Authoritti5.0 Magazine - Issue #40

THE MAGAZINE COACHES & CONSULTANTS HAVE BEEN WAITING FOR!

AUTHORITTI

APRIL 2021 | ISSUE #40

Page 45

10 Personality Traits of Highly Successful People Page 20

The Lost Art Of LinkedIn Introductions Page 17

What’s In A Name?

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UNBELIEVABLE SUCCESS

SUCCESS IS NOT A DIRTY WORD Page 20

STEPS TO EARN AN EXECUTIVE-LEVEL INTERVIEW Page 29

JOHN KNOTTS

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How To Become Unbelievably Successful

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EDITOR'S NOTE

By Mary Henderson | Photos by Mauro Palmieri

What does it take to be truly successful? If I asked my twenty year old self, she would say having a business that generates money on tap 24/7.

I often sit up late at night in silence. I ask big questions and have created a wonderful connection with my spirit self. This has been a big part of my growth thus far.

If I ask myself today, I would say having optimum physical, spiritual and emotional health. This is my absolute definition of success.

There is of course another version of success and that is our vocation, wealth, pocessions, etc...

As you get older, you realise the importance your body plays in taking action. You realise that you can give old emotions a new meaning and let go of the past in an instance and you realise how our spirit plays a significant role in helping us navigate through life.

EDITOR

This is why I invited John Knotts to be the March featured cover story for because his story is colourful and incorporates every aspect of success. I am excited for you to read his story and why he wrote his new book called 'How To Be Unbelievably Successful'.

There is one thing I know for sure.

Success is a constant work in

progress and there are no shortcuts.

It is, as they say, the road less travelled but those of us who choose to embark and experience the good, bad and ugly of success deserve a gold medal.

I hope you enjoy this issue and the depth of knowledge and wisdom in each of the articles.

Enjoy!

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CONTENTS 2 EDITOR'S NOTE 4 COVER STORY 17 LINKEDIN: ANDY FOOTE The Lost Art Of LinkedIn Introductions 20 BUSINESS: ANGELA VITHOULKAS SUCCESS IS NOT A DIRTY WORD 23 PROFESSIONAL SPEAKING: DAVE CRANE Jump and grow wings on the way down 29 CAREER TRANSITION: GINA RILEY FOLLOW THESE FIVE STEPS TO EARN AN EXECUTIVE-LEVEL INTERVIEW 34 MINDFULNESS: FALGUNI KATIRA 10 Personality Traits of Highly Successful People 37 GROWING, SCALING, AND IMPROVING YOUR BUSINESS: JOHN KNOTTS What’s In A Name?

45 PERSONAL DEVELOPMENT: LOUISE TAYLOR UNBELIEVABLE SUCCESS 48 THE AUTHORITTI TOOLBOX 49 SALES: PAUL HIGGINS The Best Sales Acceleration Tools Every Service Business Must Have 52 TOOLBOX: JAN SANTOS Which microphone is right for your podcasting adventure?

56 BUSINESS TOOLS 57 PODCAST OF THE WEEK 58 PROMO 59 SUBSCRIBE TO AUTHORITY5.0 MAGAZINE 60 TUNE IN TO THE AUTHORITY5.0 PODCAST

40 COPYWRITING: LEE ROWLEY Copy Triggers, Part Six - Running with the Devil 43 MANIFESTATION: MARIA DAVIS Every Entrepreneur needs a Spiritual Mentor here’s why!

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COVER

JOHN KNOTTS

BY MARY HENDERSON

This issue of Authoritti5.0 is about how to become unbelievably successful, and who better to be my guest of honor and on the front cover of it than John Knotts! You will find out why in just a minute. John is a coach and consultant with over 30 years of experience in military, nonprofit, and commercial leadership, coaching, and consulting.

He has an extensive background in strategy-change process, leadership management, human capital training and education, innovation design, and communication. John is a 21-year Air Force veteran, a former consultant with Booz Allen Hamilton, and was a strategic business advisor with the Fortune 100 company USAA®. John owns his own coaching and consulting business called Crosscutter Enterprises, and he and his wife own a 100-acre horse farm with about 40 horses. And if that's not enough, he also is a doctoral student in the field of industrial and organizational psychology. John is about to launch his book called Becoming Unbelievably Successful. John, welcome to Authoritti5.0. It's great to have you here.

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John: Well, thank you very much. I appreciate it, and I'm really looking forward to discussing this topic because it's a lot of fun.

Mary: John, knowing you now for about a year, I think the best part of your story to start with is your experience in the military. I'm intrigued by that because I'm guessing it’s where you learned that to be successful, you must know how to design a strategic and deliberate plan to get to your end goal. There's no guessing involved when you're in a battle right? Do you think that the military solidified your foundation towards creating success in the business world?

John: It's interesting. When I went into the Air Force, I looked back on my life prior to it, and I was an absolute loser! I did it to myself when I was in high school, and when I attempted college, I was very unsuccessful, and there are some reasons behind that that I actually talk about in the book.

But I went into the Air Force because some friends of mine had gone in. It probably wasn't until I had been in the military for about three years that I really started figuring things out and I started to become successful. Things were happening, and it was really because I was just working hard. I was doing good work.

The first is “What are the foundations to success?”

So you really understand like what success is.

In about 2000, when I was 35 years old, I had been in the military for maybe 12 years. And I realized that I had been basically operating on dumb luck because I didn't have a purpose. I didn't have a vision for where I wanted to go. And without a purpose and without a vision, there's no plan. So in 2000, I kind of figured things out. It was actually in ’98 that I discovered what is now being referred to as the ikigai diagram. It's four overlapping circles that talk about what you like to do, what you're good at doing, what people need, and what people are willing to pay for. And in the center of that, if all of those things come into fruition, that's considered your purpose.

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The plan is most important thing, because if you're not living by a plan for the rest of your life, you're not becoming unbelievably successful.

That diagram had been created long before there was a lot of research done on that. But I discovered it because I was in an organization, called manpower and quality at the time, and I was trying to learn more about tools, quality tools. One of them is called a Venn diagram, which allows you to analyze things and see how they overlap and affect each other.

And when I saw that, I was like, oh my God, that is like so much about what I'm doing today. It took me a couple of years to really figure out what I should do with that.

Later, I was in a Toastmasters meeting with a great mentor of mine, an Air Force Chief Master Sergeant named Ralph Jones. He got me involved in Toastmasters in 2000. And I met a retired Master Sergeant, who said in this meeting that he and his wife were not going to be at the next meeting because they were going on a cruise.

And I, for some reason just said, “Oh, I love going on cruises.”

I had actually only been on one in my entire life, so I didn't know what the heck I was talking about. He turned to me and said, “Oh, well, my wife and I go on a cruise six to eight times a year and the cruise ship pays for me to go and I just give two presentations.” He was a Distinguished Toastmaster at the highest level of certification in Toastmasters, and I stared at him for a moment. I'm like, that's so cool. And I started thinking about what is it that I really like to do in my life and how could I get somebody to pay for it?

And it's not necessarily that I love cruising; I don't really want to go on that many cruises. But what I realized is I love to travel. I love to sightsee. I love to take pictures. I love to play golf.

And if I could get somebody to pay for me to do those things, that would be awesome. And how could I do that through my purpose of helping improve organizations, something I was very good at? Or at least I thought I was at the time, 20 years ago.

But what happened was I said to myself, “Self, what do you have to look like for somebody to pay for you to go do something like that?” And out of that, my plan was born, and I established six areas that I now focus on every day and I have for the last 20 years. What I've realized is that there are a lot of people today who are looking for exactly what I found 20 years ago, especially with the pandemic. There are so many people that have been out of work, and they're looking for something, some direction in their life, some goals. And that's kind of what led me to writing the book.

Mary: So let's unpack this book a little bit, John.

Becoming Unbelievably Successful sounds like a really exciting book. The title basically is almost like a pull strategy when you really think about it. It’s the book you want to buy before you board a long-haul flight. So tell me what drove you to write a book like this.

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John: I got involved with a coaching organization called www.noomii.com, and I went in there as a business coach, but what I saw was that about 90% of the requests for coaches were people who were looking for career coaching. Their questions were like “How do I improve my career? How do I establish and stick to goals? How do I develop direction and have a plan?” I had been working with some individuals over the years, and I knew that I had an approach that would work. I had published a book on July, 7, 2020, and it was called Business 2020: The Business World after COVID-19.

It's a free book that anyone can download. It talks about the business world after COVID-19, what it might look like. And so far it's coming true.

But I started thinking about an idea that I’ve been working on with other people right after publishing that book on the 7th. What I'm seeing is that everybody wants to talk about it these days. And on the 11th, I just decided to write this book. I came up with the title Becoming Unbelievably Successful. I created the outline and built the structure of the book, and on July 27, I started writing. Forty-three days later, I finished 72,000 words of the book and it just flowed. It just came to me like multiple chapters, multiple activities. There are even areas where it asks you questions, so you can reflect on every chapter. And I try to keep everything really short, so it's easy to understand. I talk about why they're important and how they all fit together.

Mary: Do you actually walk people through those six areas they need to implement in their life to be successful? Is that the foundation of the book?

John: The book is set up in three ways. The first is “What are the foundations to success?” So you really understand like what success is. And as part of that, I talk about my story. Now, my story is not like this doom-and-gloom thing. I didn't come from a broken home.

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I had a great family. I was an only child, so I was probably doted on a whole lot. My wife will tell you that I was doted on a whole lot. I also did some stupid things and I did them to myself. And in the book, I show that I understand now why I did some of those things. I define success. I talk about self-actualization, about Maslow's hierarchy of needs, which is so critical to really understanding what success is. So when I define success, I define it as self-actualization on a constant basis, that you are reaching the top of the pyramid, and you can't do that unless you've achieved the other layers.

If you're living out of a car and barely can pay your bills and you don't have food to eat, you're never going to be unbelievably successful if you stay there. You've got to move up that chain. So the first part is the foundation. The second part, which is the meat of it, is how to develop that plan. The plan is most important thing, because if you're not living by a plan for the rest of your life, you're not becoming unbelievably successful.

You're just doing successful things with no purpose. And that's like throwing spaghetti at the wall and hoping some of it sticks. Then the last part of it, which is actually multiple chapters, talks about all the different things that are involved in being successful. I talk about leading yourself, the things that you have to do about your mindset, about self-efficacy in locus of control.

When I say that anything and everything that ever happened to me I did to myself, that is my internal lack of control. I am not putting that on anybody else in the world; that is mine. I own that. And I'm the only one who can fix it. When people give away what's happened, they become the victim. You know, when the pandemic hit, I was laid off. I had a nice COO job with a client that I'd been working with who hired me. And I got laid off, and I was the victim for about a minute. And then I pulled out my plan. I blew the dust off it, said okay, redirection, have to keep going.

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When the snowstorm hit here in South Texas, we were victims. They turned the power off and a lot of stuff froze. I could easily have wallowed in that and been upset, but we had to move forward. We had to move past it. And what happens is you have to start looking at your problems as opportunities. My switch from problem to opportunity was that I wrote a book. I was like, you know what? I see all this stuff happening.

And I'm going to write a book about it because I want to help people.

Mary: Absolutely. I love how you've broken down the segments in the book, because you and I have spoken about this before.

And you know, for me it's this whole notion about when you have this mindset of being strategic and deliberate in your plan, it means that you're systemizing the plan. And I think that a lot of people don't understand that systems are vitally important to success. You can't get to success with just hope. It doesn't work.

All these people who bind to this notion of the law of attraction, which drives me insane, you know, sitting on my couch, drinking my coffee, waiting for something to manifest is never going to happen. We need to implement a system that matches the plan. And what does a system start with? A goal. You have to input to get the output, right? To me, your book is very much based on the idea that it is a system that we must understand how to structure to create our own outcome. What's your view on that?

John: So you're absolutely right. And a lot of people, when they hear the word system, they think, well, it's some kind of IT system that’s going to help them become unbelievably successful. But that's not what a system is. Systems thinking is that there is more than one thing that is affecting the way things happen. Now at the root cause of your activity is your plan. Anybody can be successful in their life. They can do successful things. I did. I was really quite successful in the military even before I developed my plan, but I was just jumping at the next thing. I recently was talking about this concept AUTHORITTI5.0 MAGAZINE |

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ANYBODY CAN BE SUCCESSFUL IN THEIR LIFE. THEY CAN DO SUCCESSFUL THINGS. I DID. AUTHORITTI5.0 MAGAZINE | 8

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The trick here is that you never become unbelievably successful.

You're always becoming.

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of us living in a maze. That maze is huge, and there are pathways everywhere. Sometimes we run into dead ends, but when we operate in that maze, all we see are the opportunities that are in front of us.

That looks like a good path. And that looks like it might be a dead end. So I'm going to take this. That's how I was living my life.

And then I lifted myself out of the maze, and I was able to look down on it and say, “Oh, this is where I think I should go.” I didn't completely trust myself; it was not crystal clear. I knew some of the things like I knew I wanted to get a Ph.D. That was something that I wanted 20 years ago. I didn't even have an Associate’s

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degree, so there were many steps to get there. I knew that I wanted to be a published author. I had no idea what I was going to write a book about. I had no idea how to be a published author. But I now have three books out there, and this is going to be my fourth, and I have 16 more behind it.

But I knew that's what I wanted and it all fit. Of course, I had to develop that system to get there. And I've realized in the book that it's more than just having the plan, because you've got to deal with so many other things, things that will upset you, that will ruin your progress. One of the things I like to talk about is complacency. So I was a cop in the Air Force for my first 10 years, and we guarded stuff. And in our role, we used to have a saying that our job was 99% sheer boredom and 1% sheer panic. So this was the opportunity for us to get extremely complacent in our job because nothing ever happened. And when it did happen, it usually was really bad.

But what I see with people is they set their sights on maybe a degree and they get that degree and they're done. Or they set their sights on an executive position. They want to be a senior vice president in this company, or they want to be a CEO. They want to own their own business. And then they're done because they're like, “Oh, I got mine.

I'm good.”

Mary: And also the whole idea of life is to constantly evolve, which means that self-learning should be on top of everybody's list for the rest of their life.

You know, this is how we advance our cognition levels. This is how we ask critical questions. So, based on that, what would you say is the key message in the book?

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Is it around that idea of constant growth? What would you say to the people who are listening to this right now, or reading this article? What's the key message in the book that you want people to know?

John: I work with a nonprofit called Executive Book Review, and we do basically book reviews.

We always have this thing called “the one thing.” So my “one thing” for my book, what I think about all the time is embedded in the title, becoming unbelievably successful. The trick here is that you never become unbelievably successful.

You're always becoming. And so you mentioned the law of attraction, and I talk about the universal laws and how they work together and how you leverage them. And they don't just sit there. You have to work in them. The law of action is one of those.

You can't have the law of attraction working for you if you're not doing the law of action as well. One of those key laws is the law of relativity. So if you're making $30,000 a year, $100,000 a year seems like a great deal of money. And that may be your goal, but you get to $80,000 a year and you start to think $100,000 a year, which doesn’t seem like all that much anymore. You might want $500,000 a year, and then you’re there. But then you get to $300,000 a year and you go, wait a minute. I should be making a million a year. That is the law of relativity at work.

I thought, yeah, I wanted to speak in organizations. I wanted organizations to hire me and come and speak for a day. And what would they pay for? Well, every good speaker has a book that they sign afterwards, right?

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So I needed to have a book, one book.

And then I realized as I got closer and closer to actually writing that one book and I had a pretty good mentor who helped me think through this, you don't just stop at one book. You should be writing all the time. You should be constantly building that thought leadership and your one book should be a spin-off to other books and other ideas. But that was my expansion of my relativity, because I'd never written a book before. I didn't even know how.

And now I'm like, well, this is easy. I can write a book in 43 days.

I talk about the universal laws and how they work together and how you leverage them.

And they don't just sit there.

You have to work in them.

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Mary: Since Becoming Unbelievably Successful is a book about the journey, not the destination, which I love, I always say to people, “I'm the tortoise, not the hare in the race.” I like to just have a look around, collect some data, do something with it, have a little bit of a browse, meet people along the way, because we're all going to end up at the same destination.

But it's just that I experienced it until I got to the destination. I think a lot of people still don't understand that. What are some of the life lessons of success along your journey that you want to share with us that may be just one key? I know you've shared some in this interview already, but what's that one thing that you want people to know?

John: I already talked about a couple of those, when I talked about locus of control, and I talked about moving from victim to creator, but this is one that's really important. Everybody thinks they're a lifelong learner.

I've done polls on this. And I've asked a lot of people and everybody says almost without a pause, “Oh yeah, I'm a lifelong learner.” But I have found that most people are just reading magazines or books. They're not doing anything with the information. So what I do and what I recommend through the book is what I call structured, lifelong learning. When you have a book, do you just read it and then put it down and move on to the next book?

I take that book, and I dissect it.

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You have to learn self-care, you have to learn how to be physically healthy, spiritually healthy, financially healthy, mentally healthy – all of the different types of health that are out there.

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I take notes in every chapter.

And at the end of the chapter, I write down the things that I'm going to do from that chapter.

And when I'm done with the whole book, I have a sheet of stuff that's going to end up in my personal strategic plan. I'm going to do these things, or I'm going to do this right away. I do the same thing when I watch a video. So next weekend, I'm holding a personal motivation conference for myself. And the entire Saturday will be dedicated to motivating myself and growing in the goal areas of my plan. I've never seen these videos I’ve queued up; I just curated them and said, okay, they may suck. I don't know, but it's okay, and I'm going to take notes. And the last time I did this, I had five pages of notes and about 12 things that I did out of that or I put into my plan that I was going to do. I know too many people, especially CEOs, say they just read book after book after book, like they want to like impress you. “I read 52 books this year.” Well, that's great. What'd you learn?

Mary: This idea you just mentioned about your personal conference is something you and I have already spoken about. And I think it is such an awesome idea. It makes sense. You said something very important. Like you, I read and I take lots of notes. I have these really incredible aha moments, but I just read books on business and success and personal development. It's not just books, either, John; it's actually also reading laws that are being

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I START WITH THE STRATEGY – MISSION,VISION, PURPOSE, VALUES – THE FOUNDATION. BUT THEN IT GOES TO GOALS, WHICH ARE HUGE OBJECTIVES. AUTHORITTI5.0 MAGAZINE | 12

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passed in government. I'm really obsessed with that. You know, everyone's talking about COVID; meanwhile, I'm really looking behind the scenes because my mind has now automatically begun to think pragmatically. And that to me means knowing what's really going on.

Let me just do my own little research and let me read the fine print that no one else has prepared to read. Let me find out what's really going on. It's very important that we do that because that's what I call personal freedom. What most people do is rely on Netflix or the news; there's the little black box in front of them and that's the source of information. “Oh, I'm enlightened, I'm empowered. I understand what's going on in the world,” when that couldn't be further from the truth. So this notion of actually creating a day dedicated to your own personal development is an absolutely incredible idea. And I think that everyone should do that, certainly every quarter John: Every quarter. It starts off with a motivational video that is about entrepreneurship and success, and it ends with a motivational video that's really energetic and gets me moving. And then my wife and I go out to dinner somewhere we’ve never been before, which energizes me the very next day. I break open my plan, and I do my quarterly planning, but it energizes me for three months. And I'm looking forward to next Saturday because it's going to be huge. It's going to be exciting.

Mary: I love that. So let's go back to the book. Aside from a lack of strategy and planning, which you're wellknown for and is your genius zone, what are some of the other things

that you think hold people back from actually becoming literally unbelievably successful?

John: Well, one of them is stress. When you’re working really hard and you're focusing every day on trying to be the best you can be at everything, that can get stressful. So that is a major thing that you have to learn to deal with. You have to learn self-care, you have to learn how to be physically healthy, spiritually healthy, financially healthy, mentally healthy – all of the different types of health that are out there. You have to understand that because you're going to combat stress. I've already talked about complacency, but it all boils down to motivation and your motivation can wane over time because it can become routine becoming unbelievably successful. You can be like, “Yeah, I'm good.” And then you stop because you feel like it’s a lot of work, and you don't really need to work this hard anymore.

The other thing is that you run into fear. We talk about the imposter syndrome all the time, because everybody feels it at some point. And one of the most important things that can help you overcome that is by setting goals that are attainable and attaining them. Now, when I created the goal of getting my Ph.D., it wasn't like I was going to get it the next week. I didn't have even an Associate's degree yet. So my first step was to get that, which I did within the year. And I actually got two. Then I got my Bachelor's and I had no idea what the Ph.D. would be in or where I would go. But it was one thing at a time, it's one class at a time, it's one effort.

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You break things down and then you start to realize why you actually can do this. And you start to break open that fear. I'm a public speaker, and I've been in Toastmasters for 20 years, but I did not always like speaking in front of people. When I was a kid, I would cry. I would shake. I couldn't speak. But that is false evidence appearing real – fear, right? You are afraid of what might happen. Nobody's going to kill you. But we believe that something bad is going to happen. If I touch a hot stove, I know it's gonna burn me. That's realistic fear. So one of the first things that you need to do is name your fears. Name them, call them out, tell them you’re afraid of that. Why question it?

Well, what exactly could happen to you when you start doing that? Those are the things that can derail you when you're trying to become unbelievable.

Mary: And I think this is why so many people place so much effort on being the perfectionist because when you play that role, it's actually another disguise for fear.

So I want to ask you being a task creator, because this is something that I do every day and it's a help.

And I've been doing this for the last 21 years. Every morning I have a task list. There could be five or even 10 things on that list that have to be done. They don't necessarily all get done in their day, but when they’re done I cross them off my list. Now these are what I call micro steps. They're evidence that I'm moving in the right direction or something will happen if I implement that task.

And to me, this is where there's a massive gap between people who

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are starting a hobby or a side hustle and people who are business owners and authorities.

There's a massive gap outside of behaviors and all these wonderful things that you're talking about. I think breaking things down into micro tasks is a really important part of becoming successful.

What's your view on that?

John: I start with the strategy – mission, vision, purpose, values – the foundation. But then it goes to goals, which are huge objectives. Initiatives are usually a yearlong thing and or less.

And then actions. Every single Sunday, I sit down and I pull out last Sunday’s to-do sheet. I pull out my two-page quarterly plan, I set those in front of me, and I write out what I'm going to do in my goal areas. Sometimes I have must-dos that have nothing to do with goals, like getting my hair cut. Then there are things I would like to do, but I don't necessarily have to get them done.

And then I have the fun things I want to try to do. And it's funny because I used to have these in equal squares on a piece of paper. And over time, I've slowly moved that line down so that my goal area is huge because I have so many things that I put in it. I'll even put stuff on the list that I did but wasn’t on the list originally, just so I can cross it off because it makes me feel good.

Mary: Just to add to that, John, there are also financial tasks. And I find it astounding that when I'm talking to a prospect on a strategy call, I

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will ask “Do you know how many leads you need to generate each month to get you one step closer to your end financial goal?” I would say 99.9% of people say no.

And this is a mathematical formula, which is pretty easy.

When I'm working with my clients, I make sure they understand that leads are not necessarily qualified leads. Qualified to me means that you're having a conversation.

Then we break down the mathematical formula, and we work backwards to the figure of what they want to achieve in 12 months. This is the price point of their services. Maybe we find that they need five qualified leads every single week for them to close one of those sales, to be able to move closer to their financial goal. And people just get blown away by this because they don't think like this. So to your point: When you're talking about planning, financial planning is a massive part of that process, too, which people forget.

John: When you talk about qualified leads, I think a lot of people struggle with even identifying who their key customers are. A lot of times in a sales environment, people will just go after whatever. They'll grab anything because they're trying to make money. They don't understand the importance until it's too late.

I work with a lot of startups, and they don't have any contracts with people to start. So they get these clients in the beginning that they stick with and then they start abusing them because they don't have a contract with them.

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But they also start to realize that some of these customers that they have brought in aren't very good ones, and they don't know how to fire them because they don't know really what to look for. That's the biggest challenge that people have: being able to understand who their key customer is, and what makes a qualified lead.

And you have some specific things that you look for in people. This magazine is focused on coaches, consultants, and business owners. And that's fine because it's full of great stuff, but that's not the key audience.

When you understand the key audience, you understand how much money they make, because that equates to how much they're going to pay you.

You understand how big they might have to be to be able to have the same issues that you might face as a coach and consultant; you start to understand how to fully qualify that. And often it takes a lot of help to get people there.

Mary: It actually does. We've been closely connected on LinkedIn for a while, through a global publication for what ... a year now, I would say.

And I hear you talk a lot and write a lot about success multipliers.

Can you just tell us a little bit about what you mean by multipliers?

John: When it comes to becoming unbelievably successful, there are three things that I think are really important. They're business transferable skills, volunteering, and being a recognized success.

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So what do I mean by those things? Business transferable skills are really important in any business. If you hire people only to do a job, they will never let you get rid of that job easily.

You may get rid of it. You may outsource it. You may automate it, but they're never going to help you because it's their job, and they're scared to lose it. But if you develop your people with business transferable skills, skills that transfer to any job, you have created in these employees the ability to learn to do anything in your company.

So you learn things like strategy, process, change management, project management, agile, and I'm not talking about becoming experts or certified; that's not necessary. But understanding the concepts behind those business transferable skills is powerful.

The second thing is volunteering. If you ever want to get really good at anything, get involved in a volunteer organization. And I mean, really get involved. You want to be a good leader? Lead in a volunteer organization because you know what? Volunteers can walk away from you at any point. And if you're not a good leader, because you're not paying them, you're not giving them any incentive to stay. So you're going to learn all about employee engagement, maybe more than you ever wanted to know, because people will leave if you're a bad leader. When I talk about self-actualization, there's the place where you're going to learn how it feels to self-actualize.

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I've been volunteering at a leadership level since ’92, and I learned this: It's one thing to say I'm successful, but if nobody knows about it, it's like the tree that falls in the forest and nobody's around. Nobody's hearing it. So are you really successful? I was working with a CEO who was making this comment about wanting to call himself innovative. And I said, “You can't call yourself innovative. Your customers need to call you innovative. If your customers recognize you as innovative, then you are, but don't call yourself innovative before they recognize it.” That's what a brand's all about, right?

It's what customers see. It's not what you tell them. When I talk about being a recognized success, in this case I was talking to a CEO. We ended up working through a program with an executive’s whole team.

At one point in this workshop, the executive turned to the CEO, and I was standing right next to him, and he said, “You guys aren't like anybody else in this industry. You're like Apple or Google.” And you know what that felt like to him? He was like, okay, we've achieved. He selfactualized in that moment right there. Wow. Mary: Absolutely. Oh, my God, John, I love it. That's a masterclass right there. Seriously. You know, too, I need to call you Dr. John.

John: Don't. I'm never going to adopt that title…

Mary: John, there's one last question.

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If there is one person who is no longer living that you would like to meet, who would it be and what would you ask them? Or what would you want to know?

John: I'd love to see my dad again, because I'll tell ya, we bought this horse farm. You talked about this at the very beginning when you were introducing me.

And one of the first things that we bought was a brand new tractor. And my dad would have loved that tractor. He always loved tractors. And I just remember when we bought the tractor, we were bringing it home on the trailer and we stopped at a gas station. I filled it up with gas, and I'll always remember just thinking, man, my dad would love this. He'd probably be riding on the tractor while I was towing it home. But there are a lot of people in history that I would probably love to meet, and there are people who are still alive that I would love to meet, but I would love to be able to sit down with my dad and, you know, walk him around and show him the farm and let him ride on the tractor.

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MICRO BIO

When it comes to becoming unbelievably successful, there are three things that I think are really important.

Their business transferable

John is a COO with over 30 years of experience in military, non-profit, and commercial leadership and operations.

He has an extensive background in strategy, change, process, leadership, management, human capital, training and education, innovation, design, and communication. John is a 21-year Air Force Veteran, was a former consultant with Booz | Allen | Hamilton, and was a strategic business advisor with USAA. John owned a consulting business, Crosscutter Enterprises, since retiring from the Air Force in 2008. He’s been very involved in non-profit organizations since the early 1990s.

skills, volunteering, and being a recognized success.

CONTACT JOHN: @successincubator

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LINKEDIN

THE LOST ART OF LINKEDIN INTRODUCTIONS b y

A n d y

F o o t e

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LINKEDIN

I used to think that LinkedIn introductions were redundant and unnecessary. Why bother someone else when you could easily find a way to contact the person directly? Why did I need a middle man? Yesterday I received an introduction request which completely changed that point of view. The intro was so delightfully composed, so well executed, that I wanted to share it with you. I hope you'll agree that it deserves the description of a 'stunningly good' LinkedIn introduction.

Mike's introduction on Gary's behalf made me realize what a powerful tool the intro can be.

Here's why: (1) When you ask someone to introduce you to a contact, it makes the connection more likely because it's coming in 'warm'. Very warm in this case and funny.

(2) 3 people engage in a room, rather than 2 strangers passing each other in the hallway. I hadn't been in touch with Mike since we connected a long time ago. He's back on my radar now.

(3) The original relationship is strengthened because of the 'small gift' represented by the intro. Reid Hoffman, co-founder of LinkedIn is a strong proponent of this concept.

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A Lost Art? How many introductions have you given or received via LinkedIn? I'm guessing single digits and I think that's a shame. Could this be part of a bigger picture? Human interaction today is facilitated, governed and ultimately shaped by technology and hardware which we all use. The pressing need to get stuff done and the ability to achieve this with a computer or a smartphone, fundamentally changes the way we think and act. We check our mobile devices incessantly and respond in short, sharp bursts. It's no accident that there's been an explosion of info-graphics over the last few years; we crave useful/topical information that can be easily consumed and shared, quickly, without effort or much thought. Twitter exists because of those short sharp bursts of communication; you may have thousands of followers but you don't really know them and interactions are fleeting.

Soft Skills Decline Though we've never had access to as many people and conversations on-line than we do today, the quality of realworld interaction is deteriorating. Soft skills erode because the devices we use and rely on daily, force us to think transactionally, isolate us from the outside world and perversely, make us less social. That couple in the restaurant who seem to spend more time checking their phones than speaking to each other. The passenger next to you putting his headphones on to signal that he's not chatting this flight. Kids preferring iPads to playdates.

There's an excellent article by Tim Elmore called "The Inverse Relationship Between Technology and Soft Skills", which does a great job of examining this phenomenon in relation to Gen iY (Millennials). One paragraph is entitled "As virtual connections climb, emotional intelligence declines". Sound familiar?

My thanks to Mike Kunkle for inspiring this post and for putting me in touch with Gary. Loved everything about it.

LINKEDIN

CONTRIBUTING WRITER'S PROFILE

Andy Foote coaches individuals and organizations how to fully capitalize on everything the LinkedIn platform has to offer. He’s spent the last decade obsessively testing multiple engagement strategies and building a vast and supportive network on the largest professional networking website on the planet. He regularly shares his expertise and knowledge via LinkedIn and his blog (www.linkedinsights.com) and has also recently launched his FOOTE-NOTES podcast, an interview show which seeks to shine a light on intrinsically interesting people and their fascinating career paths.

CONTACT ANDY: @andyfoote www.linkedinsights.com

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BUSINESS

SUCCESS

IS NOT A DIRTY WORD

By Angela Vithoulkas

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Ahh, the sweet smell and taste of success.

Potent, addictive and life defining. It’s when effort, patience, focus and a special breed of determination all come together in a perfect storm.

Success means many things to many people and humans have been trying to narrow down the meaning for thousands of years – mostly in how its benchmarked though.

Here’s a few acceptable measurements; Money, Power, Status.

These may or may not resonate with any of you and some may even be offended in today’s PC environment. Relax. I didn’t say they were mine, did I? They once were though…

I’ve been incredibly fortunate to have driven the journey of me and success under my own steam.

I did not win (Lotto) it or stumble across it, it wasn’t a series of accidents or helping hands and doors being opened for me. And it has changed me. It changed me because it took the unsuccessful moments of my life to show me exactly what success meant to me and how I defined IT, not IT me.

I'm what others call a successful entrepreneur.

That’s a label, it's not who I am or what I do. No way is it as easy as that. I never really liked this label- or any other one people stuck on me. It took me ages to pronounce it properly (lol) and a wee bit longer to spell it. True story. And it always felt wrong. NO. I am not talking about the imposter syndrome, more like Goldilocks and her self-awareness of what didn’t feel right. I’ve just always known if my porridge was too hot or too cold and I really know a bad bed when I lie in it, I mean who doesn’t..? Those traditional labels are scoreboards, if you have more hits than misses then you’re a winner therefore successful.

I don’t agree. Naturally. It's an Angela thing. It's just how I see me and what I expect from me.

Hits and misses aren’t my definitions of success.

Winning awards have been blessings and profoundly proud moments, but not how I

BUSINESS

defined success, that’s how others saw me and my journey. Setting business records in sales is also just a dot in the line, its what it took to get there that mattered in terms of achievement to me. Overcoming, pushing through and fighting hard, and yes, the financial rewards. The sustainable evidenced based financial rewards, not the look good on paper ones that oddly resemble vanity metrics… Spoiler alert: you can’t bank vanity metrics.

I never ever felt the need to define success for anyone nor for myself, but I acknowledge that there can be a comfort in bits fitting nicely into preconceived holes. If you can label it and name it then you know where it belongs. Sure, if you’re a book in the library, not so much if your human though. Every time I achieved a milestone in the socially acceptable success measurement book, I steadily shrugged it off, ready to move on and annoyed that the achievement itself got in the way. Why? Well, it’s because of what success actually means to me.

I crave success. I want it. I’m good at it. I make it. I have been consistent in my approach to it– one path, one road and only one level of singleminded determination. I will own up proudly to being driven. Totally, unapologetically drive other people crazy driven.

Its all about the finish line for me. Getting it done, making it happen, turning a dream or a thought (sometimes it was just one thought) into my reality. I don’t deny that the finish line can move, but at the time it was exactly where it needed to be. Just like when I caught my first shoplifter/s at age 3 – coincidentally 3 boys, they were stealing lollies from my mother’s shop. I cornered them with a broom. 3-year-old Angela formally dressed with her hair done plus one big broom. They were outnumbered. Never stood a chance. Mum came out from the back room, assessed the situation and calmly stated that I had “potential”. No big song and dance, just a simple case of success.

Not much has changed really, except Ive ditched the broom.

As you get older and hopefully wiser, reflection comes naturally. Its important to be proud of yourself, to value what you do and be comfortable in your own skin. Its vital that you identify your benchmarks and strive for those. If they happen to be obvious, so be it. If they aren’t, don’t worry they will show themselves, but keep your eyes and heart open.

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Success and becoming successful are not dirty words. Neither is ambition, that’s the method of transportation that you hitch a ride on. Think of it as your GPS – it will tell you when you’ve arrived at your destination. You also need to nurture it otherwise it won’t keep up with you. Its your race and you get to set the speed, but remember it takes coordination and you must be 100% committed to the result that you want.

Your results = your success.

While nobody bats a perfect score all the time, just like some hair days are better than others, success does give you a pay it forward advantage. Big wins don’t happen in isolation, they are just lots of little incremental wins that add up, so go add. Up.

BUSINESS

CONTRIBUTING WRITER'S PROFILE

Angela Vithoulkas is a multi-award-winning business owner who has forged a successful career in public, business, and corporate life. She is the founder and host of a new YouTube Channel - SME TV And Podcasts. Angela’s many awards include NSW Entrepreneur of the Year as well as Telstra Women’s Business Owner of The Year. In 2017 Angela was named one of Australia’s Top Nine Influential Female Entrepreneurs.Angela’s political career began in 2012, since then she has been twice elected City of Sydney Councillor and Founded The Small Business Party – running local, State & Federal Elections.

CONTACT ANGELA: @angelavithoulkas www.linkedin.com/in/angelavithoulkas/

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PROFESSIONAL SPEAKING

'Jump and grow wings on the way down' by dave crane Dave Crane's 12 secrets to becoming unbelievably successful AUTHORITTI5.0 MAGAZINE | 23

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PROFESSIONAL SPEAKING

Dave Crane's 12 secrets to becoming unbelievably successful 1.Working out what you want/ don't want.

2.Being 100% honest with yourself.

3.Substitute goals, visions etc for business models instead.

4.Making sure every cloud has a silver lining (no matter how small).

5.Taking more calculated risks.

6.Hanging out with people BETTER than you are.

7.Getting a mentor to fast-track your evolution.

8.Being the best at what you do.

9.Selling certainty.

10.Having fun as you go.

11.Using the 50/1 Rule.

12.Understanding money and people.

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PROFESSIONAL SPEAKING

1.Working out what you want/ don't want.

2.Being 100% honest with yourself.

Firstly, let's point out the elephant in the room.

Your brain is your best friend but it can also be your

The education system is broken and has been for at

worst enemy if you program it incorrectly.

least 100 years. A strategy for getting people out of the

Be kind, but truthful and laugh.

fields into factories has very little (if not any) relevance

A lot.

to the business world we knew before lockdown and even less now.

So many people follow their career plans. No teacher

Build up a great relationship with your own internal dialogue and self talk…

knows what you are going to end up doing and 99% of them are not empowered to encourage you to dump what you hate (and are rubbish at) and pursue what you love and excel in.

a. You will feel better more often. b. You will recover from tragedy faster. c. You will experience more control over any extremes of emotion. d. You'll feel less guilty about doing stuff for

Once you can define whether this is a financial winner or not, THAT'S EXACTLY what you should be doing for

yourself. e. People will enjoy your balanced companionship

the rest of your life.

more often.

For example… my 10 year old Maya has almost 3,000

f. You'll need far less validation and approval from

subscribers on Youtube and her videos get watched by

others.

300,000+ people. She's already being paid by Google Adsense.

Higher self esteem and confidence are natural

Can you guess what she may be doing later in her life?

byproducts of empowering your positive self-talk. You'll need them during the darkest days ahead when nobody supports your choices and you truly believe in what you are doing.

3.Substitute goals, visions etc for business models instead.

I never bought into the book/ movie/ movement of The Secret.

It was too impractical.

It relied on too many intangible elements.

It also understated the importance of actually taking action.

Not just building momentum, but actually putting concentrated effort into executing your cunning plan with measurable steps and highly predictable outcomes.

Business books are full of them.

NB (from Jim Collins excellent book - 'Good To Great').

By the way, equally important is working out what you are NO GOOD AT. If you work really really REALLY hard at it, you might just achieve AVERAGE levels of competency.

Dump it.

Specialise on what you love AND make sure people are still willing to pay for it.

Times change too so you have to be flexible with your plans to adapt to unforeseeable circumstances.

Did you prepare for a world with Coronavirus?

Nope, me neither, but we are both ready for it now.

We have had to pivot, shift, prioritise, optimise and jettison to stay relevant and liquid.

- That's a checklist worth keeping and therefore adding to your business model.

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4.Making sure every cloud has a silver lining (no matter how small).

Question: Do you have good days or bad days?

Answer: Neither. Just days. The way you choose to interpret and react to them is 100% on you.

The power of positive thinking is like a business martial art. It's always been important (never as much as now) when the world looks uncertain and NOTHING is guaranteed anymore.

PROFESSIONAL SPEAKING

If that relationship fails, then use the same techniques to do the same again.

Who dares wins.

You can't make an omelette without breaking some eggs.

Winners know that.

That's how and why THEY win.

They also lose more often than losers do.

It's called an average batting score.

by how you step forward into it.

6.Hanging out with people who are BETTER at certain stuff than you.

Is the glass half- full or half empty?

What's that mean?

I'd like to think that it's twice as large as it needs to be

Well simple. If you want to be a loser, hang with losers.

for the content it contains.

Want to be rich, hang out with rich people.

So…

Want to run a marathon, hang with long distance

Your influence over your future success is 100% dictated

runners.

You can have your drink. Several times.

Top motivational speaker Tony Robbins talks about the

Plus plenty of other options.

power of 7 and states that we will be the average of

Like filling it higher, sharing with others, mixing with

the 7 people we spend our time with.

other liquids or just knowing that it's less likely to

Who are YOUR 7?

spill if it's not overflowing so you can carry it almost

Are you the average of their:

anywhere.

Likes.

Loves.

Your life is just whatever you make of it too. One thing

Failures.

is for sure, when it's GAME OVER it's 100% GAME OVER.

Successes.

Until then, it's all up to you so enjoy the ride.

Emotional highs and lows.

Finances.

5.Taking more calculated risks - Jump and grow wings on the way down.

What are YOU waiting for?

Safety?

Certainty?

Guaranteed returns on investment?

Decision making.

Happiness.

If so AND it's not enough, get better friends.

They will lift you up.

Daily because it's in their nature.

Make it a part of yours and give back to others too.

All are boring, impractical and unlikely to make any significant difference to your lifestyle, income and success levels.

7.Getting a mentor to fast-track your evolution.

Whilst your peer group can elevate your spirits and

Want to marry a hottie?

Study dating success and get rejected a lot more than most people.

Once you start getting accepted by 10/10s, it will be all worth it.

Nobody will understand how you did it but your

share great experiences, your mentor can fast-track your journey.

The fact that they have already been there and done that, means not only are you working with a winner, but your trajectory will outstrip all your competitors who will be learning from their OWN mistakes.

partner will.

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Learning from somebody else's is much faster.

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It will fast-track the 'know, like and trust' sequence of confidence building.

Where do you find the right mentor?

Show you are busy and can hardly fit them in.

Google them.

Then wait…

If they can tick all the required boxes and your ROI

Instant oversubscription to your services.

justifies the huge investment it will take to secure their

10.Having fun as you go.

help, get your cheque book out.

Seriously.

3-6 months Vs 5 - 10 years.

Life's too short otherwise. Fun can be painful too, just keep a sense of humor front and centre and enjoy the ride.

You do the maths.

Time versus money? No brainer.

11. Using the 50/1 Rule.

8.Being the best at what you do.

You know about Wilfred Pareto's 80/20 Rule?

Why be anything less?

If you are in a crowded market? Narrow it.

If nobody wants to help you grow, go elsewhere to find someone who will.

If people don't appreciate how good you are and

80% of your revenue actually comes from 20% of your clients?

Therefore to increase revenue, dump 80% of your clients and double those who are 20%ers.

So this means that you'll be getting 160% of your revenue from only 40% of your previous clients.

constantly favour someone else?

Get better PR and look for better critics' opinions.

Be humble and brilliant.

Be purposeful and playful.

It's not just good enough being the best, you have to gather proof that you are.

People will pay for that. Nobody invests their top dollars in 'also rans'.

Social media, awards, testimonials, connections, media appearances and rabid fans.

All can be created.

Make sure you do for your brand too.

t also means that you spend far less time dealing with griping customers and much more with the quality ones who are prepared to make your success faster. They also pay in advance and recommend you to their own contacts.

You already knew this?

Cool…

Now do the 80/20 rule again.

Yes 80/20 to your original 80/20.

This gives you a 50/1.

Why?

9. Selling certainty.

HALF OF YOUR REVENUE COMES FROM 1% OF YOUR

What else do you think people were actually buying?

Can you imagine how that can scale when you take the

Your personality?

1% to 10% by servicing only top end clients?

Your services?

500%.

Your products?

Exactly.

Your looks?

Nope. They are after a guaranteed result.

Your job is to prove that you provide EXACTLY that.

Don't educate them or teach them what you do.

They don't really care otherwise they'd be doing the same thing.

Share evidence that you always deliver.

Get your satisfied customers to do the explaining for you.

CLIENTS!!!

12.Understanding money and people.

2 things you need to know.

First is the formula for getting paid…

1. The service you provide for people.

2. The cheapest way they can replace you with somebody else.

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PROFESSIONAL SPEAKING

CONTRIBUTING WRITER'S PROFILE If you are the best AND expensive people WILL PAY because they have no choice if they want the job done properly.

Second thing is influence.

That means emotional intelligence, persuasion techniques, sociology, psychology, sales, marketing

Dave Crane is a virtual broadcaster and United Nations permanent member.

He trains industry leaders to speak and has worked with James Brown, Jack Canfield, Sting and Bruce Willis throughout his career an a entertainer and international host of some of the world’s premium events including 20 years as the entertainments director of Emirates Airline Dubai Rugby Sevens, World Club 10’s, Global CIO Summit and Special Olympics.

and Neuro Linguistic Programming.

Anything that involves people skills.

Master both and you are onto a winner.

So lastly how do all 12 points fit into MY world?

How did I use all these techniques to stay relevant in a post-pandemic speaking world?

Well… now...

1. I specialise in hybrid speaking events combining live, online and offline for the highest quality clients in the world.

2. I am also starting a TV station to harness all the new found social media talent and new broadcasters who grew of age during lockdown.

3. I am taking my own personal brand to incredible new levels with the help of those I help to be brilliant at what they do.

4. I am happy. Very very happy.

I hope you are happy too.

Life's too short for anything less.

Stay safe.

Regards Dave Crane

CONTACT DAVE: www.bookdavecrane.com https://www.speakonstage.co m/p/industry-icon @davecranedubai

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CAREER TRANSITION

FOLLOW THESE FIVE STEPS TO EARN AN EXECUTIVE-LEVEL INTERVIEW

By Gina Riley

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CAREER TRANSITION

Are you facing or contemplating a career transition?

Oftentimes, the first thought you might have as a jobseeker is to dust off and update your resume or dive into job boards.

If you have not had to actively seek out a job opportunity for a long time, this is a completely normal, knee-jerk reaction. Why? Because most of us haven't been shown, taught, or exposed to modern job search strategies nor incorporated them into our long-term professional development plan.

Sound like you? Do you need to dust off an old resume?

For your own sanity, start with a different approach by building a rocksolid account of your career story and shaping your unique value proposition.

Your ability to make it to the final rounds of interviews and earn the job offer depends on effectively communicating your career story in a way that lands with decision-makers.

The following is a list of five foundational steps you should take before you dust off your resume or update your LinkedIn profile. Use the questions as prompts to start building your career transition strategy.

To win the job, the aspiring executive needs stories about how they recruit, select, mentor, and retain talent.

1.ASSESSMENT INTEGRATION Are you able to articulate how you uniquely show up in the world?

While you may have taken many assessments over the course of your career, oftentimes there is only a vague recollection of the results.

Before you head into a career transition, dust off the cobwebs or better yet, consider updating these assessments because they are helpful in shaping how you show up as a teammate and a leader.

If your assessments are sitting in a file folder somewhere and you have not integrated the language into how you communicate about yourself, you may find yourself ill-prepared to speak about HOW you do what you do and WHY you do what you do.

Keep in mind, if you have only taken a personality assessment, like the Holland, DISC, or MBTI (Myers-Briggs), this is only one of four aspects to explaining how you show up in the world. You might consider using the YouMap® Career Profile Assessment instead because it will help you describe your natural strengths, your values, your motivated skills, and your personality.

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CAREER TRANSITION

3.BUILD YOUR CAREER CHRONOLOGY

2.FRAMEWORK FOR LEADERSHIP If you have been managing teams or organizations, what is your approach to leading people? Are you able to describe it to the decision-makers on an interview team? In a post-pandemic world, how do you lead people through change and manage transition?

If a recruiter called you today with the ideal executivelevel opportunity, could you quickly explain not only your leadership philosophy but how you inspire, motivate and activate people? Will your values shine through when you tell your stories?

To win the job, the aspiring executive needs stories about how they recruit, select, mentor, and retain talent. They also need to describe their process for moving people out if their performance isn’t effective.

Your ability to make it to the final rounds of interviews and earn the job offer depends on effectively communicating your career story in a way that lands with decision-makers.

Do you have a repository of your career history? Have you had a chance to talk through the arc of your career trajectory with someone who can give you honest feedback?

Do you ramble or go off track and talk about the wrong things? Are you clear on the themes and patterns that caused your job movement?

Creating and updating your job movement and career wins is an essential part of telling your story on your resume, on LinkedIn, and most importantly, when you interview.

Being able to “see” your career arc in your mind is essential. If you haven't spent the time examining your story-line, it puts you in a dangerous position when you are asked the standard question – asked by almost every decision-maker:

"So, tell me about yourself."

How you answer this can be a make-or-break moment that starts at the beginning of nearly every interview.

One of the most damaging things a leadership level candidate does in an interview is spend 20 minutes out of a 60-minute interview answering this question.

Spend time building out a detailed document or spreadsheet which houses all of your career movement and career wins. Then, write or journal out your story.

Start with your education to present and build a short, succinct, and powerful narrative so you can explain your career arc.

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4.CAREER RESULTS The outcome of the chronology exercise is to be able to extract and use your career highlights and key career results.

Are you able to see the themes and patterns as you have moved through your career? Are you ready to speak about what you have delivered on in the past and how that links to your future in this role?

Once you identify your top career results you are ready to pivot and upgrade your marketing materials resume, LinkedIn profile, cover letters, etc.

CAREER TRANSITION

5.LEADERSHIP SOLUTION - or your "Business Solution" Are you ready to showcase and package yourself as a unique solutions provider? If you make it to the final rounds of an interview process, do you have a final candidate presentation ready?

As a finalist, you need to showcase how your unique offering matches up with what the decision-makers are looking for. What picture can you paint to remove any doubt the hiring team may have about you?

So, tell me about yourself.

How you answer this can be a make-or-break moment that starts at the beginning of nearly every interview.

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BUILD YOUR STRATEGY

CAREER TRANSITION

CONTRIBUTING WRITER'S PROFILE

Benjamin Franklin said, “If you fail to plan, you are planning to fail.”

Your plan should start with the five foundational steps listed above.

They are the building blocks to a successful career transition strategy.

Jobseekers with long and complex career stories shouldn’t jump out of the gate by tweaking a resume, applying to job boards, and hoping they will get a call out of hundreds of applicants.

Instead, start by integrating assessments into how you write and speak about yourself, know your leadership attributes, be ready to explain your career arc and career results, and prepare your unique value proposition with your “business solution”.

Remember, you are a “business in a business”. You have a unique offering. Now is the time to prepare what is necessary so you can showcase your value proposition so you have an edge on the competition.

Gina Riley Consulting & creator of the CareerVelocity System™. She is a career transition coach who helps leaders customize their career stories to land jobs where they can leave a legacy. She is an Executive Search Consultant for Talence Group.

CONTACT GINA: ginarileyconsulting.com

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MINDFULNESS

10

PERSONALITY TRAITS OF HIGHLY SUCCESSFUL PEOPLE

BY FALGUNI KATIRA

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MINDFULNESS

It’s an amazing sight to see that the corporate

Successful people believe that they are bigger

world is growing up strength by strength with

than the problem and not vice versa. Attitude is

more and more people focusing on experience vs. education and joining the work force.

Heightened awareness and availability of jobs in the market contribute towards this growth tremendously. Also work hours and location flexibility add up to the ease and make working in the corporate world more ‘doable’ now more than ever before. According to the recent economic news release by the Bureau of Labor Statistics, there are about 6.9 million jobs across various fields in the US currently. Hire rate for the

what makes all the difference.

4.They have confidence and courage.

Many times complex situations arise at work that require tough decisions to be made and rather promptly. Decisions come with authority, and authority comes with responsibility, and only the courageous can take responsibility. So it’s all

month of January 2021 alone ranges between

interconnected. It takes courage to take bold

1.2% - 3.7% across all industries and regions.

decisions like hire / fire, go/ no go, approve / disapprove and so on. It takes a lot of

How do we stand apart in a competitive market

confidence to believe that the decisions I am

as this?

taking are to the best of my knowledge and ability. Confidence that the decisions are aligned

I have identified 10 personality traits below of successful people in the corporate world.

1.They have a charming personality.

People that tend to have a smile on their face at all times, are always looked upon, thought of as successful, as well as found more approachable.

2.They have a collaborative mindset.

Successful people always empower others. They enable others to share their ideas, point of views and opinions without being judgmental. Team spirit and team unity is of utmost importance to them. They live up to the adage ‘United we stand, divided we fall’. This mindset helps build trust and motivation within the team, promoting the sense of ownership and responsibility.

3.They have a ‘Can do challenge accepted’ attitude.

Conflicts arise in every organization, at every level and in every industry. What makes a true difference and helps us tackle the situation better is the ‘can do – challenge accepted’ attitude. Fearful approach to the situation leads into loss of confidence and the ability to think through. People that consider the problem to be bigger than what it truly is – end up giving up on things that they could indeed resolve for.

to the company’s culture and policies. To rise up the corporate ladder, confidence and courage are a must.

5.They have a calm and collected mind.

Success can never come to a clouded mind.

Calm and collected mind is of utmost importance in decision making, in building interpersonal relationships, in building reputation and likeability across colleagues. A non-biased, non-judgmental person is sure to be looked up on as a wellrespected leader.

6.They make conscious efforts to be involved.

Successful people get involved. They make their team believe that their success is the team's success. They are sensitive towards other people and make conscious efforts to not hurt anyone’s emotions and feelings. Their actions demonstrate respect and sensitivity towards their colleagues.

They also try to be as helpful as possible.

7.They demonstrate continuous improvement.

The most important pre cursor to growth is constructive criticism. It is very rare to find someone that can truly mentor you in the right direction. And when such opportunity is presented, it is the most sensible to value that person’s feedback and act upon it.

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MINDFULNESS

Most managers / mentors like to see that their

In a nutshell, success is success only when it’s

feedback is taken seriously and improvements

shared, only when it makes you humble, only

are made or are visibly in progress.

when it makes you and people around you smile,

8.They maintain correct up to date documentation.

and only when it lets you sleep in peace. There are many people that have got it right. You can too!

CONTRIBUTING WRITER'S PROFILE

Documentation is just an administrative chore for some people but actually it acts as a shield for people that know how to document effectively and accurately. There are several instances in corporate world wherein accuracy of documentation has saved a lot of trouble. It ensures traceability and sense of ownership. With that being said, it is also important to save the documentation along with appropriate approvals into a shared location that is accessible and safe at the same time. It is also important to lock documents and track changes when shared.

9.They are creative.

To me, creativity is the key to a stress free work environment. Problems are boring by nature.

Tackling them doesn’t have to boring too. It’s always important to look at a problem from different perspective than the routine and solve for it with innovative and improved ways.

Creativity is often ruled out by processes and procedures. It’s very important to understand that ‘what’ we do should align with the corporate policies but ‘how’ we do it can be defined by an individual based on their creative aptitude and

Falguni Katira is a professional transformation coach that helps leaders change their habits and thought patterns barring them from their path to holistic success.

Clients who participate in her coaching program are positioned to adapt to change and maintain their competitive edge in all the dimensions of life, including spiritual, intellectual, career, finance, love/ relationship, family, social, and health / fitness.

lens.

10. They provide complete closure to misinformation / issues / differences.

To be successful, you need to make sure that no issues are left open, no misinformation is being transmitted and no differences exist within the team. A complete closure is required to put the issues at rest, to learn from it and improve. A closure also indicates that we have learnt from the previous mistake and that the same mistake will not be repeated twice. Adopting a 360 degree approach will help build trust and a shared commitment to improve.

CONTACT FALGUNI: www.falgunikatira.com @falgunikatira @falguni_aastha @aasthabhagia AUTHORITTI5.0 MAGAZINE | 36

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GROWING, SCALING, AND IMPROVING YOUR BUSINESS

What's in A Name?

By John Knotts

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I’ve been improving lives and businesses for over 25 years. I recognize starting this new column with Authoritti 5.0 as a great honor. In every issue, this column will provide strategic, operational, and tactical methods to grow, scale, and improve your business.

Authoritti 5.0 is dedicated to coaches, consultants, and business owners.

However, the terms “coach” and “consultant” are sometimes confused by business owners.

Who am I kidding? They’re always confused!

What makes things more confusing is when you toss in the words “advisor” and “mentor.” I’m not even going to touch on “trainers” and “gurus.” I’ll let you suss that out on your own after reading this article.

The terms of advisor, mentor, coach, and consultant have been thrown around for many years. Often, the discussion around these terms creates a heated debate. Also, these terms cause a great deal of confusion for the business owner who is just looking for help.

I thought it best to start off this regular column with my level-set on how I define each of these terms.

Woody Allen used to say, “Those who can’t do, teach.

I believe that many times we find this true with newer practitioners of the business improvement trade. They’re really good at telling someone what they should do, but not so good at actually doing it themselves.

Let’s dive right in and take a look at how I define each of these terms.

GROWING, SCALING, AND IMPROVING YOUR BUSINESS

Advisor An advisor is someone that will listen to what you are dealing with. Then, they give you suggestions on how you might handle the situation. An advisor typically has a lot of experience, but not necessarily in what you do or what you are dealing with. They’re really more of a “sounding board.”

Mentor A mentor is someone with very specific experiences that you seek out for continued advice and counsel. Perhaps you’re starting a new law firm; you might seek out someone that has owned a firm for a long time to mentor you as you stand up your firm. Just because they have a lot of experience, doesn’t necessarily make them an expert on the subject you’re looking for. However, they’re advice is usually pretty helpful.

Coach A coach is normally someone with proven experience, education, and certification in the areas that they advise and mentor on.

Also, a coach typically follows specific coaching processes or approaches and creates a more formal (contractual) relationship with their clients.

Coaches are normally paid to help you improve in a defined manner. Whereas advisors and mentors are typically a free resource. When a coach provides advice, this is paid guidance, which, when followed, should be specific enough to solve your problems.

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Consultant

GROWING, SCALING, AND IMPROVING YOUR BUSINESS

CONTRIBUTING WRITER'S PROFILE

A consultant takes advising, mentoring, and coaching to the next level. They not only determine what needs to be done, but they do the work to make it happen. Typically, a consultant is required when a client doesn’t possess the capability or capacity to implement what needs to be done.

A Golf-related Analogy You dream of becoming a professional golfer.

You golf with a small group of friends on the weekend.

Your buddies share tips and tricks they’ve learned while playing. These are your Advisors.

You know a guy who’s been on the professional golfing circuit. You meet with him regularly to discuss how he got to where he is today. He is your Mentor.

You hire the local golf pro at the country club to teach you on a regular basis. This is your Coach.

You figure out that you’re just not good enough at golf to go pro. So, you pay someone who is good at the game to play professionally under your name. This makes you feel like you have become a professional golfer. This, my friend, is a Consultant.

As a personal and professional business coach and consultant, John Knotts has been growing, scaling, and improving businesses for over 25 years.

John portrays himself as a Success Incubator with his company Crosscutter Enterprises. His deep thought leadership on #business and #success can be found on LinkedIn, Facebook, Twitter, and his website, www.crossctr.com.

As we go forward in the coming issues, through this column, I’ll coach you on ways that you can grow, scale, and improve your business.

CONTACT JOHN: @successincubator

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COPYWRITING

Copy Triggers, Part Six Running with the Devil

BY LEE ROWLEY

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COPYWRITING

Greetings, sojourners.

Never mind that. Have they reduced it a little bit?

Allow me to introduce myself. I am Old Scratch, retired boogeyman and caretaker of the Underworld that has confounded and mystified humans since the beginning - that is, the peri-conscious human mind.

Ha.

’m also one of Lee’s many sobriquets… and since this article’s focus is on a copywriting trigger that’s truly in my wheelhouse, it’s only fitting that I should fill in.

What trigger, you ask?

Vice.

Oh, yes. Vice.

In the Americanized Christian Bible, the apple stands as the original symbol of vice - that which is forbidden. (The earliest Hebrew writings don’t specify which “fruit” Eve actually ate. I was there, of course… but I’ll not spoil the mystery.)

Vice persists because it is attractive.

The mere thought of it activates your ventral striatum and ventral medial prefrontal cortex - two key areas that make up the “reward center” of the human brain.

These same areas light up no matter whether you just got a compliment on your TPS reports, you’re munching on pot brownies, or you’re snorting coke off a stripper’s butt in the lounge of your private jet.

Once these areas activate, desire for the object becomes allconsuming.

Now, remember the “apple” - how it was a “representation” of vice?

The words in your marketing copy can have the same effect.

All religions focus on vice - as they define it - as the primary force they oppose.

After all, you can’t have virtue without vice, now can you?

How so?

Now, here’s where things get interesting.

[TRIGGER WARNING: Don’t do the following exercise if you’re a recovering alcoholic or are prone to alcohol or substance abuse.

It’s not my fault if you do it and your life goes to hell.]

In the 10,000 years or so in which modern humans have been grappling with the concepts of “good” and “evil” (and therefore defining what is “virtue” and what is “vice”)...

Imagine you’re sitting at a bar, looking at the tiers of liquor bottles behind the bartender. The wall is mirrored, so you see almost endless reflections of the bottles.

Have humans ever successfully eradicated vice?

“Maker’s on the rocks,” you say to the bartender, tapping your fingers on the rich auburn mahogany bartop.

He whisks a rocks glass from behind the bar. Ice cubes clink against the glass as they fall from his metal scoop.

You watch him peel back the wax seal from the unopened bottle.

The liquor dances as it cascades into the glass.

The bartop produces a faint *thunk* sound as the bartender sets the glass on a white cocktail napkin.

You watch the colors surfacing along the top of the liquid - rich caramel, amber, cherry red - as the colorless ice cubes settle in the bottom of the glass.

The aroma reaches your nose - sweet, pungent, complex.

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You can taste it - notice the saliva increasing where your tongue meets your back teeth on both sides - before you even take your first sip.

Ready to join me for a drink yet?

Now, in the above example, I led you through descriptive, sensory details of a common vice. I could have just as easily done the same thing with drugs, sex, triple-chocolate cake… you name it.

But notice I’m not actually pointing out, “Hey, this is something you’re not supposed to have.”

Even though it’s 90% of the reason you want the thing, whatever it is.

COPYWRITING

CONTRIBUTING WRITER'S PROFILE Copywriter, comic, curmudgeon that’s Lee Rowley. In a world of flaccid, lukewarm marketing, Lee crafts copy that connects, persuades, and endears… giving his clients the leverage to render their competition irrelevant. His signature livestream, Lee After Dark, underscores the depth and complexity of human nature that eludes copywriters and marketers today.

Your peri-conscious mind already knows that. But your conscious mind - the voice in your mind that you typically think of as “you,” doesn’t really want to be reminded of that.

Because then you’ll start thinking of all the reasons why you shouldn’t have it.

Tempt with the fruit, not the sin.

UNLESS… The product or offer is not really a “vice” product.

Let’s suppose that you have a magic way to make triple-chocolate cake that contains only 12 calories per giant hunk.

Then, in addition to all the sensory details that make people crave triplechocolate cake, your copy can highlight that eating it “feels like a sinful indulgence” to make buyers feel like they’re getting away with something bad… without the consequences.

That principle can apply to most anything - even copywriting. I mean, when you work with a scumbag like Lee, you’ve gotta feel a little dirty about it. But at the same time, it kinda feels good partnering with a shady guy who mucks about in the human psyche all day long, because you’re getting what few can have.

And with that, I will bid you adieu. Lee will return next issue with more copywriting wisdom (and probably more questionable shtick).

Old Scratch

CONTACT LEE: @theleerowley

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MANIFESTATION

EVERY ENTREPRENEUR NEEDS A SPIRITUAL MENTOR - HERE’S WHY!

BY MARIA DAVIS AUTHORITTI5.0 MAGAZINE | 43

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Because being an entrepreneur is filled with the unknown. This is what we, in the Spiritual world, refer to as the “void” or “the big black hole”.

As you step into the unknown. Ask for guidance. That’s what a Spiritual mentor will do. Is navigate the dark so you can see your next steps, see the light.

My clients refer to the void as free falling. Ask me how they can float and then fly. With certainty and feeling supported. Not in those words but more like “f—— what is happening?!! Maria, tap in - can you see anything?!!

I’m feeling anxious but know this is the right thing.

What’s my next step?” How can I (you feel in the gap) eg. sell out my next program? Make 6 figures? Increase my margins? Scale my business?"

You see, as a Spiritual Mentor, I teach agency and capacity. Obscure as that might sound - it feels so good when you can own your agency, your unique power. And own your capacity - the amount of people you can be of service to.

To know where you are at any moment - is the gift.

Agency - what do you know for sure? Here we do a skills audit. We do a reverse engineering exercise where we look at what has been achieved in your life and business. What skills sets have brought you forward? How this has developed leadership skills and will provide longevity in business? We gather inherent life experiences to anchor goals and the energy inherent here. We begin to build a solid energetic container.

My clients are leaders in their field. And if they don’t know it before they begin to work with me, they certainly own it during and after they work with me.

It’s an inside job. That’s what we work on. Resilience and fortitude. Courage to go where others haven’t gone before.

That’s agency - power to be a leader not only in name or title. But also in legacy. What footprints are you leaving on this earth? How do you contribute to betterment and highest good for all?

The second pillar of my work is capacity. With capacity we look at energy. We define and construct the energetic container. What can you hold? How many people can you be of service to?

Once we know the comfortability margin, we tweak and stretch and challenge it.

We build systems of support. Energetically - internal soul systems and external business systems. What is aligned for you? strategies that will nurture growth, expansion and scale.

So here’s some strategies, I share with my clients. Use these to explore right and true decisions for you and see the path clearly, for your next big decision

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“you know what you know until you know something different”. What do I know? Do I need more information? I teach embodiment practices your soul speaks through your body. Ask your body. Activate your body pendulum.

“Same, same but different”. Content changes. But we experience the same emotions. We are all the same. So know that you are never alone.

Energy is everything. Master your energy and energy mastery will be your greatest ally as you scale.

You can’t see in the dark. Your shadow elements will trip you up or how I like to view it, motivate you to change, alter something, bring something new in. The shadow parts of us propel us forward.

Challenge the status quo. To know them is to honour them. The shadow work, think when your triggered, this is the activation for your light.

Every time my clients work through a shadow (their triggers) their light is illuminated brighter.

What does that mean for their business? Client attraction - yeah Baby!!

Soul speak is a particular language. I teach my clients how to speak with their soul. Soul essence is pure and devoted to your soul calling. Once you know the language of your soul, there is no deviation. Fear and doubt is dialled down. Soul speak is unique to each one of us.

Dial down the noise. So your central nervous system relaxes and you see clearly, hear clearly and be sensational. One of my clients responds to a “how are you?” question with “I’m sensational”.

Reminding them of the gift of being human. Our senses. Our sensational feelings and nourishment.

Language matters. Because you matter.

MANIFESTATION

CONTRIBUTING WRITER'S PROFILE

Maria Davis from Maria Heals, teaching leadership and personal development.

Sharing practical magic to entrepreneurs so they share their gifts with a wider audience and make more money.

So every one needs a Spiritual Mentor so they can see in the dark, so they can step into the void and fly.

Leave that legacy they were here to create. The soul knows. Speak to your soul daily for the next prompts. If you can’t, don’t know how (hint it’s not something we are taught), work with a Spiritual Mentor, they will help and support you to navigate your next steps.

Here’s to your growth. And your gift. And the legacy you leave behind. To make your world and then the world a better place.

Remember all the greats in the world, past and current have Spiritual Mentors. You may even know a few.

With love Maria Spiritual Mentor to Leaders across the world.

CONTACT MARIA: https://www. mariaheals.com https://www.linkedin.com/ in/mariadavis8

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PERSONAL DEVELOPMENT

E L B A V E I L E B N U S S E C C U S R O L Y A T E S I U O L Y B

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The other day I got a message from a client.

“I just got a $42,000 payrise!!!” She didn’t apply for another job.

She was invited to a role and given this without asking.

The phone call we had was amazing. Not to mention she grew her side business to 64.8% profit in 2020.

When I was young, I guess unbelievable success wasn’t in my vocabulary. It was for ‘other’ people. I never expected it because I grew up in a middle class family and that stuff just didn’t happen. But then… it did!

Have you ever had a moment where you had a revelation about something? When things just fall into place. An unexpected job offer, a windfall, a new client?

A moment where everything becomes clear - you have complete peace of mind. Your heart is at rest, and it feels like you have all the time in the world.

It’s like a revelation, beyond an idea - something that resonates in your soul at a deep level, that you know you must do this thing. You are in a place of complete congruence. Sometimes it makes no sense to do what you think you should do - but a small, quiet voice inside of you tells you to do it. And you just know.

This is what I call Heaven’s algorithm. A divine intelligence, kind of like what you see in famous people who create success - like Walt Disney, Elon Musk, Michelangelo.

I have had many of these divine revelations, where something would come to me - without me even needing to do much to get it! It’s like a divine flow. It’s beyond what the personal development guru’s call the Law of Attraction.

It’s something much more pure, much more powerful and much more wonderful. It’s given freely, without condition and received.

It takes the form of financial wins, unexpected opportunities, healing. Moments where all things have come together.

In the worst possible times of my life, in bed, crying and desperate. Wondering how we would keep a roof over our head.

When I cried on the phone to the bank to give us relief from paying our mortgage.. When I lost an awesome job, and had fatigue and depression for months.

In all these times - in the unexpected - something beautiful emerged.

PERSONAL DEVELOPMENT

And it was this …The ability to tap into flow. Into a peace that was nothing to do with my circumstances. A rest in my heart, and a deep connection with God. I learned to wait. It wasn’t easy to do. To slow my mind and let go of control.

I realised, after many years - I had learned the secret keys to walk through financial and emotional fear, and come to the other side - and experience unbelievable success.

One day I had a vision of a rope. At one end of the rope was the word ANXIETY and on the other end of the rope was the word CONTROL. I felt a voice say ‘ Drop the Rope’. When you let go of control - you drop anxiety - because they live at 2 ends of the same rope.

So here’s one of the stories of my unbelievable success. But I want you to understand that what precedes this, is what I just shared, and the keys I am sharing below.

I went to Paris once on an incentive trip I had earned for sales.

On the flight we had a stopover in Bangkok, and I stood up and chatted to a couple, and shared what I did for a living.

I then went to France for a month and flew back to Sydney via Dubai. At Dubai airport our flight home was delayed. I sat in the airport and a woman came and sat next to me. She introduced herself as the Sales Manager of a large company in Australia, and said she had sat behind me on the flight to Paris on the way over, and had heard what I was saying. The strange thing about this was that she had gone to London, not even Paris. She invited me to meet with her in her office. One month later, I got a $60k x 2 week gig and went on to do further sales consulting with the company.

This is what I call a divine appointment. I have encountered many experiences like this in my life, $85k in 2 weeks, $101,897.25 in 6 weeks, and more. And so have my clients: 6 figures in 6 weeks, $88k in 4 weeks, $123,457k in 4 weeks. A $42,000 pay rise.

Clients starting to flow in their creative talent, painting for the first time, then selling their paintings for $600 - $10K. A client being healed of arthritis during business coaching.

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perspective, and incorporates the ability to be aligned spiritually, emotionally and commercially.

When in this place, applying these principles of flow, you see how to do business from a higher realm, with a commercial creativity which goes beyond skills, head knowledge.

PERSONAL DEVELOPMENT

PERSPECTIVE: When I am anxious - nothing comes easily. In the book - Stealing Fire - the authors share how the Navy Seal team finds flow, an unconscious synergy, a deeper unspoken understanding and trust.

Rewiring old thoughts requires work. Choose peace and trust.

Here are 3 of the 8 Kingdom Algorithm™ Success Keys to begin to create unbelievable success.

PEERS:

POSTURE: Know your identity, understand your divine nature, and recognise where you have authority.

Most high performers find themselves outgrowing the environment they are in. Team is everything.

Allow the right people to draw out of you the blind spots, to see what you can’t see in your future.

Because I have walked through the fear of not having enough money - I am able to take people to the other side of that fear to a 7 figure reality.

Get around people, mentors and experts who can tap into your unique divine offer, and LOVE you into your platform and promotion.

CONTRIBUTING WRITER'S PROFILE

You gain authority to be an expert, when you have overcome something in your life.

Posture is like stepping into a slipstream - your own place, where you belong. Where everything flows, and you’re in a state of joy, doing what you love.

Posture is applied in mindset. Posture is how we stand when before Kings.

Posture is about loving yourself enough to receive unbelievable success.

Posture is knowing HOW to create something unique, that noone in the world can replicate.

Financial Posture in about loving yourself in the context of receiving money, promotions or sales.

Louise Taylor is a globally respected Speaker, Peak Performance Coach and Neuro-strategist and Creator of Neuro-flow™ system, Money Mindfit™, Sales Mindfit™ and Clarity Programs.

Louise specialises in helping individuals and companies to develop a positive money mindset, emotional agility - and approach leadership & business challenges with innovative commercial and people strategies.

CONTACT LOUISE: www.louisetaylorglobal.com

@louisetaylorglobal

The block in your sales funnel could be loving yourself.

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THE AUTHORITTI TOOLBOX SALES

The

AUTHORITTI Toolbox

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SALES

THE BEST SALES ACCELERATION TOOLS EVERY SERVICE BUSINESS MUST HAVE

by Paul Higgins

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SALES

STRAIGHTENING THE ROUTE FROM LEAD TO SALE

EXAMPLES OF THE BEST SALES ACCELERATION TOOLS

Today’s customer journey is complex, making it challenging for you to move from lead to sale. It’s increasingly difficult to keep your customers engaged in the sales cycle, and personalization goes out the window. Yet it’s the personalization that is your most potent weapon – it’s what makes you and your product or service unique.

Luckily, sales acceleration software is available to improve your sales muscle and help you on the way to make 20k a month in revenue.

Anything that helps you to connect more seamlessly with customers could fall into the definition of sales acceleration. Ideally, the technology you use will deliver data that gives you valuable insight to your customers. Insight that you can use to engage your customers more meaningfully.

WHY DO YOU NEED SALES ACCELERATIONS TOOLS?

Email – way faster than snail mail, of course, but also offers the potential of automation within your marketing process. Using systems like Active Campaign, Ontraport, or Infusionsoft to automate marketing, allows you to segment, nurture, and communicate with leads based on their unique preferences.

Sales teams are blessed with the availability of huge amounts of data today. To take advantage of this, salespeople must use sales enablement tools. These provide fast access to the data and marketing material needed to sell well.

For example, your sales CRM (Customer Relationship Manager) is ‘technology for managing all your company’s relationships and interactions with customers and potential customers. A CRM system helps companies stay connected to customers, streamline processes, and improve profitability.’

The best sales acceleration tools help you to move customers through their buyer’s journey faster.

The tools and technology used take sales enablement to another level, helping you to sell faster and boost revenues. But not at the expense of great customer relationships – sales enablement and acceleration tools help to develop your customer relationships.

Examples of sales acceleration tools include:

Lead databases – help to qualify leads and connect them to your CRM, enabling you to convert more customers faster. My favorite lead database is Leadjet. I use this to link leads from LinkedIn to my CRM system. It logs my prospects, integrates them into my CRM, and enables me to automatically send personalized marketing content to each lead. The result is that all the cumbersome and repetitive tasks that I used to do manually are now automated. I can collect leads and market to them in a fraction of the time I used to spend, and it provides a much more satisfying experience to my customers.

Meeting and follow-up tools – if you’ve had customer meetings and then struggled to package all the main points for follow-up, then this tool will make your life so much easier. I use Grain.co – a sales acceleration software that records online video meetings, produces transcripts, and lets me edit to highlights that I can share with my team.

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Real-time communication tools – while email offers a host of advantages, it’s not as fast as real-time communication. Many task management tools include messaging apps, but there is also SMS, WhatsApp, and instant messengers that allow you to connect immediately to salespeople and customers.

CRM – I’ve touched on the benefits of using a CRM in this article.

It wouldn’t be complete without me expanding. The CRM that my sales acceleration software integrates with is CopperCRM. This incredible piece of kit includes features such as: Task automation Bulk email Visualized sales pipelines Reporting And much more

SALES

CONTRIBUTING WRITER'S PROFILE HIGH-PERFORMANCE Mentor | I help $1M-$10M Service Based Business Owners to Build a Profitable and Sustainable Business Paul Higgins is a high-performance business mentor, podcaster, and author who helps service-based business owners get out of sales and client delivery to strike a balance between life and work.

It’s easy for my team to access, especially my virtual sales assistant (VSA).

SALES ACCELERATION SOFTWARE – THE FINAL WORD To save 50% of your time, you must delegate effectively. You’ll need to figure out what to eliminate, what to automate, and what to delegate. Sales acceleration software is key in this process. It’s a crucial piece in the puzzle that allows you to: Reduce time to follow up, qualify, and prospect leads Improve team communication and coaching Improve customer insights Align marketing with sales Improve sales processes, productivity, and revenues In short, the best sales acceleration tools shorten the customer journey from a meandering, convoluted, and complex route into a straight line – the fastest route from lead to sale.

CONTACT PAUL: www.paulhigginsmentoring.com

@paulhigginsmentoring

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TOOLBOX

WHICH MICROPHONE IS RIGHT FOR YOUR PODCASTING ADVENTURE?

By Jan Santos

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Dealing with microphones can be intimidating if

TOOLBOX

CONDENSER MICS

you’ve never done it before. There are lots of options with a staggering range of prices and characteristics.

While dynamic microphones are popular for stage

The whole thing can be confusing.

use, due to their rugged construction, condenser microphones have always been the preferred type for

DYNAMIC MICS

studio recording.

Dynamic microphones, thus, are microphones that

Due to its extremely low mass, the diaphragm of a

convert sound into an electrical signal by means of

condenser microphone can follow the sound waves

electromagnetism. They fall into two categories,

more accurately than that of a dynamic microphone

moving coil and ribbon microphones.

with a (relatively) heavy moving coil attached.

Condenser microphones, therefore, offer superior

Moving coil microphones are often preferred for use

sound quality.

on stage, because they are quite sturdy and do not require external power. In the studio, engineers

Of all microphone types, condensers have the widest

usually prefer condenser or in some cases ribbon

frequency response and the best transient response

microphones, which are less robust but offer superior

(transients are fast bursts of energy, e.g. the attack of

sound reproduction.

a drum or the “pick” of an acoustic guitar). Also, condenser microphones usually offer much higher

Moving coil microphones are by far the commonest

sensitivity (i.e. output) and lower noise than dynamic

type of dynamic microphones. And since “moving coil

microphones.

microphone” is quite a long term, most sound engineers prefer to call them “dynamic mics” or just “dynamics”.

Ribbon mics are very fragile and must be treated with great care. Another drawback is that the treble

Neumann U

response of most ribbon mics is quite limited. Today,

87 Condenser

ribbon mics are used for special applications, only,

Microphone

where extended top end is not required, e.g. for guitar

(Rhodium

cabinets, or not wanted, e.g. to tame overly bright

Edition)

brass instruments.

USB MICS USB Microphones are portable and cross platform so if you buy one you should be able to use it on your PC, Mac, iPad, and laptop with minimum fuss.

It is the most cost effective option for getting a decent recording onto your computer, tablet or smartphone.

Shure SM7B

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TOOLBOX

It is literally a microphone which contains all the

When you record into your phone, hold the mic close

wiring necessary to simply connect to a USB port and

to your mouth, but at an angle, so your P’s and B’s

start recording. And often a USB mic will also have a

don’t blow air onto the mic. And beyond just talking

headphone out, so as well as recording, you can

straight into the mic, your phone is a great field

listen directly to the sound through headphones.

recorder in a pinch.

In short it is the easiest way to make high quality

If something interesting is happening where you are,

recordings on your computer.

or if you want to interview someone on the street, your phone could be the difference between capturing it and not.

Apogee HypeMiC

SMART PHONE MICS If you have a smartphone, you already have a pretty decent mic in your pocket. Just like the camera in your phone has become a really great option for taking pictures every day, phones’ mics have gotten surprisingly good.

Obviously they’ve got some limitations, but for portability and convenience, they really can sound perfectly fine for spoken word.

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Spend your time and energy on the content of your

TOOLBOX

CONTRIBUTING WRITER'S PROFILE

podcast, not the fiddly tech. Your listeners will appreciate great sound, but above all, make sure you have a great story to tell, or a fascinating interview, or whatever will keep your show interesting.

You can start very basic, even recording on your phone, and there’s a natural, slow path to a more “professional” microphone setup, if that’s what you want.

If you care about audio quality, start simple, listen

Jan Santos is a Branding Coach from the Philippines. He runs The Creative Talk Podcast on Apple/ITunes and Spotify and YouTube, supporting designers and entrepreneurs to stand-out and establish a market competitive edge.

His goal is to solidify ones branding and identity, ensuring the business to be unique and memorable by means of creating a consistent visual style, goal and focus.

very carefully, and start finding ways to get the sound you want. Listen to what you’ve recorded, decide what you want to improve, and seek out specific solutions.

CONTACT JAN: @thecreativescoopjansantos @thecreativescoopjansantos Jan Santos

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BUSINESS TOOLS

Book Of App Of The Week The Week

The team behind How Google Works returns with management lessons from legendary coach and business executive, Bill Campbell, whose mentoring of some of our most successful modern entrepreneurs has helped create well over a trillion dollars in market value.

VideoProc is one-stop video editing software that makes it easy to edit, convert, resize, and adjust 4K ultra high-definition (UHD) videos, DVDs, and music to produce a polished video you'd be happy to share.

It's compatible with MAC and Windows.

If You Love Producing Video Content, VideoProC Crunches Your Large Video Files Into Small Files - Perfect For Social Media Native Videos.

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PODCAST OF THE WEEK

PODCAST OF THE WEEK

NAME OF PODCAST: CURIOSITY BITES By: Dov Baron

“Curiosity Bites is what your mind and soul have been craving. The Most Binge Worthy Podcast on the Planet!

This is your chance to sit in on real (and at times intense) conversations with some of

Learn more at: https://play.acast.com/s/curiosity-bites

the world’s most interesting people, including astronauts, neuroscientists, philosophers, holy people, skeptics, entrepreneurs, entertainers and more!

So, go ahead, pull up a chair and help yourself to a generous serving and enjoy the feast!"

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