Mastermind Monthly - April V2

Mastermind Monthly

APRIL 2013

LEVELS OF

Business

LEADERSHIP IN

Consultative Sales Pipeline

RECIPROCAL RELATIONSHIPS IN BUSINESS MEMBERS

question S MALL B USINESS A CADEMY

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DIARY DATES

MASTERMIND THINKTANK • JUNE 17TH, 2013 • JUNE 20TH, 2013 • JUNE 21TH, 2013

MASTERMIND MASTERCLASS • JUNE 18TH - 19TH, 2013

ANNUAL SALES & CONVERSION POW WOW • JULY 22ND - 24TH, 2013

Welcome!

Hey everyone!

You have probably heard… the Dragon’s Den was simply fantastic. Truly, one of the best days in training I have ever experienced, and I know most shared the same sentiment. I have to extend a personal thanks and my deepest appreciation to the fellow Dragons – John Anderson, Kerwin Rae, James Darling and Fiona Mangano. All gave up their time from their businesses to give of themselves for the day.

The entrepreneurs who pitched are extraordinary people.

We Dragons were simply blown away by their presence, their efforts and (in most cases!) the pitch. There were a couple of not-so-strong pitches, which led to full on conversations about how to make it strong, what business ideas to include and exclude and how to turn it into a viable business.

The audience was… outstanding! I added a twist to the day to make it more interesting. I’m not telling what it is, you will have to be at the next Dragon’s Den to learn what it is! – but it meant that everyone got to fully participate whether they pitched or they didn’t.

The charity breakfast on the first day was unfortunately a disappointment. 30 people emailed saying they would attend and only 16 people turned up on the day, so the charity was down dollars on the first morning. This ground was made up for over the next two days with the Dragon’s Den, and over $30,000 was raised in gifts, cash and mentoring.

Truly remarkable. My absolute heartfelt gratitude to the people who made this a success!

Sharon MASTERMIND MONTHLY | April 2013 | 2

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Monthly Rant My rant… and I have a few :) … is simple. (and if it doesn’t apply to you, don’t comment!)

Take responsibility. If you are in business, YOU are responsible for making it profitable. You have to sit at YOUR desk, figure out what to do that will lead to paying clients, and then do it.

Quit whining about how you don’t know what to do next! Yes, you do. Go network, get some pro bono clients, rock their worlds and then convert them. Shut up about ‘I don’t know where to start’. No, that’s not it. It’s that you don’t have the balls to start.

And quit looking for the next ‘whatever’ that will make it easier. It’s not getting easier.

Success, hear me now!!! Is ALL uphill. Deal with it. Stick with it. Don’t blame me or anyone else when it doesn’t happen’. ‘It’ is just fine. It’s you who is not working IT, so take responsibility, and do something.

If you’re offended by this, it’s you I’m talking to. If you smile knowingly at this, it’s because you’re acting, so you know it’s not you :)

INSIDE THIS ISSUE 2

Welcome!

3

Monthly Rant

4

Levels of Leadership in Business

6

Your Thought

7

Member’s Question

8

Reciprocal Relationships in Business

11

Member’s Question

12

How a Consultative Sales Pipeline Looks

15

Cool Bits & Bobs For You to Explore

16

Upcoming Webinars

17

Your Mentors

18

MasterMind Events

20

What’s Happening on Facebook

21

Random Thought

MASTERMIND MONTHLY | April 2013 | 3

5

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FEATURE I SHARON PEARSON

LEVELS OF LEADERSHIP IN BUSINESS SOME FUN FACTS FOR BUSINESS SUCCESS...

SIX:

TWELVE:

If you need people to hear about your problems, you’re probably struggling in your

Nothing builds self-esteem

business

ONE: ‘Having’ a business takes effort, lots of it, all the time

TWO: Getting along with people is not the same as running a business

THREE: Being busy meeting people who are never going to become clients is not a business

FOUR: ‘Practice’ sessions with fellow students will not attract clients

FIVE: Momentum is vital for business success and you must generate it

like accomplishment

THIRTEEN:

SEVEN:

If you want to feel good about yourself, do stacks of

If you think your problems are why you’re not succeeding, you’re wrong

stuff

EIGHT:

No one is doing good business with boring,

Leaders make things

hopeful people

happen, not wait for others to lead

FIFTEEN:

NINE:

Good business is spending less time on solving problems and more time on building momentum

You can have reasons or you can have results, you cannot have both

TEN:

FOURTEEN:

SIXTEEN:

You do what it takes, not what suits

Success eludes the person who won’t commit to completion

ELEVEN:

SEVENTEEN:

Nothing replaces genuine enthusiasm when it comes to growing a business

You’re either sucking the momentum out of the moment or adding to the

MASTERMIND MONTHLY | April 2013 | 4

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TWENTY-FOUR:

THIRTY-TWO:

It’s hard to be a success if

You won’t attract what you

you’re busy blaming others for the lack of it

want, you’ll attract who you are

You can’t expect to win if you don’t turn up

TWENTY-FIVE:

THIRTY-THREE:

No one is interested in

Followers are waiting for you

NINETEEN:

hearing about your complaints

to show the way, so do something

TWENTY-SIX:

THIRTY-FOUR:

Help people succeed, today

You can tell when you’re on

around

TWENTY-SEVEN:

the road to success – it’s all uphill

TWENTY:

If you have to complain, you are the weakest link

THIRTY-FIVE:

momentum – and if you’re on the fence, you’re sucking momentum

EIGHTEEN:

Every winner has days when they wish no one was looking – winners carry the responsibility of turning it

Successful people hold themselves up to a higher standard than anyone else

TWENTY-ONE:

TWENTY-EIGHT: Do what needs to be done, today

Successful people don’t have to get told what every

TWENTY-NINE:

step is because they’re having a go at figuring it out

If you’re not excited, don’t expect me to be

TWENTY-TWO:

THIRTY:

Successful people have

If you need motivating, go away

tangible goals they commit to achieve

TWENTY-THREE: Successful people take responsibility all the time for everything

THIRTY-ONE: If you need reminding that this matters, go away

If you want ‘pleasant’, have relationships – if you want results, take action

THRITY-SIX: ALL OF THIS MAY NOT BE TRUE, BUT IF IT HELPS, JUST DO THAT.

As a business owner, you need to be across these ideas – from Five Levels of Leadership by John Maxwell – and they need to be how you do your business every day.

MASTERMIND MONTHLY | April 2013 | 5

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Don’t be the person who has to be reminded, just get on with it, and it becomes more

YOUR THOUGHT

natural and becomes more obvious as you succeed.

Business success is statisticdefying. Most small businesses with fail. The stats are the stats, and to defy them, you have to do what THE MAJORITY OF BUSINESS OWNERS are not doing.

You HAVE to zig when they zag.

Anyone can blame, justify, excuse and complain. That is what the majority of people do. It’s the small percentage of success stories who are doing something else. And adding value. And able to define and create the business they want on their terms.

YOU HAVE THE TOOLS TO DO THIS. SHARE THIS MESSAGE. IT JUST MAY HELP A BUSINESS OWNER WHO NEEDS TO HEAR IT!

STRENGTHEN YOUR CORE THROUGH ‘SELF’ AND ‘OTHERS’ TO DEVELOP YOUR LEADERSHIP SKILLS AND HELP THOSE AT THE OPEN DOOR TO WALK THROUGH WITH PURPOSE AND A WILLINGNESS TO TRANSFORM. ANNIE MARTIN MASTERMIND THINKTANK

Sharon MASTERMIND MONTHLY | April 2013 | 6

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MEMBER’S QUESTION QUESTION:

HOW DO I MANAGE ALL THE JOBS THAT I NEED TO DO? ANSWER: IT IS IMPOSSIBLE AND UNWISE THAT YOU COMPLETE ALL OF JOBS IN YOUR BUSINESS ON YOUR OWN.

•

Delete the Idea if it is not profitable nor fits in with your vision;

PLUS, establish as a general rule, some Instead you need to concentrate on the activities that are directly linked to actively marketing and sales.

other tips: •

Project Development - schedule weekly project development days where you implement activities that are critical to your business growth;

•

Marketing - as a general rule of thumb, daily, you should consistently complete at least 2.5 - 4 hours of marketing;

So here are a few rules that are good to live by.

ANY NEW IDEAS, SHOULD BE EITHER: •

Diarize you should either to complete it within the next 90 Days; OR

•

Delegate the task to someone else to do (VA or Out-Task or Out-Source to Elance.com or Odesk.com) OR

•

Do it – stop procrastinating and get it

Once you start applying rules and standards you will find your productivity will improve as you become more streamlined in your approach to running your business.

done; OR

MASTERMIND MONTHLY | April 2013 | 7

Ilse

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FROM THE EXPERT I OWEN COPE

RECIPROCAL RELATIONSHIPS IN BUSINESS A KEY MODEL IN THE MASTERMIND PROGRAM THAT YOU ARE ALL FAMILIAR WITH IS ESIP – ENVIRONMENT THE WHY, STRUCTURE THE WHAT, IMPLEMENTATION THE HOW AND PEOPLE THE WHO. ON ONE END OF THE ESIP SPECTRUM, THE ENVIRONMENT IS CRITICAL TO SET THE STANDARDS, BENCHMARK AND DIRECTION OF THE BUSINESS. AT THE OTHER END THERE ARE PEOPLE WITHOUT WHICH NOTHING HAPPENS.

Even if you’re a business of one, the quality of the relationship you have with yourself will impact how others perceive your business. If you take yourself seriously, so will your market and community. If you invest in your own development, your market and community will value the investment they have made in your program, product or service. If you are a leader in your own life and take responsibility for your actions, behaviours, and outcomes, then your market and community will perceive you as a leader worth following. In essence, your ability to manage, develop and lead others starts with your ability to manage, develop and lead yourself!

Throughout my career I’ve managed all

Right now some of you may be a business of one, others may be a business of some and others a business of many – in any case, each of you have a business that contains people that require management,

sizes of teams from a team of 2 to a team of 40, spanning junior team members through to senior leaders of a global organisation.

In the consulting world things move at a fast pace, everything needs to be done

development and leadership.

yesterday – there are tight deadlines, tight budgets and limited resources to achieve ambitious outcomes. The key to being successful in an environment of that nature is high quality relationships.

How you manage your relationships in your business will be a reflection of how your business will be perceived in your community.

MASTERMIND MONTHLY | April 2013 | 8

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Now, in my current business I employ a team of virtual assistants based in the Philippines. For the last two and half years

Therefore, it is critical to take the time to get to know each team member, the environment they’re working in and what

this team of highly dedicated, capable and creative team members have produced some great initiatives. Their work conditions can be challenging at times – electrical brownouts impacting connectivity,

matters to them in terms of their personal growth and development.

changing living conditions outside of their control, and sharing of technical infrastructure to name a few...not to mention cyclones and the occasional flooding!

Here’s what I’ve learnt over that time managing an array of teams, that you too can apply in your own businesses, first starting with yourself, and then extending to your clients, colleagues, team members and suppliers.

MASTERMIND MONTHLY | April 2013 | 9

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TREAT PEOPLE AS PEOPLE In business, people are quite often referred to as ‘resources’, which in one sense they are. Flip the coin over however, and you will see that they are also human, and as a human they have feelings, their own minds and a life of their own outside of the business. This does not mean that you need to buy into all the stuff going on in their lives. Simply remember this to be the case, and recognise and accept that also may have a different way of managing their own lives to you, that you are not responsible for fixing.

LOOK AFTER YOUR TEAM

They may seem simple yet surprisingly in business in our endeavours to be successful and get results we can at times overlook some of these basics in business.

There is not one business that has been able to rise or fall without people being involved. People are the backbone of any business.

As you grow your business take the time to get clear on how you want to be in business in your approach to managing, developing and leading people.

Set the standards for you that best represent who you are, what you stand for and what your business represents so there is congruency at all levels of your business in every interaction.

Gratitude goes a long way in business. It can be expressed in a variety of forms – actions, financial rewards, non-financial rewards, or support. No matter how big or small your business may be…people matter. Remember that sometimes just a simple “Thank You” can go a long way!

CREATE OPPORTUNITIES Creating a safe space for people to operate in is important, as is ensuring there are opportunities available to all team members to challenge their way of being and

YOUR BUSINESS IS A REFLECTION OF YOU SO THE RELATIONSHIP YOU HAVE WITH YOURSELF WILL BE REFLECTED IN THE QUALITY OF RELATIONSHIPS YOU HAVE WITH OTHERS AND OTHERS WITH YOUR BUSINESS.

thinking. If your people are growing, your business is growing – it’s as simple as that!

MASTERMIND MONTHLY | April 2013 | 10

Owen

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MEMBER’S QUESTION QUESTION:

HOW DO I BUILD MY CAMPFIRE? ANSWER: THERE’S BEEN A LOT OF TALK ABOUT BUILDING THE CAMPFIRE RECENTLY, WHICH IS GREAT.

all stronger for having contributed to someone’s journey. We are all improved by what we give, not by what we get.

‘BUILDING THE CAMPFIRE’ IS ABOUT COMMITTING TO, AND THEN ACTING IN SUCH AS WAY THAT THE PEOPLE IN A TRIBE FEEL BETTER FOR BEING THERE BECAUSE OF WHAT YOU DID.

There’s a story I sometimes tell about a game you can play. The goal is to achieve as many ‘pulls’ as you can. You take someone’s hand as if you’re going to shake hands. You must pull their hand towards

It’s about contributing to the conversation, the mindset and the decision making of the tribe you’re with. Whenever I’m a member of a group I add value where I can, and back up the conversation that’s going on with my own comments or insights.

you as many times as you can – called ‘pulls’ – and it’s the first person to get to 100 ‘pulls’.

The game can take a while, as people of equal strength can be pulling each other’s hands towards them and neither can succeed in getting the other person’s hand all the way over to their side.

THERE IS, OF COURSE, ANOTHER WAY…

We are all better for being a part of something bigger than ourselves. We are

MASTERMIND MONTHLY | April 2013 | 11

Sharon

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INSIDE SCOOP I SHARON PEARSON

HOW A CONSULTATIVE SALES PIPELINE LOOKS I started out in sales selling stuffed toys and books going door to door. It was just awful, and the best foundation for sales

said those lines thousands of times). I had to show delight in what they were discovering about the toy, again, even

training anyone could have. The best ‘no’ was a ‘no’ AS I walked into the office or store, not once I had presented everything, and explained everything and had them ‘um’ and ‘ah’ over everything.

though I had imported the thing myself, bought it and had to sell it to get a return on the investment.

I ALSO LEARNED THAT SALES IS, IN SOME WAYS, A NUMBERS GAME. AND I LEARNED THAT IN SOME WAYS IT’S NOT A NUMBERS GAME. Yes, you have to get in front of enough people. And yes, you need to make sure they’re the right people – people who may buy and can afford to do so.

But you also need to understand the psychology of that conversation as well.

Remember, I only had minutes, sometimes less, to show them that this toy was what they wanted.

Which meant I couldn’t just rely on the toy selling itself. It never did!

I would have to rely on being who I needed to be, in that moment, for them to connect with what I was offering. I had to bring attentiveness, patience, (even though I had

I LEARNED QUICKLY THAT NO ONE WAS INTERESTED IN MY STORY, UNLESS MY STORY SOMEHOW RELATED TO THEM AND THEIR STORY. I learned that people love a story that gives them a reason to join in. it’s something in us that I have come to recognize as probably the most important attribute we share as buyers – we want to belong MORE THAN ANYTHING. So I would tell them how I had imported to the toy and my friends had gone nuts for them. How my family bought them. (ALL true!). How this was my own business and I was determined to make a go of it. That my delight and other people’s delight in these toys meant I just HAD to share the toy with THEM, TODAY, because, well, how could anyone miss out?

MASTERMIND MONTHLY | April 2013 | 12

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I turned over $1,000,000 in my first year in business for myself, at the age of 23. Not a story I tell often, I know. But door to door sales was literally the making of my resilience, flexibility, intensity and concentration when it comes to sales.

When you have less than five minutes to either do business or not do business, you tend to develop some skills!

And if I didn’t sell anything in that building, I would have to find another, often in the heat of Perth’s summer, all day, YES, all day, until I had made at least $100 for the day and the team had all made $100 for the day, which meant I made the same amount as tars…hem, which meant with a team of ten I was making around $1,000 a day, at 23,

because I focused, concentrated, learned, and set the example.

So much of who I am was shaped then.

From that, I went onto higher price points.

The jump in numbers does not change the maths. You must see enough people. Have something they want. Be able to present it in such a way that they want it, but are really buying you, and do it enough times that your business grows. That’s what I do.

That’s what I’ve done for years.

The Bruce Lee saying is very true for me – 10,000 kicks? Nope. 1 kick, 10,000 times.

And this is the summary of those efforts, over and over again, for years.

MASTERMIND MONTHLY | April 2013 | 13

Sharon

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STEP 1 HAVE SOMETHING OF HUGE TRANSFORMATIONAL VALUE

STEP 2 - ASK: 1. DOES THE MARKET YOU’RE CONSIDERING GET THAT IT’S VALUABLE? 2. CAN THEY AFFORD IT AS A ‘NO-BRAINER’?

3. WILL THEY ACTUALLY APPLY IT? 4. WILL THEY BENEFIT FROM THIS?

STEP 3 CAPTURE THE LEADS OF PEOPLE WHO NEED HELP, NOT WHO JUST LIKE YOU

STEP 4 PROVIDE THEM WITH VALUE BEFORE THEY BUY

STEP 5 SHOW THEM YOU ARE AN EXPERT IN THIS AREA & THAT OTHERS HAVE RELIED ON YOUR FOR THEIR SOLUTION

STEP 6 PROVIDE A CONSULTATIVE SALES CONVERSATION WHERE THEIR NEED IS MATCHED TO WHAT YOU DO & LET THEM DECIDE IF YOU’RE A MATCH

MASTERMIND MONTHLY | April 2013 | 14

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COOL BITS AND BOBS

FOR YOU TO EXPLORE...

HTTP://WWW.YOUTUBE.COM/WATCH? V=CFDCZN7RYBW&FEATURE=YOUTU.BE Awesome animation describing the Universal Principles of Persuasion based on the research of Robert Cialdini.

The Social Media Benchmark wave three survey is currently open for participation. The key areas of investigation are: social media guidelines and policies, testing, learning and experimentation, internal communication and collaboration, and mobile.

HTTP://WWW.GLOBAL-BENCHMARK.COM/RESEARCHPROJECTS/SOCIAL-MEDIA-BENCHMARK/SOCIAL-MEDIABENCHMARK-WAVE-THREE/

MASTERMIND MONTHLY | April 2013 | 15

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UPCOMING

WEBINARS

MONDAY, 8 APRIL 2013

TUESDAY, 23 APRIL 2013

TUESDAY, 23 APRIL 2013

5PM-6PM

4PM-5PM

5PM-6PM

MASTERMIND HOTSEAT WITH SHARON PEARSON

MASTERMIND Q&A SESSION WITH SHARON PEARSON

MASTERMIND NEED2KNOW WITH SHARON PEARSON

VISIT THE MEMBERS SITE TO ACCESS THIS MONTH’S WEBINARS HTTP://MEMBERS.SMALLBUSINESSACADEMY.COM.AU

MASTERMIND MONTHLY | April 2013 | 16

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ILSE STRAUSS

YOUR

OWEN COPE

MENTORS

MARY ANNE

To access these mentors email

mmmentor@ thecoachinginstitute.com.au to request time with a mentor!

MASTERMIND MONTHLY | April 2013 | 17

JORDAN DALWITZ

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MASTERMIND DRAGON’S DEN JAMES MCCRACKEN WAS OUR FIRST ENTREPRENEUR TO PITCH TO THE PANEL OF DRAGONS… RESULT: SUCCESSFUL PITCH TO THE SUM OF $500 TO CHARITY. And we have another DONE deal! Tom Karamzalis's solved a problem for people with money and got a triple yes FROM THE DRAGONS with $5,000 to charity!

Tim Bishop held us captivated and moved with his compassionate, heartfelt mission. great pitch tim!!

MASTERMIND MONTHLY | April 2013 | 18

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Alfred Cardamone deep in the dragon's den.. such an insightful day, instant quality feedback from proven entrepreneurs all while raising money for charity!

UPCOMING EVENTS MASTERMIND THINKTANK

JUNE 17TH, 20TH, 21ST, 2013

MASTERMIND MASTERCLASS

JUNE 18TH - 19TH, 2013

ANNUAL SALES & CONVERSION POW WOW JULY 22ND - 24TH, 2013

MASTERMIND MONTHLY | April 2013 | 19

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WHAT’S HAPPENING ON FACEBOOK C A M E R O N BROWN

the way, be ecological, have fun, work bloody hard, no matter how good the party is in your head, if

I REMEMBER BACK IN THE 5 DAY CLOSED DOOR EVENT AND THE BELIEFS AROUND THE $50K IN 90 DAYS BEING A HUGE NUMBER...

you're not out doing the do, meeting people, talking, saying yes and doing MORE, then it's no par ty. 50K of new business contracted with two large

So to smash that number in the last 7 weeks alone is a pretty fuckin' awesome feeling!! Massive gratitude to Sharon, Clare, Joe & Alice for their knowledge & support on my journey :-)

contracts and one small which is a massive UTM speaking gig for 9 April, which will hopefully be the start of something very special. Thank you TCI, and to my fellow MM'ers for your incredible support and inspiration along the way.

THE JOURNEY HAS JUST BEGUN! XXX

GENEVIEVE MATTHEWS NOV 5 DAY CLOSED DOOR, LIFE CHANGED. Committed to 50K Hotseat challenge by end March and then... discovered the true meaning of so many of SP's mantra/motto's/tools below. Key learnings - focus beyond the money and serve, love and trust yourself every step of

TOM KARAMZALIS ROI - last year, traditional advertising at one of my developments... you k n o w, n e w s p a p a e r s , maildrops, online ads, all the good, really expensive stuff. spend circa $30,000for about 50 leads. say $600/lead.

MASTERMIND MONTHLY | April 2013 | 20

“

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Last week, FB campaign for the same project, circa 60 likes, costs...you guessed it...around $200 BUCKS. Should have enrolled in MM last year, would have been able to pay with it with last years advertising spend and generated a couple of thousand leads t boot!!!

AND THEN I REMEMBERED..."THERE IS N O F A I L U R E T H E R E I S O N LY FEEDBACK!!!"

NICHOLAS TANG Yes!!! Closing the quarter with 50k+ in sales

MELISSA MCGINNESS W O W, W H AT A WEEK.!!.!! I SIGN A CONTRACT TWO WEEKS AGO AND THIS WEEK THEY WANT MORE.

RANDOM THOUGHT

IF YOU ARE INTERESTED, YOU’LL DO WHAT’S CONVENIENT IF YOU ARE COMMITTED, YOU’LL DO WHATEVER IT TAKES. JOHN ASSARAF

The HOW is important.!!! This small business was one client away from closing the doors, and with step by step guidance they came back stronger than ever and double their clients in one week. Total Coolness

MASTERMIND MONTHLY | April 2013 | 21

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S MALL B USINESS A CADEMY MASTERMIND MONTHLY | April 2013 | 22