to go swimming
11:37
um and now i feel unfit so on face value
11:40
my level of resistance
11:42
to getting fit is pretty low it’s
11:45
probably a two or a three
11:46
okay because i know i want to be fitter
11:49
logically i know
11:50
i’d be healthier if i was fitter but i
11:52
also know that i feel better
11:54
so emotionally i’m connected to that but
11:56
actually when i look at my level of
11:58
resistance i’ve probably scored a two or
12:00
two or three out of ten on face value
12:03
but if i stop and think
12:04
and go what’s really getting in the way
12:06
well actually my level of resistance is
12:08
much higher
12:08
than that because i filled the time up
12:12
so i used to have time when i went
12:14
running i had time allocated in my week
12:16
here’s where i’m having an hour to go
12:18
out for a run get back and have a shower
12:20
here’s where i’ve got an hour and a half
12:21
to do that and i feel that time do you
12:24
know what i like the things that i’m
12:25
doing in that time
12:26
so now i’ve got a level of resistance
12:29
to getting fit because i haven’t got the
12:31
time allocated to it anymore
12:33
okay i also need to find an exercise
12:36
that i enjoy that’s not going to wreck
12:38
my knees
12:39
because the simple answer might be to go
12:40
back to running for great
12:42
apart from every time i do that i get
12:44
six months in and have knee problems
12:46
so that’s probably not the long term
12:48
solution so i need to get to grips with
12:49
what i’m going to do
12:51
so i’ve got a level of resistance so
12:53
i’ve got to find a new sport i’ve got to
12:54
find something else
12:56
and i really want something that i enjoy
12:58
but i also need it to not hurt my knees
13:00
and then i need to do it repeatedly
13:04
i need to do it instead of all that
13:05
stuff that i’ve been doing because i’ll
13:07
only get fitter if i keep doing the
13:08
exercise right
13:09
so not only do i have to find time to do
13:11
it this week and several times during
13:13
the week but i’ve got to work out when
13:15
it’s going to fit in my diary in an
13:16
ongoing basis
13:17
so actually my level of resistance to
13:19
this change to getting fitter
13:21
is much higher than i’d ever initially
13:23
scored it i’d have probably given it a
13:24
two or three out of three
13:25
but when i really spent some time
13:27
thinking about it actually my score for
13:29
resistance is much higher
13:31
because this thing’s getting in the way
13:33
okay
13:34
so think about the change that you’ve
13:36
just um identified that you want to make
13:39
okay and give yourself a score out of 10
13:41
for resistance
13:43
okay but really think through what’s
13:45
getting in your way for that okay
13:48
don’t just go with the immediate
13:50
reaction of well no i can’t be resistant
13:51
to it because logically i know i need to
13:53
do it
13:54
actually if there’s stuff getting in the
13:55
way then that is your resistance so
13:58
what sort of scores are we getting you
14:00
can pop it in the chat box for me to
14:01
give me an idea of what kind of scores
14:03
we’ve got there
14:06
i’m going to talk about some other
14:07
things so i’ve got five
14:10
coming through yeah absolutely um
14:13
an eight yeah yeah that’s hard isn’t it
14:16
because if you’re living with resistance
14:17
is up there at 8 out of 10 you’re going
14:19
to have to do a lot
14:20
to get yourself to the point where
14:21
you’re going to make the change and
14:22
that’s what we’re going to come on to in
14:24
a minute is talking about some of the
14:25
things that
14:26
that might help us to change so yeah so
14:29
one of the things that might factor in
14:31
as resistance is actually about fear
14:34
and what really helps with this is
14:35
thinking about what those fears are
14:37
and how do we overcome them and the
14:39
first thing we know about fear is what’s
14:41
going on with
14:41
it is fear is actually false
14:43
expectations appearing
14:45
real right that’s what it stands for so
14:48
what’s going on usually when we’re
14:50
afraid of something
14:51
is that we’re picking the worst case
14:53
scenario we’re picking the most horrible
14:55
thing that could happen
14:56
and telling ourselves that that’s what
14:58
is going to happen so
15:00
you might have a fear of success what do
15:02
i do when i’ve got there when all of
15:03
this is right
15:04
you might have a fear of failure oh my
15:06
god what if it goes wrong
15:09
you might have a fear of being laughed
15:10
at now perhaps some of my resistance is
15:13
well if i go to the gym and take up
15:15
doing this class i’ve never done before
15:16
or all the other people in the class
15:18
going to laugh at me
15:18
because they all know what to do in fact
15:21
you know what i’ve done something but
15:22
before
15:22
i actually really enjoy it but i
15:24
invariably go the wrong way at the wrong
15:25
time
15:26
so any sort of class like that do i ever
15:28
fear of
15:29
people laughing at me well maybe you do
15:31
okay so where are your fears
15:33
and are they being driven by these false
15:35
expectations appearing real
15:37
ultimately what we’re doing is
15:38
magnifying something out of all
15:39
proportion
15:40
because in reality have you ever seen
15:43
anybody go to the gym and be laughed at
15:45
usually people help you out usually
15:47
they’re asking are you okay do you need
15:49
a hand with that you know how this
15:50
machine works
15:51
all the people who run the gym are
15:52
taking you around and training you on it
15:54
they’re not laughing at you everybody’s
15:55
impressed that you’ve gone out and done
15:57
this thing
15:58
but actually if i’m scared of being
16:00
laughter
16:01
my fear gets in my way of even starting
16:04
okay so what we need to think about is
16:07
how do we overcome
16:08
fear and what we’ve already worked out
16:09
in this is fear isn’t logical
16:11
it’s emotional okay fear is all about
16:14
emotion it’s about stuff that’s going on
16:16
in our heads and that we’re telling
16:18
ourselves
16:18
rather than the stuff that’s got any
16:20
basis in logic
16:22
okay so how do we overcome that
16:25
well let’s start with some simple steps
16:28
okay
16:28
so some really small things we might be
16:30
afraid of
16:31
first one’s this well let’s just get on
16:34
and do it
16:36
what’s the worst thing that’s gonna
16:38
happen that’s what you’re playing out
16:40
what’s the best thing that could happen
16:41
what’s the chances of that thing that
16:42
you think is terrible happening to you
16:45
it’s probably one in a million you’re
16:46
gonna go to the gym and get left out in
16:48
my example
16:49
so i should just go on and do it okay so
16:52
that’s option number one for overcoming
16:53
fear
16:54
um it should be relatively
16:56
straightforward
16:57
now some fears are bigger than that some
16:59
fears we go to do it and it just doesn’t
17:01
happen
17:02
we tell ourselves that we’re going to
17:03
allocate the time to go to the gym or do
17:05
whatever it is
17:07
and and then we don’t we find something
17:08
else to do instead because our fear gets
17:10
in the way so just do it doesn’t work
17:12
for us
17:13
so our second option for opening fear is
17:16
really getting under the skin of why
17:19
why do we want it why do we need to do
17:22
this thing
17:23
okay and this comes from research that
17:26
was done by call victor frankl
17:28
um victor frankl um ended up in the
17:30
concentration camps during the second
17:32
world war
17:33
um and obviously had a really terrible
17:35
experience because we’re telling the
17:37
story we know now
17:38
he survived the concentration camps but
17:40
part of what he was looking at
17:42
was um what happened to him and what was
17:45
his experience
17:46
but why was he a survivor and
17:49
when he ended up in the concentration
17:51
camps he he knew that what he wanted to
17:53
do was get out
17:54
and tell people about all these terrible
17:56
things that had happened and be able to
17:58
help make sure it didn’t happen to
17:59
anybody else and didn’t happen again
18:02
and what he realized over a period of
18:04
time was that
18:06
people would come into the concentration
18:07
camps they’d get work really hard
18:10
and ultimately they’d suffer from
18:11
malnutrition and eventually because of
18:13
the circumstances they
18:14
they would give up and they would die
18:16
and he didn’t give up
18:18
because he had a really powerful wife he
18:20
had this burning desire to get out and
18:22
see his family
18:23
but to be able to share the stories from
18:25
within the concentration camps to help
18:26
prevent it happening again
18:28
and what he started to do was to get
18:31
groups of other people together
18:33
to talk about what was on the other side
18:35
for them
18:36
why did they need to get through it what
18:39
was their need
18:40
what was going to drive them through
18:42
what was their why
18:44
and these groups the people that he was
18:46
talking with started to build that out
18:48
they started to build the list of
18:50
reasons of why so maybe it was that they
18:51
got children on the outside maybe
18:53
they’ve got all their family members
18:54
maybe there was a burning passion in
18:55
their life they needed to do perhaps
18:57
they had this cause for justice
18:59
and they needed to get out but
19:01
ultimately what they were doing was
19:02
building the list of whys
19:04
and over time what they learned was more
19:06
of the people that he’d done this
19:08
exercise with
19:09
survived more of them fought through
19:13
and got released at the end of the war
19:15
now
19:16
we’re not in that circumstance
19:17
fortunately okay we’re very lucky in
19:19
many ways in the way that we live
19:21
we live our lives at the minute but the
19:23
premise is still the same
19:25
why do you want it why do you need to do
19:27
it
19:28
okay so if you’ve got fear of doing
19:30
something
19:31
and just do it isn’t going to get you
19:32
there the next thing to do is to write
19:35
down your list of why you want to do it
19:37
but make it a big list put everything on
19:40
there
19:40
from the really little tiny things that
19:42
are going to matter to you to the much
19:44
bigger picture things
19:46
okay so if i think about um
19:49
my experience of i want to be fitter
19:52
okay
19:52
why do i want to be fitter what are all
19:55
of my reasons for that and if i fill the
19:57
page up
19:57
the great reasons of why i want to do it
19:59
am i going to feel more motivated
20:01
am i less likely to listen to my fear
20:04
and more likely to be able to go right
20:06
now i can just go and do it
20:08
and actually that’s true so when i did
20:10
that exercise this morning i started to
20:12
come up with all sorts of reasons about
20:13
why i want to be fitter
20:15
not only am i going to feel better not
20:16
only am i going to look better
20:18
but actually it’s not just about those
20:20
things it’s about the long term isn’t it
20:22
you know i’ve got i’m very fortunate i’m
20:24
i still have my nan
20:25
my mom’s mum she’s 96 she still lives on
20:29
her own
20:30
she still goes out and does her own
20:31
shopping cart for delay
20:33
um she’s coming on holiday with us next
20:35
week going to somewhere different
20:37
and she’s able to do those things
20:39
because she’s fit
20:41
because she’s lived a life where she’s
20:42
kept herself fit and able to keep moving
20:45
but you know what i’d love to be 96 and
20:47
in that situation
20:49
i don’t want my life to become small and
20:51
narrow because i’m not fit enough to do
20:53
the things
20:54
as i get older so there’s all sorts of
20:56
reasons why i might want to get fitter
20:58
that i wouldn’t necessarily have
20:59
considered first so we’re going to
21:01
overcome our fear
21:02
can we just do it if just doing it isn’t
21:04
coming why do we need it
21:06
why do you want it get your page of
21:08
things down
21:09
about what you need to do why you want
21:11
it okay
21:13
and then the third one if we’re not
21:15
getting it with that
21:17
how do we break it down into little tiny
21:19
tiny tiny steps
21:21
okay and just take the first step and
21:23
then the next step
21:25
and then the one afterwards um
21:28
so let’s give you an idea of that um
21:32
only have you ever seen anybody that’s
21:35
been paralyzed
21:36
by fear that they’re that scared of
21:38
something physical probably
21:40
that they just can’t move okay so
21:44
i’ve been that person um i was on a
21:46
skiing holiday a few years ago
21:48
um merrily pottering my way down an
21:51
intermediate blue run for anybody who
21:52
knows skiing
21:53
um absolutely fine totally in my comfort
21:56
zone having a lovely day out blue skies
21:58
sunshine nice snow
22:00
um really enjoying myself out there with
22:02
my husband for the day
22:04
um doing stuff that i knew i could ski
22:06
down
22:07
and i was comfortable with okay
22:10
and then we got to a fork in the in the
22:13
path
22:14
and blue one that i was on was sure um
22:16
there hadn’t been a sign at the top of
22:18
it
22:18
um but the blue room was shut and the
22:20
left hand fork which was the only way
22:22
you could possibly go
22:23
was a black one no if you don’t know ski
22:25
and black runs are the hardest ones that
22:26
there are on the mountain
22:27
okay i generally don’t ski black runs
22:31
okay the major reason for that is not
22:33
because i couldn’t actually get down
22:34
them safely
22:35
but i don’t like spending my holiday
22:37
being scared i go on holiday to have a
22:39
nice time
22:40
and to enjoy myself and to get out in
22:42
the fresh air
22:43
and see the sunshine and see the
22:46
mountains and the scenery and things so
22:48
i don’t want to be on a black run
22:50
and and actually what happened was i got
22:52
pushed onto this black run
22:54
and i was terrified and i just froze
22:57
i was absolutely scared and logically if
23:01
i stop and think about it now i can ski
23:03
well enough i should have been able to
23:04
get down there
23:05
okay but what actually happened was fear
23:07
got in the way the emotion took over
23:10
so i had a huge tantrum at the the p
23:12
stirs
23:13
about the fact that i couldn’t go down
23:14
the blue run which was short for
23:15
whatever reason
23:16
and could they just let me down it
23:18
anyway because that’d be better than me
23:19
breaking my leg on the black room
23:21
um which didn’t really get me anywhere
23:24
or i didn’t think it did
23:25
um but what actually got me in the end
23:27
was they they sent me another piece
23:29
person
23:30
they sent me somebody who was an expert
23:31
in mountains who taught ski
23:33
and they came and um talked to me about
23:36
what this room was about
23:38
and basically said to me look you just
23:40
follow me
23:41
follow me step by step you turn where i
23:43
turn
23:44
you skiing the tracks that i ski will
23:47
take it slowly
23:48
you don’t need to think about all of it
23:50
you don’t need to think about the
23:51
distance to the bottom
23:53
just focus on the next turn make that
23:55
turn happen
23:56
and you know what i set off after them
23:59
and it was fine
24:00
okay they guided me down step by step
24:03
one step at a time down the mountain
24:05
and i overcame my fear i got down
24:09
i made it to the bottom and you know
24:10
what else i made it to the bottom i got
24:12
on a chair lift
24:13
and i went off and skied some more same
24:14
day okay i didn’t do another black room
24:16
but i did go out skiing for the rest of
24:18
the day and the rest of the holiday
24:19
without a problem
24:20
okay so breaking it down step by step
24:23
having that guiding hand
24:24
really sometimes helps just to go what
24:26
do i need to do step by step
24:29
okay so why are we talking about this
24:32
well if you remember when i talked about
24:33
the formula for change and this level of
24:35
resistance
24:36
we know where that resistance is coming
24:38
from okay so that’s things that are
24:40
getting in the way things that are
24:41
telling us not to make the change
24:42
and some of that might be fair so what
24:44
we want to do is use these things to go
24:47
right well how do we decrease the level
24:48
of resistance
24:50
okay so if i can decrease my level of
24:53
resistance that maybe was up there a
24:54
seven or eight
24:56
by a couple of points by starting to
24:58
think through well
24:59
what would it take to do it why do i
25:01
want to do it what’s my burning desire
25:03
what’s driving me to do that
25:04
and how do i break it down step by step
25:06
then actually my level of resistance is
25:08
coming down
25:10
okay the next thing we can focus on is
25:12
if we go back to our formula for change
25:14
so now we’ve got our
25:15
level of resistance and we’ve managed to
25:17
drop it a bit okay
25:18
the next thing we want to do is focusing
25:20
on the things on the left hand side
25:22
and we’re going to start with vision and
25:24
we’re going to start
25:25
with vision which we talked about right
25:27
at the start so point number one was do
25:29
you know where you’re taking your
25:30
business
25:31
okay so if you gave yourself a decent
25:33
score for do you know where you’re
25:34
taking your business that’s fantastic
25:36
brilliant is really gonna help you with
25:37
this okay um but what we really want to
25:40
get into this is
25:41
how strong is it how powerful is that
25:43
vision how compelling is it
25:45
how can we make it more compelling okay
25:47
so if you didn’t score yourself
25:49
10 out of 10 for that in the start let’s
25:51
think through well
25:52
what can you do with it how motivating
25:54
is it for you okay
25:56
do you get out of bed jumping up and
25:58
down every morning going this is really
25:59
exciting i can’t wait to work on this
26:00
thing
26:01
and all of my decisions that i take and
26:03
everything that i do is progressing me
26:04
towards where i want to be
26:06
or is it a little bit like well it’s
26:07
written on the wall over there or in my
26:09
head and getting there
26:10
and i’ll get there at some point okay so
26:13
what we want to do is think about how we
26:14
can use that vision to move us forward
26:16
and if you think about when i was
26:17
talking about overcoming fear
26:19
and the story with it to frank won the
26:21
why what they were doing was building
26:23
out the vision they were building out
26:25
the why
26:26
so when we think about our business and
26:27
what we want to change like we want to
26:29
grow it
26:30
then actually we need to understand what
26:31
our vision is for getting there and that
26:33
needs to be something really compelling
26:34
so how do you work on that
26:36
how do you work on making sure that
26:38
vision is really compelling to you
26:40
well the first thing for me is well is
26:42
it a business goal
26:43
is it a business vision or is it your
26:46
personal vision
26:48
which might sound like a really strange
26:50
question but if you take a really big
26:51
step back and think
26:52
why do you run the business you run
26:54
actually you do it for other reasons
26:57
you do it for personal reasons so you
26:59
might be doing it because you want to
27:00
make money out of it
27:01
you might which is going to do something
27:03
for you personally
27:04
a bigger house a different car traveling
27:06
first class when you go and travel
27:07
around the world
27:08
okay whatever it is that you want from
27:10
making money from your business
27:12
it might be about the emotions and the
27:14
feelings of having your business and the
27:15
feeling of success and proving to other
27:17
people you can do it proving to yourself
27:18
you can do it
27:20
okay the feeling the fear and doing it
27:21
anyway please so it might be about the
27:23
emotional connection to your business
27:25
okay that comes from that personal
27:27
motivation to do it
27:28
so what we need to understand first of
27:30
all is well what is your personal
27:32
connection
27:33
what’s really important to you are you
27:34
doing it for you or are you doing it for
27:36
your family
27:37
who else are you doing it for okay just
27:40
for you that’s absolutely fine
27:41
but what is it that you want from a
27:43
personal point of view
27:44
okay what are all the things you want
27:46
out of it and that might be
27:48
opportunities to do things it could be
27:49
money
27:50
it could be time it could be what that
27:52
means for
27:53
um family friends charities that you
27:56
support etc
27:57
okay and the reason this is really
27:59
important is if you think about when
28:00
we’ve been talking about overcoming fear
28:02
um there’s lots of people who do stuff
28:04
to raise money for charity that they’d
28:06
never ordinarily do
28:08
so if you think about um if you were
28:10
going to
28:12
if you’re scared of heights and you
28:14
decide to raise money for a charity so
28:16
you decide to do a parachute jump
28:17
yeah great example of something that
28:19
people do all the time
28:21
but they’re gonna have a vision for why
28:23
they’re doing it and that vision is
28:24
usually associated to how much money are
28:26
they gonna raise to be able to donate
28:27
this summer money to the charity
28:29
for whatever reason they’ve settled on
28:30
that charity so your why
28:32
is really important so what i want you
28:34
to do coming out of this if you need to
28:36
build up your vision and your why
28:38
to help overcome your resistance to
28:40
change is to think about what’s driving
28:42
you personally okay
28:44
what do you want all of the things you
28:46
want so don’t just think about well i’d
28:47
like a new house or a new car
28:50
they’re great get them on the list but
28:52
really get into the detail of that
28:53
so if you want a bigger house well how
28:55
much bigger where do you want it to be
28:57
how much is it going to cost you how
28:58
much will it cost you to have the
29:00
interior design the way you want it
29:01
etc etc etc what a new car fantastic
29:05
great what’s that car all about okay but
29:07
then over and above that
29:09
what else does that you want what are
29:11
the emotional things you want what are
29:12
the connections you want
29:13
do you want anything for other people um
29:15
where would you like to go and
29:17
see where would you like to travel to
29:19
what would you like to share with other
29:20
people
29:21
okay so really get under the skin and
29:23
why and then look at how you’re gonna
29:25
get your business goals and your
29:26
business vision to match with that
29:28
so what we want is that your business
29:30
vision is then driving your personal
29:32
life
29:32
because our connection to that is so
29:34
much stronger if we go back to
29:35
it’s frankel in the concentration camps
29:38
it was very personal the wise
29:40
the wise were all about things that
29:42
mattered to those individuals
29:43
that helped them to survive and that’s
29:45
what we want you to do
29:47
with your goals okay so when i go back
29:49
to thinking about being fitter
29:51
and i develop my list of whys okay so
29:54
i’ve got all sorts of things in there
29:56
ranging from well i’ll be able to fit in
29:57
my clothes better
29:58
so i’m gonna look better so i’m gonna
30:00
enjoy life more to
30:02
um my husband is really good at running
30:04
when i go to cheer him on i’m not gonna
30:05
feel out of place
30:07
i’m gonna stand on the sidelines and
30:08
know i’m just a spit i might not be a
30:09
runner but i’m just a spit
30:11
um i want to be like my now i want to be
30:14
able to be 96 and still doing the things
30:16
that matter in my life
30:17
i’d love it if i was still going skiing
30:19
at that point but certainly i want to be
30:20
able to do things like my own washing my
30:22
cleaning my shopping and things
30:24
so the strength of our vision is really
30:26
important for overcoming that resistance
30:28
and it starts with that personal vision
30:30
and then taking that personal vision
30:32
into what does that mean the business
30:34
has to deliver for me
30:36
because when you’ve got those two things
30:37
connected from your business perspective
30:39
your business goals
30:40
become integral to you achieving it so
30:42
on the day when it’s hard
30:44
and we all have those i spoke to a
30:45
client yesterday who said it was his
30:47
worst day in business ever
30:48
because they’d lost a client okay now we
30:52
all have days like that and we have to
30:53
get through them
30:55
but understanding why you’re doing it
30:57
and what it’s going to give you
30:58
personally is a big step on that road to
31:00
making that change
31:01
to doing the things you need to do it’s
31:03
getting through the bad days and keeping
31:05
going
31:05
it builds resilience into us it helps us
31:08
to be resilient to the things that
31:09
happen to us
31:10
and ultimately it helps us to change
31:12
things
31:13
so step number five on our journey is
31:15
all about that compelling vision that
31:17
really drives and motivates you
31:20
okay so if on your um things that you
31:23
want to change and particularly relating
31:24
that to your business you’re sitting
31:26
there thinking yeah i’ve got to get this
31:27
vision thing right
31:28
great let’s get that on your list of
31:29
actions that you’re going to do bring it
31:31
to your one-to-one coaching session
31:32
okay if you’ve got fear holding you back
31:34
or a high level of resistance
31:36
bring that along and let us help you
31:38
through that let us help you get to the
31:39
point
31:40
you can see where you’re going okay step
31:43
number six
31:44
we’re going to think about
31:45
dissatisfaction
31:47
so we’ve got this great vision now so we
31:48
know what the resistance is and we’ve
31:49
managed to reduce it a bit
31:51
we’ve got a great vision about where
31:52
we’re going we’re really emotionally
31:54
connected to it it’s
31:54
really powerful for us okay but our next
31:58
step is dissatisfaction
32:00
are we actually dissatisfied with where
32:02
we are today
32:07
actually you’re sitting there going well
32:09
i’ve got a nice life the house that i
32:10
live in is all right
32:11
i’ve got a car um my kids are happy my
32:14
family’s happy whatever it is that’s
32:15
going on for you
32:17
do you have a level of dissatisfaction
32:20
you don’t have a level of
32:21
dissatisfaction then actually it’s a
32:23
challenge to overcome that resistance
32:25
because if we go back to our formula
32:27
what we were looking at is our
32:28
dissatisfaction score
32:30
times our vision score plus our first
32:32
steps needs to overcome the resistance
32:34
okay so we have no dissatisfaction
32:38
even if we’ve got the best vision in the
32:39
world but we’re not dissatisfied with
32:41
anything
32:42
we’re very unlikely to make the changes
32:44
so we need to find a level of
32:45
dissatisfaction in there
32:47
that doesn’t mean we all have to go
32:48
around being miserable right now okay
32:50
and really fed up but actually it needs
32:52
to be the things that are going to
32:53
motivate you to make the change
32:55
so being able to see that clear vision
32:56
and where you’re going and then going
32:58
right okay so that does mean actually
32:59
i’m dissatisfied with this
33:01
it’s really annoying not having an
33:02
office at home or it’s really annoying
33:04
not having this
33:05
right now we’ve got a level of
33:06
dissatisfaction so where are the things
33:09
that frustrate me
33:10
okay um if i think back to my getting
33:13
fitter analogy that i keep using in this
33:15
um
33:16
so i stopped running about 12 months ago
33:18
i’ve done about six months in that
33:20
that’s the third time i’ve done about
33:21
six months i get up to being able to run
33:23
5k about three times a week
33:25
and then i do it for a few weeks and
33:27
then my knees go um
33:29
so i stopped running and that meant that
33:32
i knew
33:33
well i knew when i stopped to be fair so
33:35
when i stopped running 12 months ago
33:37
i knew it was gonna have an impact but
33:38
certainly by nine months ago and six
33:40
months ago
33:41
i knew i wasn’t as fit as i was i’ve got
33:43
my vision
33:44
that i was going to be this really super
33:46
fit person i was going to be amazing at
33:47
96 i’d still be out there skiing and all
33:49
of those sorts of things
33:51
um but actually at the time i had a
33:53
pretty decent level of residual fitness
33:56
and i was being fairly good about what i
33:59
ate so i wasn’t really putting weight on
34:00
despite the fact that i wasn’t doing the
34:02
running
34:02
um so i wasn’t really dissatisfied
34:06
despite logically knowing i needed to do
34:08
something about it
34:10
and despite the fact that i had a vision
34:13
for where i want to be
34:14
actually i just wasn’t like dissatisfied
34:16
with where i was all my clothes fit
34:17
nicely i looked
34:18
you know reasonably good i was quite
34:20
content with everything so i didn’t have
34:22
the motivation
34:23
to do it and what’s happened is it’s
34:25
taken me the next
34:26
nine months or so to get to the point
34:28
where i’m now looking at myself and
34:29
going
34:30
actually everything’s getting a bit
34:31
tight i wish my clothes fitted a bit
34:33
better than that
34:34
they’d do something about that now and
34:37
oh my goodness i just had to run around
34:38
after my best friend’s kids at the
34:40
weekend
34:40
that was starting to feel a bit like
34:42
hard work this isn’t a good place to be
34:44
i’ve now got a level of dissatisfaction
34:47
with where i’m at
34:48
okay so what i need to do now is now
34:51
i’ve got that level of dissatisfaction
34:53
i can times that by my vision which i
34:55
already had
34:56
is going to be much more motivating and
34:58
make it much easier for me to overcome
35:00
the resistance that i talked about
35:02
for making those changes that i need to
35:04
make so if you go back to the thing that
35:05
you were thinking about
35:07
okay give yourself a score out of 10 now
35:09
for how good is your vision for where
35:11
you want to get to
35:12
and how high is your level of
35:14
dissatisfaction with where you are now
35:16
okay and then what i want you to do is
35:19
use some of the exercises we’ve used
35:20
today
35:21
to be able to help you to build both of
35:23
those things okay
35:25
and you might be doing this about an
35:27
example or something to do with your
35:28
home life or you might be doing it about
35:29
your business
35:30
and either is fine for the purposes of
35:32
learning this and getting to grips with
35:33
it
35:34
clearly when we work with you around
35:35
business coaching what we’re doing is
35:37
talking to you very much about the
35:38
changes you need to make in the business
35:40
what you’re dissatisfied with what
35:41
frustrates you what irritates you in
35:43
your business
35:44
okay um what is your vision going
35:46
forward which we will link back to your
35:48
personal vision because that’s what
35:49
makes it powerful
35:50
and what’s going to motivate you to keep
35:51
going okay but pop your scores in the
35:53
chat box for me
35:54
so what kind of scores have we got for
35:56
level of vision and level of
35:57
dissatisfaction
35:59
and do we think these exercises are
36:00
going to make a difference
36:18
okay so the final piece of oh brilliant
36:22
we’ve got some scores coming through so
36:23
we’ve got seven to eight visions at a
36:25
nine dissatisfaction at
36:26
six from summer day brilliant thank you
36:28
very much for the shares on that
36:30
okay so if your vision is at nine and
36:32
your dissatisfaction is at six but your
36:34
level of resistance is reasonably high
36:36
um let’s work on building that
36:38
dissatisfaction a little more
36:40
find the areas that are frustrating but
36:42
also what we’re going to go on to talk
36:43
about now
36:44
is what’s the final piece in this puzzle
36:46
okay and the final piece of our puzzle
36:48
is understanding the first steps
36:50
what is it that we need to do first in
36:52
order to overcome our resistance to that
36:54
change
36:56
okay and it’s all about understanding
36:58
the first steps we need to take so if i
37:00
go back to my getting fit analogy
37:01
actually that’s really obvious isn’t it
37:03
the first step is to do some more
37:05
exercise
37:06
i’d be fitter if i did more exercise
37:08
okay that is undoubtedly true but if i
37:11
actually go back and look at my level of
37:12
resistance and where that was coming
37:14
from
37:15
actually the first step isn’t about
37:17
going out and doing more exercise in
37:18
this case
37:19
it’s about working out when i’m going to
37:20
do it i need to be able to allocate some
37:23
time
37:23
because part of my resistance is i’ve
37:26
used up the time slot in my diary
37:27
but i used to do my exercise and i like
37:30
the things that i’m doing in it so i
37:31
don’t necessarily want to change that
37:33
so i need to work out when in my diary
37:35
i’m going to be able to fit this
37:36
exercise
37:37
i also need to work out what sort of
37:39
exercise it’s going to be
37:41
what is it that’s not going to mangle my
37:43
knees but i can do given the current
37:45
covid restrictions
37:46
so going to the gym or going to the
37:48
swimming pool might be harder than it
37:50
has been in the past so how do i fit it
37:51
in
37:52
how do i make sure that works for me and
37:54
in a way that i can do it consistently
37:56
whatever the answer is okay so my first
37:58
step is going
38:00
right okay well what am i going to do
38:01
what sport am i going to do how long
38:03
does that take
38:04
and when am i going to do it during the
38:06
week because if i can start with that
38:08
then i can go right okay if i can sort
38:10
all those things out i’ve got no excuses
38:12
left
38:12
i’ve got no reasons to not do this i
38:15
know what it is the time’s there i’ve
38:17
got the right kit i’m ready to go
38:19
okay and i’ve got my level of
38:21
dissatisfaction with where i’m at today
38:23
and i’ve got my vision for where i want
38:24
to be so actually
38:26
my resistance has come down further
38:28
because my first steps are counteracting
38:30
what are the things that were in
38:31
resistance for me
38:32
but also i’ve now got the stuff on the
38:34
left hand side of this formula to help
38:35
me move forward
38:37
so when we think about this from a
38:38
business perspective okay
38:40
often what happens is we meet business
38:42
owners and they go yeah it’s really
38:43
obvious what we need to do in the
38:44
business
38:45
we need more customers we need more
38:47
money and that’s going to give us more
38:48
profit out the box
38:50
excellent really good okay but a little
38:52
bit like my analogy we’re getting fitter
38:54
where go do some exercise isn’t the
38:57
first step
38:58
okay and the reason i’m saying that
39:00
comes to this so if we take this back
39:01
into the world of business
39:03
okay what you can see on screen at the
39:04
moment is our five ways to achieving
39:07
great profits from your business
39:08
okay and the reason this is important is
39:10
like i said to you
39:11
you probably look at this and go right i
39:13
need to change something in my business
39:14
that changes it needs to be more
39:16
profitable and bigger than it is today
39:18
for example great what are the first
39:20
steps well i need more customers then
39:23
okay so we absolutely do need more
39:25
customers
39:26
and that’ll generate more revenue and it
39:28
will generate more profit
39:29
the challenge we have is all those
39:31
things are output okay we can’t just go
39:33
and get
39:34
more customers we can’t just go and get
39:36
more revenue
39:37
and more profit we have to do things to
39:39
achieve that
39:40
and the lines you can see in blue on
39:41
this side the number of leads our
39:43
conversion rate
39:44
our number average number of
39:46
transactions a customer does with us and
39:47
the average sales value
39:49
to each customer and our profit margins
39:51
and the things that we can do something
39:52
about
39:54
okay so when we think about what the
39:55
first steps are in growing a business
39:58
actually it’s not having more customers
40:00
more revenue and more profit
40:01
because that’s our output it’s what can
40:03
we do with these lines in blue
40:05
okay so if i take you through an example
40:07
and show you how these numbers work
40:08
and then when i’ve done that i’ll show
40:10
you about what happens when we increase
40:12
it and why we
40:13
want to focus in on these different
40:14
areas so if you take it and face value
40:17
okay
40:18
here’s an example this is a business
40:19
that generates 4 000 leads
40:21
in a year okay um they have a 25
40:25
conversion rate so out of those 4 000
40:27
leads they generate a thousand customers
40:29
every time
40:30
okay so our output is a thousand
40:31
customers
40:33
on average each customer does two
40:35
transactions in a year with them
40:36
okay and the average sales value of that
40:39
is a hundred pounds a time
40:40
so this business generates two hundred
40:42
thousand pounds it’s a nice little
40:44
business you know somebody’s probably
40:46
earning a fairly decent living out of it
40:47
so we’re generating two hundred thousand
40:49
pounds a time as output
40:51
okay and our profit margin is running at
40:53
25 so we’re making a 50 000 pound profit
40:56
okay so you’re this business owner and
40:59
what you want is to change things and to
41:00
get more profit
41:02
because your vision is to have a bigger
41:04
house a nicer car to be able to travel
41:06
first class around the world
41:07
so actually we need a much bigger profit
41:09
coming out of the bottom of our business
41:11
we can use our five ways formula to look
41:13
at how we’re going to achieve that
41:14
okay and our blue lines are the numbers
41:17
that we’re going to want to change
41:18
because in changing those which we can
41:20
control we will ultimately change the
41:22
red lines
41:23
so what we’re about then is doing the
41:25
activity that is going to drive the
41:27
number of leads
41:28
increase your conversion rate increase
41:30
the average number of transactions your
41:31
customers do
41:32
increase the average sales value and
41:34
41:35
okay and the reason we talk about all
41:37
five of those is i’m just going to show
41:39
you what happens if we put a 10
41:40
increase in and what happens to the
41:42
bottom line okay
41:44
so um can anybody make a suggestion if
41:46
we get 10 more leads 10
41:48
more on conversion rate transactions
41:49
average sales value and profit margin
41:51
how much is our profit gonna go up in
41:53
this business what sort of percentage
41:54
increase are we looking at
41:56
okay so suggestions in the chat box
41:59
please but how much do you think that’s
42:00
going to go up
42:02
while you’re doing that um let me just
42:04
talk about how we do this so when we
42:06
work with clients if what we’re aiming
42:07
to do is to drive this
42:09
okay the first things we do is obviously
42:10
make sure everything we’ve already
42:11
talked about is in place that we’ve got
42:13
the vision we know where we’re going
42:14
we understand the challenges the
42:15
dissatisfaction today and then we plan
42:17
out these first steps
42:19
okay and we have over 350 strategies
42:22
that hit these blue lines that allow us
42:24
to work with people to say
42:26
great let’s see what sort of increase we
42:28
can get
42:29
so we’ve got an answer come in that’s
42:30
one one percent we think we’re going to
42:32
get increasing profit from a 10 increase
42:34
in each of those areas
42:35
interesting any other suggestions from
42:38
anybody about where we’re going to get
42:39
to
42:39
50 from somebody else brilliant okay
42:42
cool let me show you how it actually
42:44
works okay
42:45
so when we do this we get 10 more on our
42:48
lead so we go from having 4 000 leads to
42:50
4
42:51
400 leads okay 10 increase in conversion
42:54
rate takes us from 25
42:55
to just 27.5 okay these are relatively
42:59
small
42:59
increases we’re looking to make they
43:01
should be fairly easy to find
43:03
okay within your business which moves us
43:05
from a thousand customers to 1210
43:08
customers straight away
43:09
okay then by working on strategies to
43:11
get customers to come back more often to
43:13
us
43:14
we can move our number of transactions
43:15
from two to two point two
43:18
and if we work on the average sales
43:19
value so we put things in place that
43:21
means each customer in turn tends to
43:22
spend a little more
43:23
then we can increase that by 10 to 110
43:26
pounds
43:27
okay by the time we get to revenue then
43:29
when we look at how that multiplies out
43:31
our 200 000 pound business has now
43:33
become a 293 pound business
43:36
okay and if we move our profit margin up
43:38
by 10
43:39
as well by looking at cost efficiencies
43:42
and sales
43:42
and what we’re doing so we made that by
43:44
10 to 27 and a half
43:46
our profit moves from 50 000 up to
43:49
just over 80 000 pounds in the year okay
43:52
now in terms of percentages that’s 46 up
43:55
in terms of revenue
43:56
and 61 up in terms of profit okay so we
44:00
can get a huge increase coming through
44:02
just by doing 10 in each of those areas
44:05
okay so when we’re working with you
44:07
about your business and you’re looking
44:08
at how you want to grow
44:10
then we’re looking at all of these
44:11
different levels and going great okay so
44:13
where are the challenges in this
44:14
which ones can we increase how much can
44:16
we increase them by what strategies are
44:18
we going to use to do that
44:19
how do you implement those in your
44:20
business to move forward so what we’re
44:22
aiming to do is to get you that growth
44:24
and we don’t just grow customers 10 in
44:27
each area
44:27
some of those areas you’ll look at and
44:29
go actually i’ve not really thought
44:30
about that well
44:31
i could get conversion rate up from 25
44:34
by
44:34
- or i could move the average sales
44:38
value from 100 pounds to 150 pounds just
44:41
by making some small tweaks
44:42
so actually what we send a decent chance
44:44
to do is getting more than 10
44:46
in some areas okay um and over time of
44:48
course it grows
44:50
because as we implement strategies what
44:51
you’re going to do is you’re going to
44:53
learn
44:53
about those strategies so you’re going
44:55
to learn how they work and the ones that
44:56
work really well for you you can do more
44:58
of them
44:58
and we’re going to refine it and make it
45:00
even better so over time we’re going to
45:02
get much more than this 61
45:04
okay um just i’ve been trusting for a
45:07
bit of fun
45:08
if we run those same numbers with 100 in
45:10
there so we double what we’re doing
45:12
if we went from 4 000 leads to 8 000
45:14
leads and moved our conversion rate
45:16
from 25 to 50 our number of customers
45:20
would go up to 4 000. if each one of
45:22
those did four transactions in a year
45:24
and they spent 200 pounds so maybe this
45:27
is two three years down the line
45:29
we’ve got a 3.2 million pound business
45:32
and if we’ve done things that move our
45:34
profit margin up to 50 percent
45:36
that means you’re making 1.6 million
45:39
pounds in the year
45:40
okay so just to give you an idea of some
45:43
of the things that we can do
45:44
that are going to move you and your
45:45
business to where you want to be
45:47
assuming what you want to change is that
45:50
you want to grow your business because
45:52
your vision is for the stuff you want
45:53
outside of work
45:54
the impacts on how you want the business
45:56
to be so then we can get you going where
45:58
you want to go
46:00
okay so just a bit of a reminder as a
46:02
summary then we’re looking for our seven
46:04
top tips for growing your business
46:05
and it really does start with this where
46:07
do you want to be
46:08
okay and then by knowing our formula for
46:11
change
46:12
we can look at what’s stopping you what
46:15
is the resistance to that change
46:17
where is it coming from okay
46:21
we can look at whether there’s any fear
46:22
in there and if there is fear in there
46:24
whether that’s fear of success
46:26
fear of failure fear of being left out
46:28
any other fear you can think of with it
46:30
how do we overcome that what are the
46:32
steps because again that will reduce our
46:34
resistance and change
46:36
and then from there we want to look at
46:37
well how powerful is our vision
46:39
how connected are we to it how
46:40
emotionally connected are we to that
46:42
vision
46:44
and do we have the dissatisfaction do we
46:46
have the desire to move from where we
46:47
are today in our comfort zone
46:49
it’s somewhere new and different okay
46:53
we’ve got all of that and have we got
46:54
the knowledge and the first steps that
46:56
we need
46:57
to move us forward and if we haven’t how
46:59
do we
47:00
get them let’s build the action plan
47:02
okay
47:03
so um in the chat box if you can put in
47:06
there for me
47:07
what you think your biggest actions are
47:09
coming out of today
47:11
okay so which area is it in um is it
47:13
about vision dissatisfaction overcoming
47:15
fear
47:16
decreasing resistance or getting to
47:17
grips with your first steps um
47:19
pop that in the chat box for me it’d be
47:21
great to see where your thoughts are
47:22
around which areas you want to focus in
47:24
on um
47:26
and then we’ll wrap up with what actions
47:30
so numbers three and number six so
47:32
understanding what stops you
47:33
and are you dissatisfied with where you
47:35
are now yeah it’s a great shower isn’t
47:37
it so understanding what gets in the way
47:39
what is all the stuff in resistance
47:41
because you know like i said at the
47:43
start if i think about me getting fit
47:45
on face value the resistance level is
47:47
pretty low but actually there’s a lot of
47:49
stuff that’s stopping me
47:50
and if i know what those things are i
47:51
haven’t thought it through i can go
47:53
right how do i knock those off one at a
47:54
time
47:55
and move forward okay and then
47:59
we had number six coming through from
48:01
somebody as well so are you dissatisfied
48:03
yeah it’s a huge one isn’t it because if
48:05
you’re actually really happy where you
48:06
are
48:06
and you sat in your comfort zone and
48:07
everything’s going well we need to work
48:10
on more
48:10
what would make it better how strong is
48:12
the vision so that we can create some
48:14
dissatisfaction with where you are now
48:16
so that we can get you moving okay and a
48:18
few people coming up with number seven
48:20
so knowledge in the first steps yeah so
48:23
absolutely
48:24
really really important isn’t it because
48:25
you could have the best vision in the
48:26
world
48:27
have the level of dissatisfaction so
48:29
you’ve got the emotional connection to
48:30
where you need to go
48:31
if you don’t know how to do it you don’t
48:33
know what that first step is
48:34
you’re me standing on the side of that
48:36
black run going oh my god i can’t get
48:37
down here
48:39
and you need that helping hand you need
48:41
to break it down into those little
48:42
chunks
48:43
and go right one step at a time how are
48:45
we going to move this forward
48:46
if you’re not able to see that then
48:49
that’s what you need isn’t it to plug
48:50
the gap
48:50
we need the steps in there we need the
48:52
knowledge and the skills to be able to
48:54
do it so
48:55
fantastic well done everybody so your
48:57
next challenge then
48:58
is to write down what your action is off
49:00
the back of that okay
49:02
so my suggested actions are these but
49:05
you want to identify where you want to
49:06
be
49:07
and because of that you need to identify
49:09
what you need to change and those things
49:10
that are blocking you so whether you
49:12
said three six
49:12
seven any of the other ones in there
49:15
okay
49:16
what is it for you that you need to
49:17
change um book your free one to one
49:19
coaching session like i said if it’s not
49:21
already in the diary get it in
49:22
if you’ve already got one in the diary
49:24
great but what we want you to do is
49:26
bring your list of things that you
49:27
saw today with you talk to us about your
49:30
vision and where you want to go
49:32
or if you’ve not got one let us help you
49:33
get one in place
49:35
talk to us about what would help you
49:36
reduce resistance or overcome fear
49:40
or how to build up the dissatisfaction
49:42
alongside the vision to get you moving
49:44
okay so um this is an open question to
49:47
everybody because we’re running a few
49:49
minutes early today
49:50
so any questions for anybody anything
49:52
that you want to ask at this stage
49:54
pop it in the chat box for me um any
49:56
feedback or any thoughts about what
49:58
you’ve heard pop those in the chat box
49:59
as well
50:00
um if you’ve enjoyed today’s session i
50:02
would love a google review
50:04
um we’ve got a nice simple link so
50:06
bit.ly /acwreview which is action coach
50:10
wakefield um
50:12
just so that we can get your feedback on
50:14
there um that would be amazing
50:17
but the major thing for this is that you
50:18
take some action coming out of this
50:20
okay what we’re all about is getting you
50:21
to the point where you can move forward
50:23
so any questions into the chat box any
50:25
thoughts any ideas that sprung into mind
50:27
as a result of today’s session
50:28
you can pop them in there for me and
50:31
also
50:32
you can pop in there for me what has
50:33
been your biggest learning out today
50:38
session
50:40
cool thank you very much daniella lovely
50:42
to have the feedback i’m
50:44
glad you’ve enjoyed it glad you know
50:45
what you need to do moving forward now
50:47
so that is really really really good
50:48
news well done
50:49
um go do your actions have a good time
50:52
doing those over the next
50:53
few weeks okay anything else coming in
50:56
from anybody else
50:57
give you a couple of minutes in case
50:58
people are typing something long before
51:00
we wrap up
51:14
yeah so really good learning pinpoint
51:16
where the actions need to be
51:18
and get on with doing it working out the
51:20
resistance and the why
51:21
yeah yeah massive isn’t it and it’s just
51:24
a different way of looking at it i think
51:26
so if you can get under the skin of
51:27
what’s causing
51:28
um that level of resistance then that’s
51:31
brilliant and then we can start to look
51:32
at what you need to do to fix that
51:34
and the y is huge as soon as you know
51:36
why you’re doing something it gets
51:37
easier to do
51:38
so the bigger you can build up your why
51:40
and those reasons the the easier it is
51:42
for you to move forward
51:43
so i love it some really great feedback
51:45
from all of you on there around what
51:47
you’re going to do differently
51:48
as i said bring it to your one-to-one
51:50
coaching session if you’ve not got it
51:51
booked yet
51:52
and ping me a message or one of the team
51:54
will be in touch over the next few days
51:56
with you um early next week
51:58
to get you booked in and bring along
52:00
your topic bring along the thing that
52:02
you want to talk about and we’ll help
52:03
you get through
52:04
that and work out what the next steps
52:05
are for you um so that’s it for today
52:08
unless anybody’s got any questions
52:09
thank you so much um it’s been lovely to
52:11
have you on there thank you for
52:12
participating in the chat box
52:14
and we look forward to meeting you in
52:16
your one to one coaching sessions as
52:18
well as we move forward
52:20
so other than that have a fantastic
52:22
weekend let’s hope england get on with
52:23
winning on sunday and i will see you all
52:26
at some point soon
52:27
thank you very much and goodbye
