“SUPERCHARGE your ability to implement Mindshop successfully with clients”

1. “SUPERCHARGE your ability to implement Mindshop successfully with clients” James Mason & Michael Burke

2. General UpdateEvents • Mindshop Australia Conference outcomes • Over 80 people in attendance • Lots of thought provoking content • Key hot issues/outcomes were • Business Models • Better utilizing skill-base of network • Slight adjustments to approach can pay big dividends • Looking to hold next conference in QLD

3. General UpdateInternational Events US Conference • With a fantastic venue, various quality speakers from around the world, the annual North American Conference will be a great learning experience for all attendees. • Sheraton Boston Hotel 18th & 19th September UK Conference • In one of Manchester’s most famous landmarks, this exciting conference will help attendees discover avenues to fuel their own advancement and growth in their organizations • The Midland Hotel Manchester – 7th & 8th November

4. General UpdateAvailable Resources • New Excel documents • Revamped all Excel, no password, new versions • New 2008 Mindshop GPS Diagnostic, prints to one page • Great for providing structure to client sessions • Online course continue to grow in usage. New courses to be launched late 2008 • 291 people have now submitted 4117 worksheets in 18 months • 2 new courses under development: - Building Self-Confidence – Darryl Cross - Becoming the Business Person who sells – Mike Boyle • Webex’s available to be viewed • 34 webex’s available to be viewed in recorded webex area

5. General Update Next Facilitator Training Days: • 13th October – WA • 14th October – SA • 17th October – VIC • 20th October – NSW • 21st October - QLD Please mark in your calendars!

6. General UpdatePeople New Members • Karen Saunders – Clarity for Women in Business (NSW) • Tim Davey – Plan 4 P L (WA) • Pat Williams – Eagle Business Solutions (New Zealand) • Steve Dow – QMI Solutions (QLD) • Deborah May – Deborah May Pty ltd (ACT) • Bill Winter – Insurance Manufacturers of Australia (VIC) • Rob Scott – Ernst & Young (QLD) • Glenn McMahon – Cfo hello (NSW) • Stuart Carr – Carix (NSW) • Mark Jackson - Redman Partners (NSW) • Stephen Knight – Change Leadership (VIC) New Accredited Mindshop Facilitator • Andrew Cooke – Ernst & Young (WA)

7. “SUPERCHARGE your ability to implement Mindshop successfully with clients” Michael Burke

8. “My Evolution” Michael Burke

9. THE MINDSHOP JOURNEY WHERE • Great Life Balance • Financially secure and leveraging wealth of skills and knowledge in area of Business Renovation • Mindshop tools natural part of your specialist offering • High feeling of self worth LIFE BALANCE BUSINESS RENOVATION “LEVERAGING MYSELF” • Continuous personal growth • Successfully selling packaged products / services • Have become a Specialist • Confident in all key Mindshop tools / processes • Implementation part of all packages PERSONAL GROWTH DELIVERING PACKAGED CLIENT OUTCOMES “SELLING PRODUCTS” LEVERAGE LEVERAGE MINDSHOP TOOLS / PROCESSES INTERNAL BUSINESS DEVELOPMENT “SELLING TIME” • Understand core Mindshop tools • Understand target market • Clear vision for business • Clear offering, embedding Mindshop • Some ‘tangible’ wins on the board NOW TIME

10. Agenda for today

11. “Preparation, Structure and Delivery Tips/Techniques” Michael Burke

12. Preparation – Tips / Techniques • Mindmap every session prior • Business Excellence Program • Provides a broad structure to follow. Why is this beneficial in delivering a great one-to-one session or a larger workshop? • Meet or Call with decision maker prior. Why? • Draw your own Now, Where, How prompts to provide a path through the meeting • Review Mindshop videos, do a practice tool

13. Structure – Tips / Techniques EAS Structure

14. Structure – Tips / Techniques Common mistakes I see being made that lead to poor outcomes: • No summary after key points being made. Why is this important? • No introduction to provide a road map for what will be learnt today • Cramming too much in one day

15. Exercise • Prepare an EAS structure for your next coaching session with your Number 1 client. Discuss for 5 minutes with the person next to you

16. Delivery – Tips and Techniques What’s been your experience with this issue? Why would that be the case do you think? What do others think in the room? Ask leading “open ended” questions to generate discussion e.g. Ensure in group sessions you tell them time period and expectations. Generate key discussion afterwards Don’t speak with back to attendees Always stick to the time!! (do not go over) Don’t rush a tool, you will lose people

17. Delivery – Tips and Techniques

18. “Client Outcomes vs. Following the Process” Michael Burke

19. Client in residential construction. Regional Branch Looking for aligned direction Outcome was to get an aligned vision, and implementation steps for current year. How would you approach it? Case Study

20. What must we excel at? (100% performance) Where will our funds come from? What will be on our invoice? Customers, what will they value? Will they be needing new products/services? Level of substitution? The Strategy MapBy 2012 we will be … Who will be our competitors? What markets will we be present in? What level of rivalry will exist? Threat of new entrants? How will we measure success? What are the high level measures? Financially Non – Financially What must Change to achieve the Vision ? What do we need to do to ensure that this Vision is 100% guaranteed? What will be our core activities? Who are the critical people to our business? Who are our suppliers? What key learning's must we have? Supplier Power? What key technology must we have? Who are our Customers? What will be their Characteristics? Customer Power? What are you going to sell them? How are you going to deliver it? What will be our Sustainable Competitive Advantage ?

21. In small groups, apply “Porters Five Forces” thinking to a clients industry today. Apply the same model to 2012. Are there any differences? Exercise

22. Problem Solving Process to fix 90% of client issues P O S I T I V E N E G A T I V E I S S U E • Top 3 from Mindmap • People • Funding • Sales FORCE FIELD 2 Pareto the Mindmap for top 3 Force Field each issue Put into a One Page Plan N O W One Page Plan W H E R E HOW S T R A T E G I E S A C T I O N P L A N S T I M I N G - Who & When 3 4 Funding Products / Serv. Sales People Growth Segmentation 1 Mindmap the issue

23. Client Outcomes vs. Following the Process Summary tips: • Focus on client outcomes, don’t get bogged down in the process • Ask leading questions to gather momentum • Break people into group and give them ample time to complete tasks

24. Lunch

25. “The Mindshop Tool Challenge” Michael Burke

26. The Mindshop Tool Challenge • I’ll now demonstrate 2 key Mindshop tools you will use a lot with clients • Decision Matrix • Force Field • In pairs, pick one of these tools and deliver it to the person to fix one of their key issues (as if they were your client). You have 15 minutes each

27. The Mindshop Tool Challenge: Evaluation Decision Matrix Now score the other person using the following 10 factors. You can give 1 point for each factor completed correctly:

28. The Mindshop Tool Challenge: Evaluation Force Field Now score the other person using the following 10 factors. You can give 1 point for each factor completed correctly:

29. The Mindshop Tool Challenge What is your score? What is the number 1 area you feel you need to improve in?

30. Coffee

31. Problem. How do we get the firms internet site upgraded whilst Qld limb of business owns the process & doesn’t necessarily see the problem. How do we get them to want to change and give NSW a role in its change Once achieved how do we decide what internet site we want & its primary purpose? What is the process we use to get the site upgraded.

32. Summary • Don’t think because you have been in Mindshop for a while you don’t need to fine-tune your approach / technique. Always sharpen the saw! • Preparation is key to the success of your one-on-one sessions or workshops. • Don’t just prepare on the tools but the client outcomes you want to achieve • Ensure you have the right balance of activity vs. content • Always finish on time!! • A focus on client outcomes will enable you to keep things strategic and not get bogged down in detail / process • Understand a handful (5-6) key Mindshop problem solving tools like the back of your hand • Focus on where you need to improve with either the decision matrix OR force field tools • These days are about fine-tuning your approaches to client interactions. • What is your Number 1 take home lesson?

33. Thank You See you at the next Training Day in October