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Positively Transform Simple ideas that can really change your business

Positively Transform Simple ideas that can really change your business. Mark Vilo Executive Manager, Asteron Life www.asteronlife.com.au. Futuro Financial Services Hilton Hotel, Adelaide Thursday, 19 September 2013. Are you still the Entrepreneur in your business?. Entrepreneur. Manager.

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Positively Transform Simple ideas that can really change your business

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  1. Positively TransformSimple ideas that can really change your business Mark Vilo Executive Manager, Asteron Life www.asteronlife.com.au Futuro Financial Services Hilton Hotel, Adelaide Thursday, 19 September 2013

  2. Are you still the Entrepreneur in your business? Entrepreneur Manager Technician

  3. Having an Entrepreneurial perspective “…IBM would have to act like a great company long before it ever became one.” Tom Watson

  4. The Vision thing (The Entrepreneur) Keep it simple and personal

  5. The Vision thing (The Entrepreneur) Keep it simple and personal

  6. The Vision thing (The Entrepreneur) Keep it simple and personal

  7. Then communicate your vision!!! Vision needs to be understood & communicated: • During the recruitment process • In your regular team meetings (reinforcement) • During individual reviews (accountability) • Visual Reminders – on your desks etc • With your customers.

  8. Holding the mirror up (The Manager)

  9. Plan to Act (The Technician) What is the priority? What are the possible solutions? When does it need to be done by? How much is the budget? Who owns it? • …then agree action!

  10. Plan to Act (The Technician)

  11. A simple planning cycle

  12. Plan to Act (The Technician) What are the possible solutions?

  13. Have an advisory board Who holds you accountable?

  14. Plan to Act (The Technician) What are the possible solutions?

  15. Structured Service Proposition Implement a differentiated service model Sell A & B Clients at premium rate and turn C & D clients into A & Bs

  16. What’s your service proposition?

  17. Structured Service Proposition Implement a differentiated service model

  18. Understanding your clients Use a survey to assess and diagnose focus areas Survey monkey www.surveymonkey.com

  19. Understanding your clients (1) (2) Positively Transform Positively Transform (3) Positively Transform

  20. Understanding your clients

  21. Plan to Act (The Technician) What are the possible solutions?

  22. Be ruthless with your time Plan your time and review any time wasters • Be realistic with how much you can get done • The Decision Matrix Urgency Importance

  23. Be ruthless with your time Plan your time and review any time wasters • Assign points allocation for sales activities Sample

  24. Be ruthless with your time Plan your time and review any time wasters To do list To do list including client preparations To do list To do list New client meeting Suspense update meeting Time cushion Time cushion Time cushion Time cushion Asteron BDM Team Meeting Client Review meeting Time cushion New client meeting Time cushion Time cushion AFA PD Day Zurich BDM Time cushion Client Review meeting Marketing Planning Meeting Time cushion Tower BDM Time cushion Client Review meeting Time cushion New client meeting Time cushion Time cushion Time cushion New client meeting Gym New client meeting Coach under 7’s Review the week Client dinners

  25. Be ruthless with your time Plan your time and review any time wasters

  26. Delegate Create a business that can run itself > Freelancer.com.au

  27. Delegate Website design and build Newsletters Lead generation Company brochures Calculators

  28. Plan to Act (The Technician) What are the possible solutions?

  29. It’s just what we do here Use the delightful 1%’ers How can you ‘Wow’ your potential and existing clients? > Personalised touch > Your credibility

  30. It’s just what we do here Use the delightful 1%’ers How can you ‘Wow’ your potential and existing clients? > Personalised touch > Your credibility

  31. Plan to Act (The Technician) What are the possible solutions?

  32. Optimise your accessibility Allow new clients to find you • Learn some savvy SEO techniques • SEO (Search engine optimisation) • Organic vs Paid

  33. You are who says you are

  34. Professional photo Clearly describe your background Important: No typos!

  35. Other LinkedIn tips: Experience: • Be comprehensive but concise. • Take the time to think about your skills and expertise. Tell the world why you're good at what you do! Recommendation and Endorsements: • Make the effort to obtain third party recommendation and endorsements from your clients And finally… hold up the mirror

  36. Grow your business Be visible in your market • Medical Practitioners • Tradies • Families

  37. Grow your business Be visible in your market Case Study • St Michaels Lane Cove • McGrath Real Estate two year sponsorship • 256 players between under 6 and 12 visible in the Kuring-gai district every Saturday • Cost for the two year sponsorship is approximately $40,000 • You do the sums.

  38. Things I learned from CFC about Culture

  39. Things I learned from CFC about Culture “Deal with the small things in a big way” Living the Values

  40. Having an Entrepreneurial perspective “…IBM would have to act like a great company long before it ever became one.” Tom Watson

  41. Positively Transform your business Simple process, everyday ideas, big results • It all starts with you • Start with one idea • Agree to act • Finish, then start on the next • It’s actually that simple!

  42. Positively TransformSimple ideas that can really change your business Mark Vilo Executive Manager, Asteron Life www.asteronlife.com.au Futuro Financial Services Hilton Hotel, Adelaide Thursday, 19 September 2013

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