The Competitive Edge - April 2019 Edition

The Competitive Edge THE ANZ ActionCOACH MONTHLY NEWSLETTER Culture Avenger Steve Leach explains how he achieves EXCELLENCE

Adam Barnard shares his Top 5 Tips for Coaching Success

Darren Kerby explains the Importance of Coaching with Purpose

Issue 15 - April 2019

The Last Ever Edition: Kate Panagiotakis explains Why and What Next ?

Contents Page 2

From the CEO Watch Paul’s Video! A few words from Paul on what’s been happening & what’s about to happen in the ANZ ActionCOACH world.

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The ActionCOACH Culture Avenger Series Steve Leach our Culture Avenger for Excellence explains how he achieves Coaching Excellence.

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Calendar of Events

Page 9

Page 3

Program Listing

Get to know Rhian Persal An opportunity to find out more about an existing member of our ANZAC community.

Page 3

Useful Reminders

Page 10

Team Day Success

Page 4

Introducing the New ANZ Dashboard Kate Panagiotakis explains why we are moving our communication to a Dashboard

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Top 30 by $’s Banked for March

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Celebrations

Page 5

Coaching with Purpose Darren Kerby explains the importance of Finding your Coaching Purpose.

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The Marketing Corner Chane Vieira explains What’s happening in the Marketing World.

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Top 5 Coaching Tips Adam Barnard Adam shares his Top 5 Tips for Coaching Success.

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Christine’s Common Client Complaints

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Book Review Chris Sharkey reviews Unlock Your Gratitude Now! by Mike Pettigrew.

From the CEO

PAUL HENSHALL - CEO ANZ ActionCOACH Hello & welcome to the 15th and final edition of the ANZ team newsletter, the Compeitive Edge. This month Kate Panagiotakis explains why we will be moving away from the newsletter and to an alternative communications platform, The ANZ Dashboard. Darren explains why it is so important to Find your Purpose, Adam Barnard shares his Top 5 Tips, Steve Leach explains how he achieves Coaching Excellence in our Culture Avenger Series and we Get to Know our Business and Marketing Assistant Rhian Persal. Finally Chané explains what’s happening in Marketing, in the The Marketing Corner and Chris Sharkey reviews Unlock your Gratitude Now!

The Competitive Edge is a forum to share ideas, best practice and information. If you have any best practice that the team could learn from then please email or call Darren Kerby to book in for a future slot. We’d love to hear from you. Thanks for all your hard work team and thanks for supporting our ANZ ActionCOACH community.

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Calendar of Events 5 -7 May 8 May

5-14 June

28 - 29 July

Global Conference Special Sessions

9-18 Oct

10 Day Partner, Coach and Refresher Training - TBC.

‘Empowering Entrepreneurs Globally’ Intercontinental Hotel, Ho Chi Minh City, Vietnam.

AsiaPacific Regional Coach Conference Intercontinental Hotel, Ho Chi MInh City.

30 Oct-1 Nov ANZ Regional Conference 2019 The Pier, Glenelg - South Australia.

10 Day Partner, Coach and Refresher Training - TBC.

30 Jul-1 Aug Global Conference The Sheraton Grand Hotel & Spa, Edinburgh, Scotland.

Program Listing DARREN KERBY - FRANCHISE SUPPORT MANAGER Coach Buddies Program

The Q4 Coach Buddies program is now open for registrations. This is available for all Coaches on the Launch program. We match you up with another coach who you meet with on a monthly basis and discuss what is working and what is not. The session goes for 20 minutes and is for support. This has also been beneficial for new coaches to get to know your ActionFAMILY. Register by contacting franchise support at darrenkerby@actioncoach.com Registration close April 28th.

Global Webinar Program

Please click here to register for either of the following webinars. Please note the dates are US dates.

24 April

24 April

13 May

Pulling Profits Webinar with Brad Sugars Marketing Roundtables Call with Carmen Gigar Brand Marketing (for Silver & Above) Darryn Le Grange

Useful Reminders 7th of the month - Royalty fees due 10th of the month - Input KPIs in www.actionmembers.com 21st of the month Marketing fees due Please enter ALL your KPI data not just your bankings figure. You may need assistance getting leads, converting leads, increasing diags, a closer look at your average dollar sale, marketing spends. The list goes on. As we grow we are trying to add some robust analytics to help support you all in a more structured method. To do this we need your help, by entering ALL your KPI data not just your bankings figure. In summary – HELP US HELP YOU! It is also part of your franchise agreement requirements to complete this data. Thanks.

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Introducing The NEW ANZ Dashboard KATE PANAGIOTAKIS - BUSINESS MANAGER Why we are moving our communication to a Dashboard?

We’ve tested and measured many communication platforms over the last few years, email, phone, text, facebook, and most recently the newsletter.

What we’ve found is that you are all unique in which platforms you use and the only way to ensure that we have captured the attention of all you is by sharing everything on all communication platforms. This may suit our members who don’t use facebook but not so good for other members who are active on all platforms and therefore become “bombarded” bu communication. This isn’t the only issue. The time spent in duplicating information across multiple communication platforms is not time well spent by the ML team. Yes, we will still be pushing out the odd email to grab your attention but there will no need to hunt for information anymore or try and recall “Where did I see that?”.

The need for a dashboard unique to our region is not new. We have been patiently waiting for the migration so we can give you something of your own, something specific to our group and region. ...Introducing you to the ANZ Dashboard.

Here’s a quick run-down of some of the key features 1. News specific to what’s happening in ANZ ActionCOACH 2. Events and Key Dates Calendar – never forget those due dates, group call dates and regional events 3. ANZ Forum – a yammer forum specifically for you. This will enable you ask and answer those questions you have been on FB for some time but with the added advantage of being able to search for information too 4. Documents – an area for accessing documents specific to our region such as policies, marketing and support documents 5. A list of ANZ coaches who you can get connected 6. Monthly Video Updates from Paul Henshall 7. Past editions of Newsletters 8. Top 30 Performance Data 9. Information on your ML Team 10. Quick Links to the ActionCOACH Dashboard and Actionmembers sites

The release of this platform will be May 2019 & you’ll be invited by email.

If you would like to share your best practise on our NEW ANZ Dashboard please email Rhian Persal rhianpersal@actioncoach.com Page 4

Coaching with Purpose DARREN KERBY, FRANCHISE SUPPORT MANAGER “Not only did discovering my WHY renew my passion, it gave me a filter to make better decisions. It offered me a new lens through which I would see the world differently.”

- Simon Sinek

At the recent team day in Brisbane we spoke how the strength of your purpose can drive you personally.

The foundation of your purpose came from knowing your values, grow the values into your purpose and then construct 6, I am statements that drive your purpose based on the values.

Most people get stuck on really having clarity around their purpose.

WHAT

Every organisation on the planet knows WHAT they do.

These are the products tor services they sell.

HOW

Some organisations / people know HOW they do it.

These are the things that make them special or set them apart from the competition.

WHY

Very few organisations know WHY they do what they do. WHY is not about making money. That’s a result.

It’s a purpose, cause or belief. It’s the very reason your organisation exists.

Simon Sinek, Find Your Why

A friend shared a story with me recently about how navy seals go through training. The program is push them outside their limits until they delist. The tool for them surrendering is to go take the edge of the base camp and ring a bell. Their superiors said the seals ring the bell when they become distracted and take their mind of their aim.

If you need a boost about why you get out of bed each day and prepared to set aside 90 minutes over the month to really define your WHY contact franchise support darrenkerby@ actioncoach.com

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Top 5 Coaching Tips: Adam Barnard WOLLONGONG, NEW SOUTH WALES

1.Pick 2 Marketing Strategies and Become an Expert at Them

About Adam Barnard Location: Wollongong, New South Wales Favourite Pastime/s: Riding motorbikes, playing golf.

Favourite Holiday Location: Queenstown so far but Portugal is on my bucket list.

Favourite Band: Sticky Fingers.

Career History: Builder, General Manager for Stroud Homes (a franchise group).

Years at ActionCOACH: 2 Best Client Story: Gold Key Homes, see x edition of the newsletter.

Name 3 Key Influencers: Mark Blume, Grant Cardone, My Dad - Neil Barnard.

Work them through and until they become on tap and you can turn them on and off as needed, currently we are focussing on mail-outs and cold calling. Every fortnight we send a direct mail to local business which is some form of education, e.g. Are you having issues with sales? Behind the hard copy mail out we do a phone call and keep in contact until they buy, or they fly. If they move forward, we place them back into the 13-step sales process.

2. Ask for Referrals

If you don’t ask you won’t receive. How you ask must be strategic though. When a client achieves goals after a few months of coaching, we send them a gift which could be a wine voucher and a letter saying…

Dear XXXX, Thank your business over the last quarter, these are some of the gaols we have achieved.

Attached is a referral form if you know anyone who would like similar results please refer their name to us so they too can achieve success.

If you would like to share your Top 5 Coaching Tips on our NEW ANZ Dashboard please email Rhian Persal rhianpersal@actioncoach.com Page 6

3. Rate Yourself Out of 10 on Your Coaching Performance

Recommended Reading: The 5am Club and The 10 x Rule.

Ask your client at the end if the session how they rated your coaching session. If it is as low as an 8 ask them what you have to do to get it up to a 9? .Any less than a 9 they are just satisfied and the pattern has shown that if this continues they will leave in the coming months. A 9 means the are delighted and see value in their investment.

4. Ring 5 People a Day

It may not even be for a client but it may be a friend or colleague who could send you business. It creates action and top of mind awareness for you circle of connections. It can also pick you up by talking to positive people if you need a bit of a lift during the day.

5. Follow The Sales Process We follow the sales process to a ‘T’ and unless all items are met we don’t meet with the client. It has given us a stronger conversing rate. It has stopped us wasting time. I run all clients through my CRM and my intent is to move them along the sales process.

Whether you use a CRM or whiteboard etc make sure it a visual so you can track them…

Adam with his fiance Jessica

A favourite pastime of Adam’s (and many other ActionCOACHES!)

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The ActionCOACH Culture Series

Achieving Excellence

CULTURE AVENGER FOR EXCELLENCE - STEVE LEACH Good enough isn’t. I always deliver products and services of exceptional quality that add value to all involved for the long term. I look for ways to do more with less and stay on a path of constant and never ending improvement and innovation.

When I was nominated for the Culture point of Excellence, I thought I’d have been better suited to other points, like Balance, or Success, or Fun!, But then I realised that these culture points are ‘symptoms’ of excellence.

So here’s what I do to achieve excellence…

1. Is There a More Efficient or Effective way?

It has been my constant quest to ask, ‘is there a more efficient or effective way?’ Escaping the gravity of familiarity creates the vacuum that allows innovation to thrive and grow.

2. I Form my OWN Opinions Steve was voted as The Culture Avenger for Excellence

I try and separate myself from the ‘good opinion’ of the tribe, a lesson taught to me by Wayne Dyer. There are so many people that want to influence me to undertake what they want’, or what they think is ‘worthy’. As a multi-millionaire, happily married for 25 years, with three children who are amazing and not in rehab; working 3 days a week… I can say I’ve outlasted and out-successed most of the people who sought to impose their values.

3. Precision

One of my highest values… PRECISION. I deliver exactly what I promise. Over-promising can lead to a paradigm shift and the habit of it, ultimately impacts on integrity. I think a big part of precision, is the accurate matching of expectation, to delivery.

4. ‘How To Do’ Not Just ‘What To Do’

Steve Leach was the World’s First Franchise Business Coach in 1997!

In my work, I also focus on HOW TO, not just ‘WHAT TO’ do.

I think too many people talk in ‘bumper sticker’ language; or think that a flipchart contains all the detail needed to succeed.

A ‘coach’ is an evolved ‘consultant’; not something ‘different’.

Don’t be afraid to tell a client how to do something, once they’ve taken ownership of the idea.

There’s a few tips that you might find useful. I hope that a pursuit of excellence (NOT perfection), delivers more of your dreams.

If you would like to feature your Point of Culture on our NEW ANZ Dashboard please email Rhian Persal rhianpersal@actioncoach.com Page 8

. . . w o n k o Rhian Persal Get t BUSINESS AND MARKETING ASSISTANT, BRISBANE, QLD red wine too! I then moved to the Marketing Team and did feasibility studies, developed products, press reports and worked with the sales team to win tenders.

At 29 I decided to travel the world. I went to Bali, Australia, NZ, Fiji, US and then through Africa. I fell in love with Australia, met an Australian, had kids, had a very long career break (9 years) and now I’m back!

What made you decide to join ActionCOACH?

Where are you located? I am originally from Sheffield (Northern English industrial city), then moved to Leeds (another Northern English city), then London for 6 years in my 20’s (lots of fun) and finally settled in Brisbane at 31with my Aussie boyfriend, now husband.

Tell us about your career to date? I started with a Sunday paper round at 12 (very heavy bag and hard work in the dark and snow!) and moved to restaurant work at 14! At 18 I started a Business Studies & French degree with a 1 year internship in the industrial fuels dept at Esso Petroleum (aka Exxon) followed by a postgraduate in Marketing. I never completed the French part of my degree as I was too in love with my boyfriend at the time to move to France and study there! I do though remain a Francophile and dream of living half my life in France when I retire!

After uni I got a sales graduate job at United Biscuits (for Brits - Mcvitie’s & KP) for 4 years working as a sales representative, sales trainer and Account Manager. I then was offered a job working for a French company, Lactalis (cheese/dairy company) as a National Account Manager for Tesco, a supermarket chain. This was a fun job and involved lots of customer interaction, product sampling, liaising with the French headoffice and going to lots of cheese factories in France! After each Monday morning review meeting I had a product sampling meeting where we had to try every brie available to buy in the UK to check the quality. Sometimes it was with a baguette and a little

I applied for the job as I knew I could get excited about the ActionCOACH product. Being interested and feeling passionate about the product has always been an important part of the job choice. I learnt this in my early days working in the industrial fuels dept at Esso (diesel!) & more recently at an accountancy firm!

If you were sent off to a deserted island and could only take 3 things with you, what would you take and why (assuming you have food, water, shelter and family?)

1. A blender to mix cocktails!

2. A pack of playing cards!

3. A bicycle 4th choice would be an iphone to listen to books/music.

I have made the assumption that there is power supply, roads/cycle paths and a stocked bottle shop on the island!

If you could sing one song on Australia Idol what would it be and why?

Fame by Irene Cara, a great song for blasting out!

My Guys...Henry (12), Trevor, Helena (10) and Claudia (14)

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Team Day Success Thanks for everyone who attended and shared their knowledge with the rest of the team and invested in their ongoing education and growth. Here’s a small handful of some of the testimonials from the attendees.

What a Community! Hundreds of years of business coaching experince in just 1 room. The best brains in the business and no better place to share ideas, best practice and information than at an ActionCOACH Team Day. ‘Awesome day! Thanks Paul. All the speakers nailed it. Massive BFOs. Andrew’s talk blew my mind, Marcus’ talk on marketing was spot on.’

Isaac Ludlow ‘Brilliant team day as usual - mind and notepad full!’

Marcus Shaw ‘Every day I’m blown away by our mob and your generosity. Today’s gratitude is to Christopher Glenn Morrison.

Thank you.’

Kate Muldoon Amazing 2 days in Brisbane with the ML team and the Partners. Massive dose of education and community in one hit. Thanks everyone.

Paul Henshall ‘Awesome day. Thanks guys’ Gaylene Hughes A big thank you to the ANZAC Team for arranging another sensational team day.

Lee Blume

“The most important client you’ll ever coach is yourself.”

Shweta Jharjharia

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Top 30 by Banked $’s March The average dollar banking’s for March was $26,193, which is our best performance in 12 months! We had amazing growth from Tony Trent, Hamish Carnie, Bruce Wilson and Stephen Wanmer. Outside the Top 30 and having exceptional growth included Bill stack, Gaylene Hughes and Ian Lne. Be proud of our average dollar sale, it is an inspiration for those who reach it and a benchmark for others to achieve.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

Bruce Campbell ($234,531) Ali Minbashian Mark Vischschoonmaker Brett Burden Steve Leach Keith Collins Mace Rushgrove Michael Rady Arjen van den Broek Brian Higazi Christine Beard Tony Trent Martin Coyle Mark Blume Nick Ikonomou

16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Andrew Laurie Craig Brewster Ashley Thomson Hamish Carnie Mark Daniels Charmian Campbell Suzzanne Laidlaw Vanessa Moore Bruce Wilson Andrew Johnston Kerry Wood Phil Badura Kate Muldoon Evan Rubenstein Stephen Wanmer

Celebrations!

Birthdays!

We would like to wish the following ActionCOACHes a very Happy Birthday!

Milton Collins 6 April Mark Vischschoonmaker 10 April Mark Blume

16 April Christine Beard 23 April Wayne Cohen 25 April Stephen Wanmer 26 April Marcus Kroek 26 Apri Paul Roach 29 April You should have received a little something in the mail from us by now, but if you haven’t do let us know and we’ll follow it up.

Anniversaries!

The following ActionCOACHes have anniversaries in April.

14 years - Michael Rady 14 years - Andrew Johnston 17 years - Steve Rouget 20 years - Bruce Wilson You should have both received an anniversary pin in the mail. As per the birthdays do let us know if it hasn’t arrived.

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The Marketing Corner CHANÉ VIEIRA - MARKETING MANAGER

There has been a couple of big announcements and updates this month, some you might have seen and other some other new developments we have been working on in the background.

So here is a quick summary update on what has been happening in the world of ActionCOACH Marketing.

The Lady in Charge (of ANZ Marketing) Chané Vieira!

The Marketing Team is Growing The marketing team is growing by another one and our new team member is no stranger to you. As of 1 May 2019, we welcome Rhian Persal into the marketing department where she will be supporting me on a part time basis. We have identified Rhian as the ideal candidate as not only have we have seen massive growth in her since she joined our team but her interest, skillset and contributions have all added value to our brand.

That being said, this also comes as a natural progression for Rhian’s career with ActionCOACH having previous experience and qualifications in Marketing. Rhian, welcome to the Marketing Department, we look forward to our continued growth and success.

Coach Events Our new event feature on the website is only a few days away from launching and we are looking for your events to feature.

Send through your events and their details whether you have planned it a month, quarter or year in advance and we will upload it to our website. The events feature has been set up so that you as the coach gets a notification of the event registration as soon as it comes in.

Having your events on our website not only provides you with the opportunity to leverage of our website traffic, it also gives us an opportunity to feature the events on our social media platforms supporting you with additional reach.

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If there is anything you would like to discuess, share or contribute to the Marketing Function please email chanevieira@actioncoach.com

All Leads Are FREE!!!

Yes, that’s right. All ActionLEADS purchased through the portal are now FREE to all Franchise Partners from 1 April 2019.

For more clarification, please click below to download the “ActionLEADS Clarification Doc” which has been posted onto the Dashboard: http://bit.ly/ leadclarification Pop Chané an email to set up a call if you would like to discuss some points in the document regarding branding. She willl guide and support you where I can, so that you can benefit from this.

FREE! FREE! FREE!

Let’s Build the Brand

It’s been close to a year that we have been working on the recreating the ActionCOACH brand foundations in Australia and New Zealand. We have also received support from Carmen and the global marketing department who have done a small refresh to our brand guidelines and look and feel to ensure we are up to date and relevant with the current market trends.

I am happy to say we are now ready to re-establish our brand in the market place, and need to do that both internally and externally.

100% buy in from the team is important to us and we are happy to work with you and support you with this a long the way. Click on the link.

What to Expect?

We understand many of our ANZ team have established and invested heavily into their own personal brand, so we have created a Win-Win situation. In May, we will be releasing the ANZ co-branding partnership brand guidelines as well as our ML Brand Plan to show our commitment and responsibility to reestablishing the brand in the market place.

We will also conduct audits and send through the results with recommendations on what you can do to ensure you benefit from brand.

Our ultimate goal is to have a strong brand within the market place that not only you our coaches benefit from but your local community too. And we can only achieve this if we work together.

More details to follow in May, but for now I truly hope you are as excited as we are for this new beginning and Era for ActionCOACH ANZ. Cheers for now,

Chané

“A brand is more than a name—it is the sum total of a consumer's experiences with a recognizable product—and it is POWERFUL.”

It is a way of distinguishing yourself from the competitors and clarifying what it is you offer that makes you the BETTER choice.

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Christine’s Common Client Challenges Christine has kindly offered to provide advice on how she would overcome some of those common client challenges allowing both you and the your client to move forward quickly and efficiently as possible and find those solutions.

As agents of change we know that questions are the answers, and sometimes we are faced with clients who need you to ask them an insightful question or two. What’s more is if we can quickly come up with some great questions, I know I will be better placed to help the client leave their session feeling heaps better then they felt at the start BUT what

questions do you

ask?

Each month Christine will suggest some of her favourite questions / discussion that she uses in some common client scenarios she experiences.

The Problem

What to do to when a client is avoiding being kept accountable?

Christine’s Suggested Discussion with the client: Being kept accountable to meeting the various elements of your goals should be a positive pressure not a negative pressure for you. I wonder if you can look at coaching this way. The pressure of coaching is like we have a balloon between us. If the pressure is seen by you as negative, it’ll push and push on the balloon until the balloon explodes.

By contrast, if you look at this as a positive push, you will at some point let go of the balloon (aka your resistance to change/your previous behaviour and approach) and then the balloon can float upwards. I guarantee that when you do, it’ll be a great feeling of achievement and success for you and me.

30 OCTOBER - 1 NOVEMBER 2019 REGIONAL CONFERENCE - GLENELG, SOUTH AUSTRALIA

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Book Review UNLOCK YOUR GRATITUDE NOW!: YOUR 7 KEYS TO A HAPPIER AND MORE SUCCESSFUL LIFE - MIKE PETTIGREW About the Author: Mike Pettigrew, entrepreneur, author, coach.

No of pages: 165 pages List price: $26.47 www.amazon.com.au, $15.34 www. audible.com not available at this time Review: About 4 years ago I personally went through one of the most difficult times in my life, that lasted about 18 months, one of the questions I often get asked is “how did you finally get through it” my response “I focussed not on what I don’t have but on what I do have” This book taught me gratitude.

WIN A $30 BOOKTOPIA VOUCHER! Do you have a book you would like to review?

Forward your book review to darrenkerby@ actioncoach.com and if we use it in any future edition of The Competive Edge we’ll send you a $30.00 Booktopia voucher to purchase a book from your wishlist!

It points out 7 keys.

Key 1 How To Change Your Inner State. Remember what it feels like. Change the negative emotion with a positive one.

Key 2 Opening Your Door To Rapid Change. Every 30 minutes of the day replace negative thoughts and emotions with gratitude. Doris Day said “Gratitude is riches. Complaint is poverty” Key 3 Your Thoughts and Emotions Create Your Reality.

Key 4 The Inner Genius that Controls Your Life. Within us lies an incredible powerhouse that magnetically draws into our lives the things that we yearn for, as well as those things that we do not wish to happen.

Key 5 What You Need to Win Every Time. When you start to create clear concise goals and transform them into affirmations which you read aloud with emotion each day, then you may quickly notice certain things starting to change in your immediate environment.

Key 6 Battling Inner Negativity Leads to Massive Results.

Key 7 Helping Others Unlocks Your Own Wisdom.

In conclusion: gratitude can transform your life and how you can use it to change your internal state whenever you need.

Enjoy,

Chris Sharkey

Chris Sharkey

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Let’s End on a Quote

“There is no elevator to success.

You have to take the stairs” Zig Ziglar, Author, Salesman & Motivational Speaker

Bye for now, see you next month!