Welcome to The 5 Steps to Business

Freedom Seminar

Tonight our Collective Purpose

is to Help You…

• Understand the 5 steps every business goes through

• Determine which step you are on right now and what you should be working on

• Learn about specific strategies that can be used to improve performance in key areas

• Walk away with something you can implement in your business tomorrow

In Other words…

04/12/23 4

We Want to Help You Get Off This….

My Very Favorite Quote!!

“ Insanity is doing the same thing over and over again expecting a

different outcome”

What Can A Banana Teach Us About Change??

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About James Lawson and Angela Inzerillo

• James has Over 20 years as a successful business executive focused on Sales, Marketing, Business Development.

• International and Domestic experience and has generated over $1bn in sales revenue in my career.

• Built a start up division for a major network company growing the business to over $250M in less than 4 years.

• Born 30mins West of St. Andrews, Scotland and has lived in the US since 2001.

• Angela has over 17 years of Corporate sales and management experience.

• She has significant expertise in relationship-based sales earning her top performance club awards.

• Has generated over $700m in revenue across multiple industries including Networking, Telecoms and software.

• Is a graduate of the University of Richmond (go spiders!) with a BS in Business Administration and Marketing.

• Originally for Long Island, N.Y she now resides in Fairfax with husband James and their 2 Siberian huskies

The United States has over 7.2 million pay-rolled businesses.

98% have under 100 employees.

Entrepreneurship is Thriving…

Approx. 29 million Businesses!!

They ALL Face the Same Five Business Dangers

Business Coaches Reverse This Trend!

A business coach mentors entrepreneurs in growing their businesses, so the incremental cash flow more

than pays for their customized education…

Can I Be Your Coach for the Next 75 mins?

Raise your hand if you’re open to being coached over the next 75

mins…

The 5 Steps To Business Freedom(Tonight we will focus on 3 Which is where 98% of Business Owners

are)

What is Success?

SUCCESS = sum total of all decisions being made.( Your Role is to “influence” decisions)

The 5 Steps to Business Freedom

FreedomReproduce, Acquire, Harvest

5

AffluenceEconomize, Invest, Repay

NormalizeCash Flow, Monitor, Adjust

4

3

ChaosSpend, Promote, Challenge

2

IrrelevanceResearch, Model, Create

1

The 5 Steps to Business Freedom

FreedomReproduce, Acquire, Harvest

5

AffluenceEconomize, Invest, Repay

NormalizeCash Flow, Monitor, Adjust

4

3

ChaosSpend, promote, Challenge

2

IrrelevanceResearch, Model, Create

1

Which Step Which Step Are You Are You Focused On Focused On The Most?The Most?

Which Step Which Step Are You Are You Focused On Focused On The Most?The Most?

At Your Tables

Take a few minutes to discuss where you think you are relative

to the five steps

Our Rapid Impact Strategies

Time1. Apprenticeship Plan

2. Operations & Training Manual3. Time Management Plan

4. Comprehensive Exit Strategy

Team1. Employee Acquisition Plan

2. Psychometric Profiling Process3. Key Performance Indicators

Measurement System4. Lean Manufacturing Program5. Performance Incentive Plan

6. Strategic Plan7. Leadership Development Plan

8. Team Meeting Rhythm9. Organizational Plan

10.Team Building System

Money1. Current Business Plan

2. Break-even Plan3. Revenue and Profit Budget

4. Cash Gap Plan5. Unique Selling

Proposition & Guarantee6. Sales Management System

7. Tactical Marketing Plan

Rapid Impact Strategies

Freedom • Apprenticeship Plan• Comprehensive Exit Strategy

• Leadership Development Plan

Affluence • Operations and Training Manual• Time management Plan

• Organizational Plan• Lean Manufacturing Program•Team Meeting Rhythm

Normalization • Employee Acquisition Plan• Psychometric Profiling• KPI Systems• Performance Incentive

• Cash Gap Plan

Chaos • Team Building System • Revenue and Profit Budget• Sales Management System• Tactical Marketing Plan

Irrelevance • Current Business Plan• USP and Guarantee• Break Even Plan• Strategic Plan

Reproduce, Acquire, Enjoy

Economize, Repay, Invest

Cashflow, Monitor, Adjust

Spend, Promote, Challenge

Research, Model, Create

Time Team Money

Which RIS Do You Need the Most?

Current Business Plan

Business plan to forecast your cash-flow, determine your working capital requirements, and calculate your ability to pay back debt and make a profit for investors.

USP and Guarantee

Unique Selling Proposition and a Guarantee so that your ideal clients/customers feel compelled to do business with YOU instead of your competitors because you're different than all the rest.

Break-Even Plan Plan to cut costs just enough to stop the bleeding while also driving sales to cover your salary and a minimum number of expenses and start paying back debt.

The 5 Steps to Business Freedom

Strategic Plan Strategic plan that clarifies the vision, mission, and values of the team as well as the long and short-range goals so everyone's on the same page and pulling together

Strategic Plan

• It is the “single” most important document you will ever create for your business

• It helps “simplify” the mission and goals of the organization

• It creates “alignment” with all facets of the organization making sure that everyone is moving in the same direction.

• It answers 7 very simple questions – Who, What, When, Where, How, Why and Should or Shouldn’t we do

Strategic Plan

1% Vision99% Alignment

Simplicity and Alignment                S.W.O.T. Analysis                  

                                               

  Strengths of organization   Weaknesses of organization   Opportunities to achieve plan   Threats to making plan   Trends to watch  

  1Strong Cash Position   1Under strength Sales organization   1New distribution partner   1Under capitilzed clients   1     

  2Leadership   2No social media strategy   2    2Not having a whole "solution"   2     

  3    3    3    3New competitor has emerged   3     

  4    4    4    4    4     

  5    5    5    5    5     

                                               

  Core Values/Beliefs     Purpose (Why)     Targets (Where)     Goals (What)     Actions (How)     Theme     Baseline  

  Forever     10-30 Years     3-5 years     1 year (2010)       Quarter     Quarter / Year     Historical  

                                                          

 

 Ecstatic Customers

   Future Date Jan. 2015

 Year Ending December 1, 2010

 Quarter # 1  

 Deadline:1-Dec-10

 Quarter #  

 

  Honor intellectual capitalists      Revenues $ 3,000,000.00

 Revenues $ 300,000.00

 Revenues $ 85,000.00

   

Top KPI (Key Performance Indicator) for Year

    

 

     Gross Profit $ 1,700,000.00

 Gross Margin 65%

 Profit Breakeven

    Measurable Target/Critical#     

 

     Net Income $ 1,000,000.00

 Expenses $ 110,000.00

 Gross margin 40%

        

 

  Practice what we preach   Freedom - Our actions create more, not less, freedom for our clienst, associates, shareholders and the community

 ROI  

 Net Income $ 85,000.00

    

   

Annual Theme Name

    

 

       Other KPI's relative to our business

  

          

 

    

 

       Sandbox / Market

 Leads generated  

    

     Operation Transition

    

 

  Everyone an entrepreneur     1000 gazelle clients with revenues between $5m and $200M

 Converstion rates  

    

        

 

       Revenue per client  

    

   Q1 Theme Actions

    

 

         Time in the system  

    

   

 

    

 

  1st class for less               

    

        

 

            

    

        

 

          

    

        

 

  Ethics above all else  

ActionsTo Live Values, Purpose, BHAG  

Key Thrusts/Capabilities3-5 Year Priorities  

Key InitiativesAnnual Priorities  

Rocks & AccountabilityQuarterly Priorities (Who / When)      

 

      1         1 25 master agents fully functioning     1 60 additional clients and 10 master agents     1 Head coach/Coaching process

 

     Year Ending 2005-2006

 

                         Revenues  

 

      2         2 Major business publication partnership     2 Implementation kits for all content providers     2 iGo Performance development proces test

 

     Net Income  

 

                            

 

      3         3 Creative exclusive image     3 Coach process nailed     3  

 

        

 

                            

 

      4         4 Entry into 2 new countries - 1 of which is United Kingdom

    4       4  

 

        

 

                            

 

      5         5       5       5  

 

        

 

                            

 

                             

 

     

KPI's (Key Performance Indicators)

 

KPI's (Key Performance Indicators)

 

KPI's (Key Performance Indicators)

   

Scoreboard Design

    

 

                                

 

              80 ecstatic clients giving us $million run rate              

                                 

    BHAG              

    Big Hairy Audacious Goal   Brand Promise   Elevator Pitch          

    10,000 clients as the #1 distribution channel of knowledge products and services

                 

      100% implimentation of ideas we teach!            

                   

      Less knowledge and more action!!!            

                   

                   

                Celebration/Reward    

                $1,000    

                   

                   

                                                     

Everyone In The Same Direction

(USP)UNIQUE SELLING PROPOSITION

Surplus Society

“The ‘surplus society” has a surplus of similar companies, employing similar

people, with similar educational backgrounds, coming up with similar ideas, producing similar things, with similar, prices and similar quality”

- Kjell Nordstrom and Jonas Ridderstrale, Funky Business

How DoYou Differentiate Yourself…

USP & Guarantee (UG)

$14,400 in 1.5 months!

A.I.D.A. Formula

USP

Unique Selling Proposition (USP)

(What’s Yours)

At Your Tables!!!

Come up with 3 attributes of your business that makes you unique

Key Point!!Being DIFFERENT isn’t enough,

It Must also add VALUE!!!

It’s About The Experience!!

“Rebel Experience”

“What we sell is the ability for a 43-year-old accountant to dress in black leather, ride through small towns and have people be

afraid of him”- Harley exec, quoted in Results –Based

Leadership

Revenue and Profit Budget

Month by month budget to plan the amount of sales you need to hit to cover both your salary and a minimum number of expenses so you start making a healthy profit.

Sales Management System

High performance sales force by scripting their approach, coordinating their activity with the right CRM (customer relationship management) software solution, measuring their activity, and tying their results to their paycheck.

Tactical Marketing Plan

Aggressive, measurable marketing plan to increase your leads, improve your sales closing ratio, increase your average spend per transaction, and increase the transactions you get per customer every year so your profits increase exponentially.

Team Building System

System for understanding personality differences and how to improve communication by understanding the psychological profile of your team members.

The 5 Steps to Business Freedom

3 Things a Winning Sales Team Needs To Have…

Sales Activity System

Sales Script Template

We’ll Help You and Your Team Communicate Effectively…

The Marketing Plan

Tactical Marketing PlanApril May June July

Leads Plan Actual Plan Actual Plan Actual Plan Actual

25. Free seminars and clinics 25 21 0 0 20 16 25 038. Net working 10 5 15 12 30 32 30 040. Direct Mail with FU 5 2 5 3 10 12 10 041. E-marketing 15 12 10 12 10 12 10 042. Newsletter 10 8 10 7 10 12 10 052. Referral program 30 10 20 21 15 17 15 055. Telemarketing 10 3 8 12 5 8 5 058. Strategic Partners 20 15 10 12 10 7 15 0

Leads (Plan vs. Actual) 115 26 78 0 110 0 120 0Leads (Required) 130 100 120 120

Gap (Plan vs. Actual) 15 22 10 0

Profit Equation – What’s Possible in Your Business

Leads Generatedx

Conversion Rate=

New Customers+

Retained Customers=

Customersx

Revenue/Customer=

Revenuex

Gross Margin=

Gross Profit-

Fixed Costs=

Net Profit

550x

22%=

121+

250=

371X

$550=

$204,050X

62%=

$125,695-

$45,000=

$80,695!

500x

20%=

100+

250=

350X

$500=

$175,000X

56%=

$98,000-

$50,000=

$48,000

10%

A System for This……And a System for That

“An essential element in any business is to create systems that produce “PREDICTABLE” outcomes so that the “SYSTEMS” run the business and the

business owner runs the systems!Michael Gerber – Author, E-Myth Revisited

Employee Acquisition Plan

Plan to consistently generate more than enough leads on high quality employees by deploying multiple recruitment strategies to market for employees in unusual ways.

Psychometric Profiling Process

Selection process where you use psychometric profiling tools and a test-drive process to screen out non-performers before they join your team and make sure you're getting people that will deliver results.

KPI System Key Performance Indicator system that measures and reports the key activities in the business so everyone knows how their efforts are either making or breaking the business.

Performance Incentive Plan

Incentive package for your team members that motivates them to work as hard in the business as you do and care about it like it was their own.

Cash Gap Plan Plan to quickly collect outstanding receivables, get your customers to pay on time, and improve your terms with vendors so that your bank account always has plenty of cash in it.

The 5 Steps to Business Freedom

Where Do You Sit Relative Competitors…

How Do You Manage Your Cash…

InventoryArrives

InventoryShipped

Days InventoryInventory

ReceivablesReceivablesPayablesPayables

The Cash GapThe Cash Gap

0 20 40 60 80 100 120 140

CashPaid

CashReceived

Most employees are motivated, energetic,

committed, enthusiastic and loyal …

Except for the 8 hours they work for you!

Tom Peters, Author /Speaker

The Motivation Problem…

Right People, Right Job!…

Right People, Right Job cont…

The average cost (in the US) of a Mis-Hire is approx.

$30K - $40K

If It Moves, Measure It!…

1. Manufacturer • Units produced per hour• Gross profit per unit sold• Product returns

2. Retailer/Wholesaler • Inventory turns• Average transaction value

3. Professional Services• Billable hours per

employee/partner• Average hourly rate

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• FSBI brands dominate the business coaching franchise market…

• Pioneers of business coaching with over 24 years of proven experience…

• Exclusive strategic partnership…

FSBI 33%

#1 In Business Coaching

The Growth Of Coaching

0

5

10

15

20

25

30

35

2006 2010

Total Business

<100 employees

BEBC

•The number of businesses engaging a Business Coach to help them in 2006 was approx. 1.4million, in 2010 that number is expected to rise to 2.8million.

(International Coach Federation)

•On average, 1 in 10 businesses in the US will have or will plan to engage the services of a Business Coach through 2010!!

•Question? Is it possible 1 or more of your competitors are engaging outside help to re-position or institute new growth strategies for thier future?

Coaching Programs

• One-on-One Coaching

• Group Coaching

• Complimentary Coaching Session

YOUR Actions:

• Put Together Your Strategic Plan!!!!!• Build a “Kick Ass” Unique Selling

Proposition!!! – Ask your clients WHY ME?• Construct a “Tactical Marketing Plan” (Test

and Measure – Remember “if it moves, measure it)

• Cash is King! – Work on your “costs” every 90 days.

Next Seminar July 2010Growth Fundamentals

Four Decisions – People/Strategy/Execution/Cash

Three Disciplines – Priorities/Metrics/Meeting

Two Drivers – Reputation/Productivity

One Coach – Achieving Peak Performance

Results – Growth/Cash/Profit/Time/Valuation

FINALLY!!!!!!!!!

“The world is full of people with good intentions, real progress however is made by those few that step up and take action”

Thank You