Why aren’t you charging more?
Imagine doubling your prices - right now! How do you feel? Did you have to stop yourself from choking? Think that no one would pay and you’d lose all your clients? We [...]
Grappling with a difficult problem? The answer might be right next door
Have you ever grappled with a difficult problem. Sat with it for days, weeks or even months getting more and more frustrated? But what if the answer was right next door. Literally. [...]
Sales team underperforming? Do this…
You’ve hired salespeople to fuel your growth. You had high expectations but time’s passed and they’re not getting the results you’d hoped for. It’s all too common a scenario, so what’s gone [...]
How contactable are you?
How easy do you make it for prospects to contact you? How about referral sources? I'm constantly amazed at how difficult people make this. LinkedIn profiles don't have phone numbers. Neither do [...]
3 Questions every prospect asks before buying…
Every prospect asks themselves 3 questions before becoming a client. Should I pay attention? Can I trust you? Is your recommendation going to work for me? In a world where we’re constantly [...]
Why are you in business? What’s your ultimate outcome?
Why did you get into business in the first place? What did you aspire to? If it was to eventually get time, money and lifestyle freedom, are you on track? If not, [...]
Do you have an ascension model?
We have a simple axiom in business. Provide as much value as possible to your clients. And get paid well for doing so. But many businesses stop short. Sure you solve the [...]
Have you got a clear 90 day plan?
Do you have a clear 12 month strategy and direction for your business? Have 90 day plans which outline exactly what you’ll focus on to maximise growth? No? You’re not alone. Working [...]
The bedrock principle underlying all profitability
Traffic, conversion and economics are the bedrock principles underlying all business profitability. Traffic is the number of prospects you see. Conversion is the percentage of prospects who become clients. Economics is how [...]
What’s your strategic focus?
Do you have a clear 12 month strategy and direction for your business? Have 90 day plans which outline exactly what you’ll focus on to maximise growth? No? You’re not alone. Working [...]
Which business model is right for you?
Are you a business owner? If so what business model are you using? Is it a practice, business or hybrid? Here’s why knowing your model is truly important. It all comes down [...]
Fighting fires? How to determine what’s really important
Over 20 years coaching business leaders we’ve observed most spend their time fighting fires, handling urgent (and often unimportant) tasks rather than focusing on what brings in the money. In short, running [...]
Do you really know what your clients value about your product?
When working with clients we stress that value is in the eye of the beholder. Meaning that what you think is important and what your customer thinks is important are often not [...]
Why your clients really buy from you…
When coaching salespeople I drill into them that nobody and I mean nobody wants to buy products or services. Whether it’s toothpaste, soap or high priced accounting services, no one cares about [...]
Do you have a recession proof mindset?
In Australia we’re obsessed with the state of the economy. It seems to permeate thinking and it’s a rare day that we won’t hear something about its state in the news. As [...]
How to get more high quality referrals
Would you like to get more high quality referrals? When coaching professional consultants looking to expand their reach we get them to do two things. Transcript Would you like to [...]
Taking time out to reflect…
When was the last time you took time out to reflect? Just sit and think? I get it. You’re busy. Major demands on your time. People knocking on your door constantly. You [...]
Why getting client feedback is vital
As a business leader when was the last time you asked your clients for feedback on how you’re going? What they’re happy with? Unhappy with? Where you could improve? Be honest. This [...]
Moving from technician to business owner
In over 18 years consulting we’ve worked with two broad types of clients. See which type you fall into. The first are professional consultants who essentially just want to consult. They’re technicians [...]
Are these delusions costing you sales results?
Former US president George W. Bush is infamous for saying, “Fool me once, shame on you; fool me twice, shame on me”. A quote which is very applicable in sales. Having coached [...]
Unhappy with your sales team’s results? Do this…
Is your sales team actually performing? Are they making their numbers? Or do you keep hearing excuses like, “They’ll buy… soon” but it never happens. Or your people circle round the same [...]
Getting leverage in your business
As a business leader where do you spend your time? Are you getting the best ROI for your efforts? Could you be delegating more? Do this exercise to find out. The results [...]
Could you raise your prices?
When working with business clients on mindset, strategy, marketing and sales, one area which intersects is pricing. How you go about setting your pricing is an area many businesses struggle with. From [...]
On LinkedIn? Here’s my challenge to you…
Quick question for you. Do you have a lot of LinkedIn connections? Do you regularly add to them? If so, when was the last time you actually spoke with any of them? [...]
Why your business vision without a realistic strategy is just imagination
When working with clients we spend significant time working on their mindset and vision. Why they’re in business and what they want to achieve. Not just for themselves, but their employees and [...]
Are you a doorway or a doormat?
Having worked with leaders over two decades, we have proven time and time again that mindset is the first and foremost determinant of business success. One of the most important aspects of [...]
Why your mindset is the biggest determinant of business success
Having worked with hundreds of business leaders from solo operators to businesses turning over $50M, the common denominator of success is their mindset. Mindset is the heart and soul of your business. [...]
Chasing opportunities? When less is more…
Opportunities. Some people see them everywhere. They try to grab each and run with them. There are times when it’s smart to grab an opportunity. But not always... Transcript [...]
Meetings going nowhere? Do this…
Meetings, meetings, meetings. Unfortunately a lot of meetings are simply talk fests. People go round in circles, discussions go nowhere and the only outcome is another meeting. Monumental waste of time. So [...]
From hero to oblivion in 90 days!
90 days. It's all it takes to go from hero to oblivion in your customers' minds. Transcript 90 days. It's all it takes to go from hero to oblivion [...]
The risk of too much opportunity
In business, everything flows from your mindset. It influences your strategy, marketing and sales. One of the most important aspects of mindset is how you handle choice and opportunities. One of my [...]
Mindset – the secret sauce underlying…
Do you have what it takes to be successful in business? Over the years we’ve worked with a multitude of business leaders. Some of whom have really stood out and grown significant [...]
Getting traction – your 90 day action plan for growth
In business (and life in general), talk is cheap. Actions speak louder than words. You’ve spent time working out your vision and strategic direction for the next couple of years. You’ve created [...]
The “IDS” decision making process
This is the final in our three part series on how to make good decisions and become a better leader. In part one I covered why having a clear vision, core values, [...]
Is your team aligned to your core values?
An organisation’s core values and culture is one of the biggest determinants of success. It permeates every aspect and it’s your role as the leader to define it, communicate and engender it. [...]
The 10 commandments of good decision making
I’m continuing the series on good decision making. In a previous video I covered why having a clear vision, core values, focus and mid to long term targets allows you to make [...]
The key to scalability – Right person in the right role
Expanding your business? Need to delegate? A key issue you’ll face is getting the right people into the right roles. Then empowering them to be able to deliver. Doing so is the [...]
How to make better decisions as a leader!
All great leaders exhibit one common quality. The ability to make decisions. More often than not, without complete information they manage uncertainty and risk. Now, I don’t know if you’re a fan [...]
Why an “Accountability Chart” is the bedrock of successful businesses
“I’m REALLY frustrated! Everything seems to sit on my shoulders. My staff don’t take responsibility, stuff doesn’t get done on time, mistakes happen. I’m working very long hours. I’m tearing my hair [...]
The paradox between marketing & sales
There’s a paradox between marketing and sales. In marketing, the credo is the more you tell the more you sell. The opposite is true in selling. Transcript This is Rashid [...]