experience growth Magazine - Issue 9 (Jul/Aug 2016)

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entrepreneurs’ tales, tools & tips experience growth | Jul/Aug 2016 | Issue 9

FREE

GIFTS inside

PRICEless value

How to make your time add up

A Declaration of Inner Dependence

Dismissing the things that insult your soul

Giving Purpose to your Pounds & Pence 5 ways to give meaning to your money

The Online Sales issue

(8+8+8)

Are you using your SuperPower?

Rediscovering your Inner Marvel

Jeff Bezos Selling everything. Everywhere

+

Our top 8 Personal Growth books | The Cure for Lazy | You’re Amazing

tons of FREE Gifts inside

GROWhow stuff. Personal Wellbeing. Social Causes. Business. Money. Sales & Marketing. Social Media. Personal Development.


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Colin Tomlin, Publisher, eg Magazine & Author, the GROWhow experience

Welcome to

H

ere we are halfway through 2016. I honestly don’t know where the time went.

In our cover story, ‘Selling Everything. Everywhere’, we delve into the world of the Amazon founder and current CEO & Chairman by exploring Jeff’s 10 Lessons for Entrepreneurs.

I hope you have made significant progress on your dreams, goals and We bring you 8 more of the aspirations and are on target best personal growth books for an incredible year. complete with links to Amazon so you can purchase We sincerely hope that this it right away as a paperback 9th issue of eg Magazine will or a kindle download. go a long way to helping you make that a reality. Joining our regular contributors (Sunil, Lilack, As usual, we have a whole Alex, Cheryl and Ru), load of entrepreneurs’ tales, providing great content with tools and tips to help you tangible takeaway value, we experience growth. welcome back Caroll Atkins & Colette Machado and

eg

welcome Jennifer Beaumont -Whyte, Janet Efere & Susan Maddison. If you still haven't seen our membership platform then make sure you do that so you can experience growth faster & expect to go further! So, lets dive in and experience growth. I have a feeling you will totally enjoy and benefit from this latest issue with a whole host of articles with great takeaway value.

Colin

& the eg Team


Regular Contributors Sunil Bali, Executive Coach, Speaker, Writer

Sunil has been responsible for hiring over 50,000 people and has worked with some great entrepreneurs , professionals and leaders , as a former Head of Talent for two of Europe’s largest companies , Vodafone Group & Santander, and having run a £50 M business himself. He is on a mission to help create authentic, sustainable and rewarding business relationships. To this end he helps entrepreneurs and professionals to generate stronger relationships, results & revenues by showing them how to increase the level of trust people have in them and their business. In this issue he highlights a ‘Declaration of

Inner Dependence.’

Lilach Bullock, Social Media Expert

A business owner, social media consultant, internet mentor and genuine digital guru, Lilach is consulted by journalists and regularly quoted in newspapers, business publications and marketing magazines (including Forbes, Wired, The Telegraph, Prima magazine, The Sunday Times, Social Media Today & BBC Radio 5 Live). Listed in Forbes as one of the top 20 women social media power influencers, she is one of the most dynamic personalities in social media. She actively leverages ethical online marketing. In this issue Lilach explains ‘Why Facebook is so addictive.’

Alex Gordon, Speaking Coach

Alex is an accountant by training with years of experience within the City of London and running an accounting solutions practice. His real passion, though, is helping people to discover or rekindle their dreams. He regularly speaks to Audiences asking a poignant question, ‘What is your dream?’ He recently published his book of the same name and travels the UK preaching a message of redefining, refocusing and repackaging talents to bring solutions to your community, customers and clients. He lives in London with his wife Sharon and 3 children. In this issue Alex shares ‘Speaking Online to Engage your

Audience.’

Cheryl Nankoo, Executive Coach

Cheryl is an experienced Sales Consultant and Executive Coach with over 17 years business experience. As a Certified NLP Master Practitioner, she has coached and mentored people from all walks of life including senior executives, board members, elite athletes and even other coaches. In 2014 she qualified as an mBIT (multiple brain integration techniques) coach which looks at how we use our three brains (head, heart and gut) to make decisions. In this issue Cheryl asserts ‘You’re Amazing!’

Ru Wikmann, Fitness Model & Personal Trainer

Ru is a model, personal trainer & body transformation coach based in a private health club in Central London. Unlike most fitness professionals, he knows what it is like to be seriously unfit and as a result knows how important the right mental approach is, in order to take action, overcome adversity, and succeed at reaching goas you previously thought were unattainable. Ru has an enviable track record and is known as the sculptor for a reason. When not in the gym or transforming bodies, he can be found strutting his stuff on the catwalk. In this issue Ru helps you to know ‘The Cure for Lazy.’


Guest Contributors Caroll Atkins, Brand Stylist

Caroll is, simply put, is a brand styling visionary! For 13 years she has been working with clients to produce creative designs that create effective business. Giving a client's brand a visual style that expresses their intentions to their customers, is mandatory if they would stand out in the crowded consumer market. Having won several awards from the PIAG Association for Brilliance in Print and Creativity in Design, she is very well suited to create something amazing for you! In this issue Caroll shows us ‘5 Ways to Stand out from The Crowd.’

Janet Efere, Affiliate Marketer & Digital Business Consultant

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards. In this issue Janet gives you ‘5 Reasons Why the best way to Sell is

not to Sell.’

Susan Maddison, Founder of The SHIFT System

Susan is a certified Master Practitioner of NLP which means she specialise in reprogramming your unconscious mind. She’s a trained speaker & TV presenter and have interviewed influential entrepreneurs & celebrities including Richard Branson, and Dwayne Johnson aka The Rock. With 18 years experience in IT & coaching, she specialises in coaching high performing ambitious individuals in the Corporate/IT world, aged 25-40. She helps shift what is holding people back and teach them how to be architect of their life. In this issue Susan explores ‘8+8+8: How to make your time add up.’

Colette Machado, Publisher & Editor

Colette is the publisher and editor of Sales Mastery, a monthly digital magazine aimed at sales professionals and business owners worldwide featuring articles written by sales experts to help them improve their selling skills. She also provides PR and copywriting services to small business owners to help them get publicity in the media and connect with their target audience through the power of words on their website, social media platforms or other marketing material. In this issue Colette shows us ‘How to write great Sales emails.’

Jennifer Beaumont-Whyte, Speaker, Coach, Author

Jennifer is passionate about working with inspired business owners who are awakening to the gift and power that they have to cause change in the world by doing what they love. Her aim is to help stop their struggle and overwhelm of doing it all by themselves and create a community of love-based business owners that fully supports their vision and their lifestyle and celebrates their life purpose. Jennifer believes that - "With Love – Together We Can!" In this issue Jennifer asks ‘Are you using your Superpowers?’


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Publishing & Advertising Director Colin Tomlin colin@experiencegrowth.online Resource Development Director Judy Lynch-Tomlin judy@experiencegrowth.online Partnerships Director Cheryl Nankoo cheryl@experiencegrowth.online Project Management & Design experience growth Design design@experiencegrowth.online Advertising sales@experiencegrowth.online 0785 34 33 700 Photography Google Images Dreamstime Fotolia Eryn Grace Kirkcaldy Pexels.com Publisher experience growth Online experiencegrowth.online Norwich NR8 6HA Terms & Conditions All materials are strictly copyrighted and all rights are reserved. No part of this online publication may be reproduced in whole or part without the expressed permission of experience growth online. Although every effort has been made to ensure the accuracy of the information contained in this publication, the publisher cannot be held responsible for any loss or damage of any material, solicited or unsolicited. The views expressed in this publication may are not those of the publisher or those of the advertiser. No cash alternative will be offered for Competitions and the publishers decision is final. Previous issues & Resources www.experiencegrowth.online

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Contents

GROWhow Stuff in partnership with

Our Top 8 Personal Growth Books Read them and be inspired and motivated to experience growth this year.

Personal Wellbeing

Business

Money

8+8+8 We all have the same 24 hours in our days. So how do some get so much more done than others?

Sales & Marketing

Jeff Bezos: Cover Story We explore the world of Amazon to find out how one man changed the way everyone shops. For everything. Everywhere.

Speaking Online to Engage The Art of Being Stark Raving your Audience How do you standout and get MAD attention in an increasingly How do I deal with life’s neverending demands? Find out how the crowded online marketplace? answer is to be MAD. An Epic Fail Find out how making a green The Cure for Lazy The odd lazy day is necessary but juice provided a poignant lessons in making sure it’s done right. how do we ensure that it doesn't become the norm for us? Are you using your Superpowers? A Declaration of Inner It’s never just business. It’s always Dependence personal too. That means we have There’s independence. And then to learn the Secrets to Grow Your there’s Inner Dependence. Business Through the Power of Find out how sticking with your dreams, with or without support, Relationships. is good for your soul.

Giving Purpose to your Pounds and Pence Is money really the root of all evil or is it is a tool which can be given purpose and be a force for good.

How to Write great Sales Emails? Email is said to be 40 times more effective at acquiring new customers than Facebook and Twitter. Let’s show you how. 5 Ways to Stand out from the Crowd The market place is very crowded with many competing businesses, so how do you stand out from the rest? 5 Reasons why the best way to Sell is ...not to Sell The way we sell is changing. Gone are the days where pushy salesmen reigned supreme. Here, we share the new rules.


Social Media Social Media Masterclass

5 Reasons why Facebook is so Addictive You wake up in the morning, reach for your phone or your tablet and check your Facebook. We give you 5 reasons why.

Personal Development

You’re Amazing How do you respond when someone says this to you? We share 5 tips on receiving compliments & feedback.

Connect with us


Take a

Leap Faith &your of

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Landin


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Start your

engines


8

our top

Personal Growth

books

GROWhow Stuff

ip with in partnersh


What if you don’t want to settle? What if you want to find the work that you truly love and you don’t want to eat ramen noodles every night? Why can’t you have it all? Happily, you can.

Chris Guillebeau

#1 that feels so right it doesn't even seem like work.

In Born For This, Chris shows readers how to create their own self-styled career, offering a practical, step-bystep guide to finding work

Whether this is by launching a side job that turns a passion into a profitable business, winning the career lottery by finding a dream position within a traditional organization, becoming a DIY rock star by fashioning an entirely new profession around our varied interests, or hacking an existing humdrum job into work we will love, Guillebeau offers an actionable method and framework for turning our passions into paychecks.

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The New York Times bestselling author of The $100 Startup shows us how to enjoy greater career success and personal fulfilment by finding the work we were born to do, whether within a traditional company or business, or by striking out on our own.

Issue 9. Jul/Aug 2016



#2

Dr Brené Brown

new vision Brené challenges everything we think we know about vulnerability, and dispels the widely accepted myth that it's a weakness. Researcher and thought She argues that vulnerability leader Dr. Brené Brown is in fact a strength, and offers a powerful new vision when we shut ourselves off in Daring Greatly, the #1New from revealing our true selves York Times Bestseller and we grow distanced from the TED talk hit that encourages things that bring purpose and us to embrace vulnerability meaning to our lives. and imperfection, to live wholeheartedly and Daring Greatly is the courageously. culmination of 12 years of groundbreaking social Every time we are introduced research, across the home, to someone new, try to be relationships, work, and creative, or start a difficult parenting. It is an invitation conversation, we take a risk. to be courageous; to show up We feel uncertain and and let ourselves be seen, exposed. We feel vulnerable. even when there are no guarantees. This is Most of us try to fight those vulnerability. feelings - we strive to appear perfect. But in a powerful This is daring greatly.

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“Perfect and bulletproof are seductive, but they don’t exist in the human experience. We must walk into the arena, whatever it may be—a new relationship, an important meeting, our creative process, or a difficult family conversation— with courage and a willingness to engage.

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This book is designed to coach you through a project from conception to finished product, seeing it from the point of view of Resistance.

Steven Pressfield Could you be getting in your way of producing great work?

against Resistance – a tool that will help you take action and successfully ship projects out the door.

Have you started a project but never finished?

#3

“There is an enemy. There is an intelligent, active, malign force working against us. Step one is to recognize this. This recognition alone is enormously powerful. It saved my life, and it will save yours.”

Would you like to do work that matters, but don't know where to start? The answer is Do the Work, a manifesto by bestselling author Steven Pressfield, that will show you that it’s not about better ideas, it’s about actually doing the work.

Do the Work may be just what you need to get out of your own way.

Do the Work is a weapon experience growth magazine

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Steve Chandler

relax and be at peace. How to create what you want without worrying about others' judgments of you.

Why is it that fear is the culprit behind every human dysfunction?

Jim Manton, Author of The Secret of Transitions says, “When I read this book something magical happened. Page by page, my mind released those old habitual thoughts. My spirit lightened and lifted. It was a mindshift, and I didn't even see it coming. I was guided to a higher state of consciousness with Steve Chandler's graceful humor, creativity, and courage.”

How to release every kind of fear you can imagine, from money fear, to relationship fear to fear of death. How to access the natural creative courage inside every human being. How to create the life you want fearlessly, instead of living a life of cowering, and trying to live up to other people's expectations. How to

#4

Courage is always all any of my clients In have what’s missing. all ever wanted, too. quests for success, Though they really call it what people a million want to be isdifferent fearless. Sothings. I’ll tellCourage you howisI always what is get them there. missing. In all quests for success, what people really want to be is fearless.

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I want to inspire you with what’s possible for you, your family, and your future once you step onto this ride.

Darren Hardy 66% of small businesses fail, and it’s not for reasons you think.

The focus of the book is on the emotional journey one takes when they step onto the wild ride of entrepreneurship.

This book is designed for those new (or early stage) to entrepreneurship or those who have watched from afar and have wanted/wished to join in, but the fear of the unknown has kept them stupefied and in paralysis.

It's meant to warn (forthcoming fears, doubts and selfdefeating conditioning of past/upbringing), inoculate (from the doubters, dream stealers and pains of rejection) and guide them (building those undeveloped skills of independence, selfmotivation and selfaccountability) safely past the landmines that destroy of 66% of all new businesses.

#5

This book will detail the worst (which is not so scary after all) and the best (which is absolutely thrilling) of being in business for yourself and give you the essential skills to be successful (preventing the 66% death rate). experience growth magazine

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Brendon Burchard The Motivation Manifesto is a pulsing, articulate, ferocious call to claim our personal power. World-renowned high performance trainer Brendon Burchard reveals that the main motive of humankind is the pursuit of greater Personal Freedom. We desire the grand liberties of choice - time freedom, emotional freedom, social freedom, financial freedom, spiritual freedom. Only two enemies stand in our way: an external enemy, defined as the social oppression of

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who we are by the mediocre masses and an internal enemy, a sort of selfoppression caused by our own doubt and fear.

#6

The march to Personal Freedom, Burchard argues, can be won only by declaring our intent and independence, stepping into our personal power, and battling through self-doubt and the distractions of the day until full victory is won. Recalling the revolutionist voices of the past that chose freedom over tyranny, Burchard - at times poetic yet always fierce - motivates us to free ourselves from fear and take back our lives once and for all.

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‘

Success and fulfilment in life rests on the unflagging ability to get up, to be ourselves, to chase our dreams with fire each day, to keep willing ourselves to the next level of presence and performance and potential.

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’

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Phil Stutz & Barry Michels Can you imagine what your life would be like if you could tap into a new source of power – one that has been inside you all along – to solve your own problems and become the master of your life?

experience between them. Together they have helped their A-list clients work through whatever has held them back -– be it insecurity, trauma, anger, lack of willpower, negativity or avoidance – to achieve their greatest work and find a The Tools is an deep level of fulfilment. extraordinary psychological Now, at last, the acclaimed model based on the proven clinicians are sharing their methods of Hollywood's methods in this eye-opening greatest psychotherapists. and empowering book. Phil Stutz and Barry Michels have over 60 years Introducing their five of psychotherapeutic simple techniques, namely experience growth magazine

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The Reversal of Desire, Active Love, Inner Authority, The Grateful Flow and Jeopardy, the authors clearly explain what they are plus how and when to use them. Astonishingly effective and beautifully simple – once you've learned a tool it takes only three to five seconds to use it – this book will give you everything you need to propel yourself forward to achieve your ambitions and be who you were born to be. Issue 9. Jul/Aug 2016


John Maxwell John Maxwell’s leadership philosophy is simple:

‘Everything rises and falls on leadership.’

This easy read, a John Maxwell signature and A Wall Street Journal bestseller, How Successful People Think is the perfect

experience growth magazine

#7

compact read for today's fast-paced world. America's leadership expert John C. Maxwell will teach you how to be more creative and when to question popular thinking.

If changing your life were only a You'll learn how to capture the matter of attitude, big picture while focusing your thinking. you wouldn’t need You'll find out how to tap into this book. Real your creative potential, develop shared ideas, and derive This book explores thisrequires change lessons from the past to better question: ‘Gather successful people fromyou all walks of change life- understand the future. to what would they have in Explore these eleven keys to common?’ your behaviour, more effective thinking, you'll The way they think! clearly see the path to personnot just your Now you can think as they do al success. and revolutionize yourattitude. work You will finish this book inand life! As a result, he’s made it my life’s passion to develop leaders at all levels. This is the theme that has permeated his over 70 books and speak to millions of people who value what it takes to become a great leader .

spired to change your thinking and change your life.

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#8

Dr Russ Harris

you manage difficult emotions such as anxiety and build genuine confidence.

This is a hands-on, self-help guide to gaining long-lasting confidence and overcoming fear using mindfulness based therapy.

The Confidence Gap has a gentler, more thoughtful approach to teaching confidence than the typically aggressive/peppy self-help approach.

The author explains how many of us are playing the 'confidence game' using the wrong rules, and guides the reader through clear, simple exercises designed to help

experience growth magazine

It is instructive, reassuring and gentle in tone, which will appeal to women as well as men and the business market.

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You’d be surprized

POSSIBLE with the

RIGHT

MINDSET!

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The Art of Being

Stark Raving

M.A.D. [A daily survival guide] by Colin

Tomlin

Publisher, Author & Speaker experience growth

L

ife is sometimes crazy!

Family. Business. Friends. Church. Sports. Hobbies. All vying for a chunk of our time. Unrelenting. Undeniable. Unceasing. I’m sure there are times you ask yourself….How do I deal with life’s never-ending demands? How do I keep focus with all the distractions around? How do I make all of this make sense? As I thought about this, I started thinking about my poster days!

experience growth magazine

Days where everything seems to be going right. It all seemingly falls into place, works itself out and at the end of the day, I have a huge sense of satisfaction. I’ve made meaningful connections. I’ve ticked off the tasks on my To Do list and have made a contribution to the world in some small way. So, what is it that makes for that kind of day? It’s for me what I call a A Stark Raving M.A.D Day. What is that? Well, I am glad you asked….

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M is for Meditate.

Invariably a great day starts with meditation. Now, I am not talking about transcendental kind of stuff. I am talking about getting your spirit in tune. For me, it’s scriptures from the Bible… I read what God says about me.

Issue 9. Jul/Aug 2016


The fact that …I am fearfully and wonderfully made.’ (Psalm 139:14, NKJV) I hear Him say ‘I know the plans that I have for you. Plans to give you a future and a hope.’ (Jeremiah 29:11) I imbibe His assurance that ‘… the Spirit in you is far stronger than anything in the world.’ (1 John 4:4, TM) By the time I am done meditating on those things, my spirit is strong and my mind ready to tackle the day knowing that whatever is thrown at me, I am more than capable of handling it!

A is for Active. The second component of a great day is that I am active.

There is a caveat though. An active day is easier after a great night’s rest. So, if I go to bed at 2am, then I am really setting up myself to have a rough day! After a great night’s rest I am ready! I go for a walk, as jogging is hard on my knees. “If exercise were a pill, it would be one of the most cost-effective drugs ever invented,” is how Dr Nick Cavill, a health promotion consultant, puts it. People who are regularly active have a lower risk of many chronic diseases, such as heart disease, diabetes, stroke,

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and some cancers. Research suggests that being active boosts self-esteem, mood, sleep quality and energy, as well as reducing your risk of stress, depression, dementia and Alzheimer’s disease.

D is for Diet.

The last component of a great day is diet. As the popular adage goes, ‘You are what you eat!’ My best days are invariably ones where I had eaten lots of fruits and veg and drank lots of water, staying away from sugary or processed foods. I feel more alert and if I sense or think that I need to do something of value then my body will want to be part of the plan. Having recently celebrated my 45th birthday, I realize that I’m not getting any younger and things I used to do with ease tend to take a bit more effort. In fact, every morning as I look at myself in the mirror for the daily pep talk, I remark on the importance of my grey goatee beard. While Judy loves it, the kids are always keen for me to get rid of it and not be an ‘old looking Dad’. What they fail to realize is that this goatee keeps me focused on looking after my body, my mind and my spirit! What about you? What are your Stark Raving MAD Days made up of? Drop me a line and let’s compare notes…

Issue 9. Jul/Aug 2016



Success.

Stories.

experience

growth.


Cure Lazy The

for

Laziness begins when you ignore that little voice in your head.

by Ru

Wikmann

Fitness Model & Body Transformation Coach

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e

Personal Wellbeing

I

've met a lot of lazy people... People who would rather spend the day planted on their couch than anywhere else... who choose take-out over home cooked, every night of the week... who would rather have a root canal than go to the gym. Sure, we all have our occasional lazy day and that’s fine. Sometimes we need it, as we can't be running at 100 miles per hour all the time. Nevertheless, it seems that many people are turning laziness into a career. This is what the PRO lazy ones do best:  

 

they're habitually inactive they rather be passive observers than active participants they are master excuse-makers they find shortcuts in order to avoid the long haul

I really hope it's not you, but in case some of this fits, don't get down on yourself. There are many legitimate causes of laziness. Here are just a few...

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1. Sleep Deprivation

When you're short on sleep it's easy to become unmotivated, which quickly turns into laziness. Get a minimum of seven hours of sleep each night in order to maintain enough energy to get you through the day.

2. Caffeine Abuse

Starting your day with a jolt of java may help with your initial alertness, but if your body has become dependent on it, the dip in energy that takes place a few hours later could be the reason that you become lazy later in the day. Take regular minimum 3-day breaks from caffeine.

3. Bad Habit

At some point being lazy simply becomes a habit. If every night after work you head straight to the couch, it soon becomes automatic and not a conscious decision. Breaking the habit of laziness is actually quite easy. Simply take yourself off of autopilot and make the conscious decision to do something

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active instead; like heading to the gym, playing sports, or going for a jog.

4. Inactivity

:If your job keeps you in a chair for hours at a time, and you don't exercise when off the clock, then your body is just accustomed to inactivity. It's time to wake up your under-used muscles and to reacquaint yourself with the joy of motion. A simple way to get back into the swing of things is to go on a 30 to 60 minute walk either before work or after you return home. Once you've broken yourself in with consistent walks, contact me to get started on a fitness program that will quickly get your body back into great shape. Laziness begins when you ignore that little nagging voice in your head. You know, the one that reminds you when you should take action on something rather than sit by and let the opportunity slip away. Is today the day that you will kick laziness to the curb... the day that you will take action toward achieving your goals... the day that you will listen to the little voice of reason?

Issue 9. Jul/Aug 2016



Work. (In a totally different way)

experience

growth.


A Declaration

Inner Dependenc by Sunil

Bali

Executive Coach, Speaker & Writer

S

everal months ago, I told one of my clients that they were no longer on my Preferred Client List. The problem was that I was being asked to jump through a series of pointless hoops, whilst being subjected to a 20% reduction in my fees. My client responded by telling me, "But everyone else has agreed to the new terms." The problem with herd behaviour is that it’s about survival and ultimately leads to frustration rather than

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fulfilment. There’s no point in gaining a client if you lose your soul. Leadership expert Dr. Barry Brownstein says, "Its important to let people know what you can do and what you stand for, but its also important to let them know what you can’t do and what you won’t stand for." Brownstein advises everyone to make a Declaration of Inner Dependence and to dismiss whatever insults your soul. This means pulling the plug on toxic

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“...friends who don’t tell me to reduce the size of my dreams, but instead tell me to grow my spirit.”

Bali’s Banter

ce

There was a man who had worked all of his life and had saved all of his money. He was a real miser who loved hoarding money more than anything else. But as he didn’t trust banks he kept all his money at home in a safe. Before he died, he made his wife promise him that she would put all his money in the coffin with him. A year later the man died.

relationships, dream stealers and any form of psychic pollution that comes your way. I’ve found that telling your truth and extricating yourself from the shackles of conformity, allow you to be more creative and add more value, resulting in customers who want to reward your authenticity with open wallets. The flip side of the authenticity coin is that you don’t want to come to the end of your life and realize that you lived someone else’s dream, simply because you didn’t have the courage of your convictions. Ps. This week the aforementioned client asked to do business with me again at my usual fee rate... without a hoop in site. experience growth magazine

At the end of the funeral service, just as the undertakers were about to close the coffin, his wife said, "Wait a minute!" She walked over to the coffin with an envelope, which she placed inside the coffin. After the burial the widow’s best friend said to her, "I hope you weren’t crazy enough to put all that money in there with that stingy old man." She said, "I’m a good Christian, and can’t lie. I did as I had promised him and put the money in the coffin with him.’ "You mean to tell me you put every cent of his money in the coffin with him?’ "I sure did," said the widow. "I got it all together, put it into my account and I wrote him a cheque.”

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Issue 9. Jul/Aug 2016



Cover Story

by Colin

Tomlin

Publisher, Author & Speaker experience growth

Jeff Bezos Selling everything, everywhere Issue 9. Jul/Aug 2016

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I

knew if I failed I wouldn’t regret that, but I knew the one thing I might regret is not trying.” In 1994 Jeff Bezos, CEO & Chairman of Amazon.com, came across a piece of information that excited and motivated him to move in a new direction.

The Catalyst

He found out that internet usage in that year was growing at 2300%.

This startling statistic stirred Bezos, at the time a 30 year old Vice President of an investment company, to give up a comfortable job to embark on what he described as ‘this crazy thing…selling books online.’ He was clear what he wanted to do…he wanted to build ‘Earth’s biggest bookstore’.

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It didn’t make sense to many people and even the book trade didn’t get it! However, undeterred and with the backing of his wife, family and friends he set out to create a new and innovative path, not just for him but for many online retailers to come!

The BiG Gamble

In July 1995 Amazon.com was open to the world and within 3 months was turning over weekly sales of £20, 000.

The company went public in 1997 and by 2002 Jeff had expanded his vision for Amazon.com to be the ‘Earth’s biggest anything store’, meaning that you could buy anything online from Amazon. Jeff instinctively knew that to create a company that would change the

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buying habits of hundreds of thousands of people across the globe, he would need to be customer focussed. This required the real time information or the dashboard to drive this change being readily available. Amazon built, in his words, ‘…the world’s most customer centric company. The place where people come to find and discover anything they might want to buy online.’

So far. So Good! It clearly looks like it’s working.

At the start of 2010, the company had revenues of US$10.7 billion. In only 5 years revenues have multiplied by a factor of 10 to US$107 billion at the end of 2015. Now Amazon doesn't just

Issue 9. Jul/Aug 2016


sell books, they sell anything and everything. Anything and everything from, DVDs, Blu-rays, CDs, video downloads and streaming, MP3 downloads and streaming, audiobook downloads and streaming, software, video games, electronics, apparel, furniture, food, toys and jewellery. If that wasn't enough, the company also produces popular consumer

future. As one commentator put it ‘The vision of Jeff Bezos had prevailed, and the world of commerce had changed forever.’ All because one man was clear where he wanted to go!

‘…the world’s most customer centric company. The place where people come to find and discover anything they might want to buy online.’

electronics, notably, Amazon Kindle e-readers, Fire tablets, and Fire TV —and has become the world's largest provider of cloud computing, counting Netflix as one of it’s customers Amazon has grown into one of the biggest online sales platforms on Earth and Jeff is still at the helm and still driving towards an incredible

Issue 9. Jul/Aug 2016

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Jeff’s

10 Lessons for Entrepreneurs

(in his own words) 1. Care for the Cause “I strongly believe that missionaries make better products. They care more. For a missionary, it's not just about the business. You do it because you have something meaningful that motivates you.” As far as Bezos is concerned, the best businesses are ones that are driven by a purpose and fuelled by a mission. The product is simply a means to an end.  

What is your personal/corporate mission? How does your product/business deliver it?

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Issue 9. Jul/Aug 2016


2. Work Backwards “...determine what your customers need and work backward, even if it requires learning new skills. Kindle is an example of working backward.” Amazon is a completely customer centric company and always starts with the customer rather than what you are capable of. That way they are always ahead of the curve in creating products that delight customers. 

 How do you create your products? Do you create products that customers are passionate about or what you are passionate about?

3. Be Focused & Flexible. “We are stubborn on vision. We are flexible on details. We don’t give up on things easily. Our third-party seller business is an example of that. It took us three tries to get the third-party seller business to work. We didn’t give up.” Be focused on the end point, flexible on the approach… is another way of putting it. There’s always more than one way to skin the proverbial cat . Look beyond the easiest way. 

Issue 9. Jul/Aug 2016

 Are you crystal clear on your vision? What are the other ways of making it happen?

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4. Experiment More “If you double the number of experiments you do per year you’re going to double your inventiveness.” Want to be more innovative and come up with more solutions? In Jeff’s eyes, the solution is quite simple, experiment more, try more new stuff. If you try more stuff you will come up with more innovations.  

What business challenges are you facing? What are some of the unconventional ways you could use to fix those challenges?

5. Don’t get it Twisted. “Maintain a firm grasp of the obvious at all times.” Never ignore the obvious. If you make your product for £10 and sell it for £5, then that doesn't make for a successful business. Even for the most phenomenal product, the numbers must add up.  

Does your business model make sense? Does your pricing structure leave room for a decent margin after you have accounted for all the fixed and variable costs?

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Issue 9. Jul/Aug 2016


6. Lead the Pack “Market leadership can translate directly to higher revenue, higher profitability, greater capital velocity, and correspondingly stronger returns on invested capital” Never focus on your competitors but maintain market leadership by always focussing on the customer. The aim of the game is s serving them well not just keeping up with your competitive. Customer obsession tends to lead to market leadership. 

What is your product motivation? Is it market leadership or competitor supremacy?  What ‘out of the park’ services can you deliver that puts you firmly ahead of he pack?

7. Your Brand is in your Hand. “A brand for a company is like a reputation for a person. You earn reputation by trying to do hard things well.” It is not what you tell your customers that establishes your brand. It is what your customers tell others that make you brand. When you solve their problems well, customers will gladly share the experience. This is also true when they have a bad experience with you. 

Issue 9. Jul/Aug 2016

Do you know what your customers think of your product, service or business?  Do you have a feedback process in place?

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8. Be Clear of the Future “Amazon.com strives to be the e-commerce destination where consumers can find and discover anything they want to buy online.” Jeff is clear where he wants to take Amazon.com. He simply wants to sell anything. To everyone. Everywhere. With that he has laid out his proverbial stall.   

Are you clear of your business or organization’s future? What does it look like?

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Issue 9. Jul/Aug 2016


9. Know your competences. “I've always been at the intersection of computers and whatever they can revolutionize.” Jeff has built a core competence in using computing power to revolutionize retailing and book publishing amongst other industries. His purchase of The Washington Post brings that competence to newspaper publishing as well. He knows what he is good at. What are you good at? Ask around...What is it that people think of when they hear about you? 

10. Consistency brings Success. “We've had three big ideas at Amazon that we've stuck with for 18 years, and they're the reason we're successful: Put the customer first. Invent. And be patient.” Amazon are a very consistent company. This statement Aligns perfectly with their 4 Corporate Principles. 1.Long term Thinking 2.Customer Obsession 3. Passion for Invention 4. Operational Excellence. Be consistent. It pays off in the end. 

Issue 9. Jul/Aug 2016

 What are the big ideas that underpin your thinking? Are you in thid for the long haul or are you looking for a quick profit?

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entrepreneurs. Tales. Tools. Tips.

experience

growth.


(8 8 8) +

+

How to make your time

ADD UP by Susan

Maddison

Founder of The SHIFT system Boost your confidence. Flip your mindset. Be architect of your life.

Time changes nothing. Action changes everything.

E

veryone has 24hrs every day.

That includes you, your boss, the slothlike guy in your team, and your nemesis, the charismatic achieving machine. 8 hours for sleep... 8 hours for work... 8 hours for ???

experience growth magazine

Even before Branson, Lord Sugar, Oprah, Musk, Zuckerberg, Arianna and Sandberg made their millions (or billions) - they had 24hr days just like me & you. They still do. I hate to break it to you but

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you do not get the ass you want by sitting on it. If you want more, then you will have to do more & be more than who you are being right now. You might even have to install new habits, do things differently, ask for help, learn/read/study, and you

Issue 9. Jul/Aug 2016


)

will probably have to do things you don't enjoy or want to do.

or stressed by continuing to think about your bad day or sucky situation?

If that sounds like hard work then as you were... accept, don't complain, and stay as is.

What could you do instead? What do you love doing? What makes you feel good? When was the last time you did that? What might you start (or stop) doing that would make a difference to your career or life in a few weeks?

Time changes nothing. Action changes everything. Are you waiting for something outside of you to make a change inside of you? What do you believe about your ability or career that is keeping you stuck? Do you think life just happens to you or do you think you make it happen? Rather than wait for something or someone to make you happy or boost your monthly income - how about change something inside of you to start producing effects outside of you. Let's go back to those 24hrs we have every day. 8 hours for sleep 8 hours for work 8 hours for ??? Now what to do with those 8 hours. First minus 4-6 hours for cooking/eating, commuting/travel, running the household, looking after animals or kids, bathing, dressing, etc. That leaves 2-4 hours every day. What are you doing with your 2+ hours every day? Are you being sucked into social media? Are you watching trashy TV or the negative news? Are you making yourself sad

Issue 9. Jul/Aug 2016

Put down the fork & walk. Put out the spliff & cork up the vino. Swap reality TV for an adventure. Or turn off the TV & turn up the music. Swap fiction for nonfiction. Swap staring into a screen for staring at a smiling face in the real world. Fist bump your mate instead of liking their status. Tell the negative committee inside your head to sit down & shut up. Choose to tell yourself you can & you will. When making changes, always start with your mindset - What you are thinking & believing? Change your mindset. Change your priorities. Change your life. Make change a choice, instead of a reaction. Have you ever noticed that you decide to make changes when life knocks you down? Or perhaps the pain of staying put and as you are becomes unbearable? Why wait to lose your job, yourself, or someone you love before you wake up & step up? Why wait till you're depressed, stressed, and can no longer go on with

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business as usual? Why wait to hit rock bottom to begin making changes that improve your career, health, relationships, and future? Why do you require ill health or losing your job/house/ partner before you decide to take responsibility for your life and take a look at who you are being, what you are doing, how you are living, what you are believing? We all have 8 + 8 + 8 hours in a day. What will you do more of when you decide to commit 1 -2 hours every day to being architect of your life? Who could you create when you decide to commit 1-2 hours every day to your personal development? Make a decision to stop complaining & settling. Make a decision to stop being the old you. Then change your priorities to commit some of your precious time to creating the person you know you can be & designing the life you want. What are you deciding right now? I'd love to know. Send me a message or Book a Discovery Session. 8 + 8 + 8.

Book a DISCOVERY Session Decide. DO. Repeat.

experience growth magazine



Real.

Life.. Adventure

(In a totally different way)

experience

growth.


Speaking online

to engage

your Audienc by Alex

Gordon

Speaking Coach & Creator of the ‘Master your Message’ Speaking System

W

hat social media platforms are you not using?

when he has read it he will believe it. If an advertisement contains these three qualities of success, it is a successful Advertisers have been doing it advertisement.’ That is correct. for years. In the last five years we have There is a four step process seen an explosion in media According to Wikipedia… ‘The formula that the advertisers platforms enabling us to get mission of an advertisement have always used to write our message across the world. is to attract a reader, so that copy for adverts. he will look at the advertiseIt is no longer the domain of ment and start to read it; The aim of a speaker is to atthe old gate keepers like news then to interest him, so that tract their audience and enpaper giants but you and I he will continue to read it; gage the audience , hold their have access to the same tools. then to convince him, so that attention and in forty five

experience growth magazine

So how do you standout and get attention?

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Issue 9. Jul/Aug 2016


e

e

ce minutes build rapport. That is exactly what an advert does. The four step formula is in the form of an acronym called A.I.D.A.

A is for Attract

Attract the attention of your audience, make them aware of your offer. How do you do this? Look through the newspapers for the headlines, ‘EU FAILED US, CAM’. The headlines in capitals grab your attention before you really know what is going on. (Sun Newspaper 08.06.2016)

Issue 9. Jul/Aug 2016

I is for Interest

Now that you have their attention deepen their interest with your version of the facts and connect the audience to the advert. Following the headline above the next sentence read, “David Cameron was accused of letting the nation down on immigration last night as voters blazed his “humiliating” failure to control our borders”. Now you want to read further to see how.

D is for Desire

The key is to create a desire in the audience to read on and want what you are

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offering, whether it’s a point of view or an actual product or service on offer. The desire is created by the benefits or features that the audience identify with.

A is for Action

So, finally you want the audience to become a customer, take some form of action to purchase or agree with your opinion with may lead to repeat business. As a speaker the end result is the same. Whenever you are writing or speaking just remember AIDA and you will have the attention of your audience. Copy writers have proven this formula works.

experience growth magazine




P

eople love to talk, about coaching: people who themselves. wanted to change their life, small groups of boys who I learned this some were not being fathered and years ago while businesses who were stuck. managing a team. It You could see the light in their became a secret eyes once they weapon. connected. If you doubt me, test it with the next person you meet. No matter what state of mind Ask it. my staff were in, there was one question when asked or slipped So, what do you think the quesinto the conversation triggers tion is? the imagination. In 1963 Martin Luther King Jnr. declared to the world while I applied this while championing the civil rights

movement, to over two hundred thousand people, “I Have A Dream�. Even though he said and did many other things we remember him for this one speech. The conscious mind distils our reality and regulates our interpretation of what we see, hear and feel. The unconscious mind does not know the difference between what is real and what is not. If you doubt what I am say-


brand. builder.

experience

growth.


epic An

Fail by Colin

What making Green Juice

taught me about

Life & Business

Tomlin

Publisher, Author & Speaker experience growth

G

reen. Juice.

I know for many people those two words are likely to result in you making your face up and wondering why anyone in their right mind would drink the culinary equivalent of engine oil. And if you think that, I wouldn't blame you, as I was there with you just few months ago. When Judy first introduced it to me, I was having none of it… Until I became desperate! With a significant birthday approaching I decided that I would make some drastic changes as the things I used to do I could do them no more. :) So, having reluctantly become a convert, I Desperately incorporated this magic elixir into my diet.

experience growth magazine

1. The Right IDEA (…The Plan) Early one Monday morning, the day I usually use to catch up with myself, I interrupted the return journey of my morning walk to go to the nearest supermarket. The idea was simply to incorporate Green Juice into my diet. With this I could lose weight, get a lot fitter and generally have a healthier lifestyle. As I packed my shopping bags with all the ingredients, I felt a huge wave of enthusiasm. In fact, as the Autumn sun peaked out behind the clouds, I’m sure I saw a glimpse of my inner Adonis who subconsciously whispered to me about his longing to be out!

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Issue 9. Jul/Aug 2016


...I decided that I would make some drastic changes as the things I used to do I could do them no more :)

I got my glass. I poured. I put it to my lips, anticipating the added years to my life... YUCK!!!! It was vile. It didn’t even remotely taste like the other green juices I had tasted. When Judy came home and tasted it, she agreed it was nothing like the green juices she had made before. We went through the list of ingredients. As I held up the celery packet, Judy’s concerned face transformed into a huge smile. She just about managed to inform me that what I thought was celery, was actually leeks, before bursting into a rip roaring laugh.

3. The Right MEASURES (… The Portions) Having made a hash of the first batch, There was a quick trip back to the shop to get celery! Take 2. I repeated the process, this time with the right ingredients. Here we go again…Green Apples. Check. Pears. Check. Cucumbers. Check. Celery. Double Check. Lemon. Check. Ginger. Check. Spinach. Check. This time it tasted a bit closer to what I had expected. The only snag? I had put too much ginger in it which made it a little bit fiery! :(

2. The Right INGREDIENTS (…The Process) As I reached home, I excitedly sorted out the ingredients. Green Apples. Check. Pears. Check. Cucumbers. Check. Celery. Check. Lemon. Check. Ginger. Check. Spinach. Check. I had everything I needed. With that the juicer roared into life and I put each piece of ingredient down the chute in turn. I listened as the ingredients got pulverized and separated into green mush one end and the apparent life enhancing liquid the next. I stirred the juice and then added the spinach in the blender to complete the mix. I couldn’t wait to taste my first batch of green juice!

Issue 9. Jul/Aug 2016

The Conclusion With Green Juices as in with life and business, it is important to make sure you have the right idea. Be clear what you want to do with your life. And make sure you know why. Plan for it! You also need to make sure you have the right ingredients. If you want a career as an entrepreneur, make sure you acquire the right ingredients. The ability to sell should not be mistaken for the ability to create great products any more than leeks being mistaken for celery! Lastly, make sure you have the right measures or portions. This is all about balance. Entrepreneurs walk a tightrope in most cases and you will stay on the rope longer if you are balanced. I feel a green juice craving coming on. Would you like some?

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Leading.

Change. (In a totally different way)

experience

growth.


Are you

using your

?

Superpowers Rediscovering your Inner Marvel

‘

We too have our own special powers, our gifts of transformation, and being able to change ourselves from within.

experience growth magazine

’

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Issue 9. Jul/Aug 2016


by Jennifer

Beaumont-Whyte

Speaker, Coach, Author & Founder of Business Love Coaching & Events

?

s

J

ust recently I’ve been doing quite a lot of networking and going to conferences where I’m meeting some really inspirational people. They are passionate about helping people and making a change in the world. However, I've noticed that when I ask them what they do and who for they tell me that they can do so many things. They are aware that they must "niche" but not sure what to focus on, as they don’t want to leave out any of their abilities because they love using them. My response to this is: "How would it be for you to use all of your “superpowers” – to draw on all of your gifts? As change makers, and as human beings, we are more powerful than we think we are".

have a phenomenal brain and our 5 senses alongside our intuition and emotions, that no machine can replicate. We too have our own special powers, our gifts of transformation, and being able to change ourselves from within. We can transform the way we think and the way we are being; from fear and doubt to confidence, courage, and love. We can change the way we behave so that we get different results. We have the power of intuition which allows us to be able to link with the Universe, read situations and people as if by magic. We have psychic powers!

Ever thought of someone you When we think of haven’t seen for a long time superpowers we immediately and they just show up at your think of super-heroes , with door or call you out of the their x-ray vision and super- blue? human strength. Some even have powerful energy fields Imagine really dipping into that surround them in times these natural powers and of danger. bringing them to your business. As powerful beings – we Issue 9. Jul/Aug 2016

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They are unique to you because no-one will be able to deliver what you have in the way that you do, which makes you super-powerful.

How much more effective us back from working would you be on a day to day effectively with our clients. basis? What is needed is a shift in How many more people mindset. could you serve? Recently 2 of my clients have Would you be more relaxed had the same issue, that of and confident knowing that trying to define themselves by you are making good a particular skill or niche. decisions and owning your choices? One trying to choose between being an NLP Practitioner Just imagine how each of us and leave behind his coaching coming together and working practice or vices versa. as a collective with our superpowers. The other, wanted to stop being a coach and just focus We can cause miracles in on being an EFT practitioner. changing our community, society and even My question - How would it governments, when we so be if you let the separation choose; that is how powerful go and use every part of you we are! – all your gifts, intuitively?

client, what you need to use to help them will show up naturally.

So, back to those who are multi-talented Business Lovers, how do you decide what to tell the world that you do?

The landscape gardener can use his sense-of-the-seasons powers and his spatialawareness powers alongside his ability-to-do-his-bookson-time powers.

Dip deep into whatever is needed for your client or customer by listening and connecting – not focusing on how you are coming across; This is can sometimes also be that's about you. By allowing a cause of confusion and hold and being present for your experience growth magazine

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Then, as we are all connected energetically and by being open to possibility, we can intuitively show up for our clients the way they need us to BE for them. The virtual assistant can tap into her super-fast-admin powers, intuitive powers and her ability-to-focus powers to save time and money for her clients. The life coach can access his NLP knowledge, his wisdom, and his training powers at various point in their conversation as and when it’s needed.

Issue 9. Jul/Aug 2016


When it comes to marketing our superpowers, once we are clear that we have the power to use what need, we can then choose a niche if we want to. Think of niching as having nice juicy worm on a hook – the juicy worm is something that is attractive to your client – it most probably will be something that will help with their biggest challenge or pain. You throw out the line with the hook, which lets your clients know that you can address their pain. Once they believe you have the solution, they bite the juicy worm which is on the hook. You reel them in with your solution. Then once on board your metaphorical boat you can show them all the other juicy tid-bits that you have to offer. You can show off your superpowers. All of your other skills, abilities, products, programmes, offerings and insights can be utilised as and when you need them. They are unique to you because no-one will be able to deliver what you have in the way that you do, which makes you super-powerful. So take ownership of your superpowers. Do not deny any of them. Know that we, as humans, are powerful beyond measure. We can cause miracles! We are even more powerful as a collective! Issue 9. Jul/Aug 2016

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experience growth magazine



Leading.

Change. (In a totally different way)

experience

growth.


Giving Purpose to your

Pounds & Pence

T

hornton Wilder, to it? American novelist, playwright 3 time Here are 5 ways to do just Pulitzer prize winner that: famously said: ‘Money is like manure; it's 1. EARN it! not worth a thing unless it's spread around encouraging If you are fortunate enough to have a trust fund that young things to grow.’ provides you with an annuity or some It suggests that money like manure is not something to arrangement where you get accumulate but rather to be an income by doing nothing, well done...I think! used as a means to an end. So, how do we give purpose However, for most of us we experience growth magazine

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have to work to create an income whether it be as an employee or an employer. Being rewarded for doing a purposeful work is one of the best feelings. If you aren't there yet, just working and earning helps as purpose tends to be lost in the valley of poverty.

Top Tip #1 [Have a number of streams of income]

Issue 8. Jul/Aug 2016


(5 ways to make it happen)

Money

Issue 8. Jul/Aug 2016

2. DONATE it!

Top Tip #3 [Work out

As a family we donate 10% the cost of your dream] of our income to charity which just happens to be our local Church. 4. SAVE it! They say a stitch in time It helps us to realize that saves nine. we are part of a community which impacts Many of us wouldn’t cope people locally and across well for more than a the globe from India to month if we suddenly South Africa to the weren’t earning. Philippines. It helps us to realize that we are here The best way to prepare not to be self serving but for this is to have a savings to serve the needs and account with enough to dreams of others. cover 6 month’s expenses. It may not happen but this However, if you don't want kind of stitch done in time to go down that road, you certainly saves nine can do other things like potentially painful identifying a family that stitches. could use some help and buy them a weeks grocery. Top Tip #4 [Your first It will make a huge savings priority; 6 month’s difference. expenses] Top Tip #2 [Buy another family their 5. SPEND it! grocery for a week] Most of us are quite au fait with the idea of spending.

3. INVEST it!

You don't have to have the investment arsenal of Warren Buffet to realize that your dream is going to take some investment. That idea you have will remain exactly that, an idea, unless you invest the two most important raw ingredients; time AND money.

The only struggle tends to be that we have more month left at the end of our money! The way to not be caught by surprize is to create a budget that helps to plan and track our income and our expenditure.

In that budget, after essentials, make sure you spend on things that take you Use your money to buy closer to your dreams. It books and other resources could be a book each that help you along the month or a course each journey. year. In fact, go one step further Top Tip #5 [Create a and invest some on it in budget of ALL your someone else's dream. income and expenditure]

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experience growth magazine



Become an

Entrepreneur (It’s a much easier way of getting to the top)




How to

write

great Sales emails by Colette

Machado

Publisher and Editor of Sales Mastery, a monthly digital magazine aimed at sales professionals and business owners

I

t’s all about …the subject line!

is said to be 40 times more effective at acquiring new customers than Facebook & Twitter?

either.

The secret to writing a great subject line isn’t difficult; you simply need to write However, although you may something that would be have the best product or interesting to the potential service in the world, and you buyer. may be able to write a But you do and you want your carefully crafted and potential buyer to look at your personalized email that you email and hopefully buy what have created after spending you are selling to him or her So, how do you get a prospect time researching and working as a result of reading your to take notice and open on your magic with the words email. YOUR email? on your page, your potential buyer doesn’t know this - and Your entire email is important Did you know that an email let’s face it, doesn’t care – every single word – Your prospects and customers get tons of emails in their inbox every day. Although your email might be the only email they receive that day that is the solution to their problem, they won’t know that, until they open it!

experience growth magazine

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Issue 9. Jul/Aug 2016


Sales & Marketing however the subject line of your email is arguably the most important part of your email because it’s what gets the buyer to open and read. The secret to writing a great subject line isn’t difficult; you simply need to write something that is interesting to the potential buyer. There will be different thoughts about what to put in the subject line.

1.‘They thought of YOU’

One of the tips is to use the power of referral selling. However, to do this you need to make sure that: a) There is a definite connection between the potential buyer and your referral and b) You have gained permission from the referrer to use their name in your email. Once these two points are agreed, two examples of great subject lines are: [Name] from [Company] told me to talk to you Andrea Watkins (Just put the full name of the person in the subject line and nothing else. It works!)

2. ‘I thought of YOU’

Another way to write a great subject line that will get opened by the recipient is to let them know that someone is Issue 9. Jul/Aug 2016

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seeking their advice. This type of subject line is not as direct as the one above and as it involves more of a relationship being built up over time. A suggested headline is something like: [Business contact] needs some advice – and I thought of you! With this type of headline you are letting the recipient know that: A) you believe they are knowledgeable enough on the subject your contact is seeking advice and b) you trust them to give sensible and trustworthy advice to your business contact. Both of these together builds up a level of trust and understanding between you and them. Make sure you follow up with them and ask if they were able to help your business contact and whether they were or not thank them for taking the time out to email or speak to your contact When the time occurs (perhaps after another few emails are sent between you both) you will be in a better position to send that sales email using a subject line such as: Wondered if this could be helpful for you?

To see more sales-related articles, subscribe to Sales Mastery magazine by downloading the free app experience growth magazine




5

Ways to

Stand Out

from the Crowd

by Caroll

Atkins

Brand Stylist

experience growth magazine

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Issue 9. Jul/Aug 2016


d

H

ave you heard of a USP? Do you have one?

in some way or another them you can fill their beneficial, safe, product or service needs. Responsible, even ethical in addition to being reliable and of good 5. What’s in it for The power of a good USP value. Your product or (unique selling proposiservice must fill several of them? This is your chance to go tion) is priceless. Think of those needs. directly to the point of Nike and their “Just Do It” your product or service’s or McDonald’s and “I’m benefits. Bottom line it for Loving it”, they are 3. How original them. Visa tells the public, reaping the rewards and are you? “We are everywhere you benefits of a solid USP Spend time exploring want to be”, it lets that speaks directly to things about your product potential customers know their customers emotions or service that is original that it’s use is global and and, of course, the to you. Call it your special so they will not have a solution. sauce if you will. problem having their card If you offer the same accepted at any and all product or service as your merchants. What I am 1. What are you competitor, you should trying to say is, potential offering? find ways to differentiate. customers want to know The first thing to consider It could be better service, that you can solve their in your business is your increased benefits or issue or at the very least offerings. Basically, what features, whatever it may you can inform them of a is in it for your customers. be, promote it! potential issue that you Your product must solve a already have a solution need or offer a clear and for. defined service to your 4. What’s your chosen demographic. In you are trying to elevator speech? When addition, find the stand out, think very Start thinking of the differentiation in your carefully about your “company one liners”. product and your company and what it has Create as many short competitor’s product. to offer. Think about your phrases about your Promote this! competitors what are they company as you possibly offering. can. Whether it is to sell the business, service, 2. What’s the How are you different? people, customer, etc., How can you be emotional create them so at any and different? quotient? every opportunity you can Today’s customer promote your business That’s the message you especially millennials, and let everyone know have to get out, every purchase products and how passionate you are single chance and in every services based on an about your business and single way and promote emotional quotient. They what it can do for them. this! want to know the products Try to resonate with their and services they use are emotional senses, show

Connect with Caroll

Issue 9. Jul/Aug 2016

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6SELL reasons

WHY

the best way to

is not to sell

by Janet

Efere

Sales Trainer | Transformer of Sales Teams | Finalist ISMM Sales Trainer the Year 2016

T

ime and time again when I am running my training courses, particularly those that focus on basic sales techniques, delegates express their worry that they don’t want to be pushy or too ‘salesy’.

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This is for a variety of reasons (aggressive telephone selling, the cliché of the smarmy salesman, people not giving up when there is no interest or desire), but actually they don’t need to be like this anyway.

Issue 9. Jul/Aug 2016


Selling has changed a lot in the last few years – it’s all about relationships now. So if you are not that great at being pushy, guess what? Your time has come!

Most customers are fairly sophisticated and know when they are being ‘sold’ to. I’m the same - the minute I get a phone call from someone who asks “How are you today?”, then I know immediately what they are up to and I zone out. I can’t help it. And I am sure you’re the same. Fortunately, that does leave

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an opening for the rest of us who are not employed in telesales. Selling has changed a lot in the last few years – it’s all about relationships now. So if you are not that great at being pushy, guess what? Your time has come! Now that doesn’t mean learning some sales

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techniques won’t help you – it definitely will (otherwise I wouldn’t be in business) but there are lots of things that you can do as a person, a human being, a helper, a solver of problems that will enable you to close a lot more business than you are right now. Check out this list:

Issue 9. Jul/Aug 2016


1. Listen

about their hobbies and Ask questions, then shut up what they do in their spare and let your customer talk. time? It’s not an accident that a lot of business takes The more they talk, the place on a golf course. more you will learn about what is important to them.

2. Keep in touch

Try lots of different ways – telephone, email, letter, social media, face to face. Keep it varied.

3. Be human

Don’t treat prospects like potential money and nothing else. Behind every decision is a real human being with real human desires, problems, worries and concerns.

4. Try and be different from everyone else.

5. Help other people first...

(...and without expecting anything in return.) If you recommend, refer or give a testimonial, particularly if it is unsolicited, then people remember you and will return the favour if they can.

6. Only do something you feel passionate about.

People can sense if you don’t truly believe in what you are doing, so make sure you absolutely LOVE IT or When was the last time you they will sense that you’re sent a customer a hand writ- not the real deal. ten note, a ‘thank you’ card, So be yourself, get out there tagged them on an interest- a bit more and help people. ing social media article or made an effort to find out What could be better?

Issue 9. Jul/Aug 2016

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5

Reasons why

is so Addictive.

by Lilach

Bullock

Social Media Expert

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Issue 9. Jul/Aug 2016


C

ome on admit it, how many times have you snuck your phone to the toilet to check what your friends are up to while being, well, otherwise engaged? And how many times has your phone succumbed to the dangers of the bath tub? Many may be amused by such a statement, but the fact is it happens, and why? Because we just can’t get enough of Facebook. It’s addictive. Many of us check Facebook several times a day without ever considering what makes it so appealing. Walk into any coffee shop or pub and you’ll see a huge group of people engrossed in Facebook, almost dismissing the real word around them, but what is that makes the social media powerhouse such an attractive and immersive

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experience? To understand this, you could look at Facebook as you would a cigarette. When we smoke, receptors in our brain are treated to nicotine, which in turn give us a feeling of being calm and relaxed. Granted, smoking is a dangerous habit (and one could argue that Facebook is indeed also a dangerous habit as it consumes so much of our time!), but many will overlook the dangers to get the reward they’re looking for.

procrastination shortly follows! This is due to Facebook evolving in such a way, that it almost becomes part of our DNA, and many of us feel anxious if we feel we’re out of touch with the online world. I mean, can you imagine if someone has viewed something viral that we know nothing about? The horror!

The Science of Facebook

Have you ever posted a The same kind of science can comment or status update, and then worry about it be applied to the use of Facebook. Many of us use the when it has received no interaction? social network for a variety of reasons. For me personally, whilst it’s a great Don’t feel like you’re the only one. In fact, many of us seek way to keep in touch with friends I predominantly use affirmation when using Facebook, be it from what we Facebook to grow my write, or what content we business. But that doesn’t mean I don’t get side-tracked share with others. with my news feed. A funny To better understand this, we video or amusing post can have to understand the mean that a period of science of Facebook. Many of

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Issue 9. Jul/Aug 2016


you may feel like understanding such a concept would be akin to splitting an atom, or re-inventing the wheel. But in reality, Facebook has become as much a habit as brushing our teeth or taking a shower because of the way it adapts to our personality.

Affirmation

A study carried out showed that Facebook was able to highlight a number of character traits that had not been disclosed beforehand simply by examining what posts a series of users had liked. In this regard, we portray our character to the online world subconsciously with what we share.

We Stay in Touch

While we use Facebook to stay in touch with friends and family, 69 percent of us are said to share information with our Facebook contacts as a means of staying in touch with people we would otherwise lose contact with, such as ex-work colleagues and friends who live abroad.

We Support Our Causes

I’m sure you’ll agree that there is some questionable content posted on Facebook, but there are also those that like to raise awareness for a charity or cause, and Facebook allows those looking to make a change to have a voice.

ure associated with food, sex and money.

A Quick Summary… So, what have we found?

Well, for one you may not have realised just how much your life is intertwined with Facebook. Still don’t believe me? Then why not try and go a week (or even starting with just a day!) without using it, yes it SOUNDS easy, but I can assure you its not, at least in most cases. As we all know Facebook is alluring and provocative in the world of social media, and it knows what makes you tick.

Simply put Facebook treats people’s senses so the reward receptors kick in. It’s these receptors that make us want more of what makes us It Rewards Us We Feel Less What’s that you say? You’ve feel good, thus its Lonely never received your reward comparison to other Obviously this can vary from Facebook? Chances are pleasures, such as chocolate among users, and wealth. you have, albeit in a subtle but research has shown that manner. A number of studies we feel less lonely when show that Facebook feeds a Do you feel like you’re adwe’re notifying friends of our part of the brain called the dicted to Facebook? Or mayactivities or thoughts, ‘nucleus accumbens,’ which be you’ve yet to embrace the regardless of whether we rewards the user in feelings platform. Whatever your receive likes or not. of pleasure. This part of the views, why not let us know…. brain often gives users pleas-

Issue 9. Jul/Aug 2016

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‘ ’


.

Boxing

Clever

.

(In a totally different way)

experience

growth.


‘You’re

Amazing! 5 tips on receiving

compliments & feedbac by Cheryl

Nankoo

Executive Coach

H

ow do you react when someone pays you a compliment that you feel you don’t deserve? Now think about how it feels when you pay someone a compliment only to have them reject it or play it down? Most people love having recognition for their achievements, but few

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know how to accept them gracefully. A lot of people also believe that they don’t deserve the compliment and therefore the person that has given it must be either lying, misguided or feeling sorry for them!

was my first session on the course and in front of a group of people I’d only just met, I felt some nerves. After the session one of the delegates, a very kind lady from India, commented on how confident I came across. My first reaction During the first few days wasn’t very helpful and I of my recent NLP replied by saying, “Oh I Trainers Training course wasn’t confident all….” in India, I delivered a I reflected on my session to the group on reaction and realised sub modalities. As this how it was insulting to

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Issue 9. Jul/Aug 2016


Personal Development

!’

ck

the lady who paid the compliment. I decided that from that point onwards that I would learn how to take feedback and compliments more gracefully.

someone else recognises in you, means you can repeat the behaviour. For example I could have said, “Thank you, in what way do I come across as confident?”

Here are my 5 tips to help receive compliments:

4. Practice giving compliments and pay one back if merited.

1. Say Thank you.

Feedback is a gift, so always thank the person that has said the kind remarks. It’s nice that they have taken the time to tell you about the wonderful qualities that they recognise in you.

2. Acknowledge others.

If other people contributed to your achievement, then give them a mention. For example, I could have said ,“Thank you, I had a great teacher in the UK who has helped give me confidence in delivering sessions.”

3. Ask for clarification.

Let people know that you appreciate them for appreciating you.

5. Smile.

A smile also speaks many words, so as you say thank you smile and be present with the person by looking them in the eye. Accepting a compliment doesn’t mean that you’re arrogant, if anything it shows that you’re polite and appreciative to the other person. I have noticed that by practicing to receive compliments it has helped me to feel more well balanced and self-assured. Start accepting compliments in a more positive way and notice how it makes you and others feel.

By understanding what

Issue 8. Jul/Aug 2016

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