Name: Company of Young Professionals Development Series – Negotiating to win with Shane Gibson
Presenter: Shane Gibson
Negotiation is one of the important skills all business needs to develop. The ability to negotiate can impact the performance and the outcome of business strategy. Young entrepreneurs can get confidence through negotiation and sustain long positive relationship with their customers and partners. Shane Gibson, the international speaker and the author on social media marketing, will share his view and strategies to help young entrepreneurs to develop their communication. He is also the co-founder of the Langara College Online Professional Sales Certificate Program. This seminar will improve young entrepreneurs’ negotiation process.
Gibson underlines negotiator is a high paid job and high paid skill. The best negotiator will walk away feeling win for both sides. Negotiation is like selling. It is about creating an environment where an act of faith can take place. At the end of the day, it is all faith. This is built by trust and creditability.
The goal of negotiation is to leave the other person feeling like they have won. In fact, Gibson believes it is to set it up and let everyone feel they win. This will create the impact for others to see negotiators as friends and trustworthy.
Gibson emphasizes more than 80% of people’s time are negotiating. Negotiation starts anytime when there is an exchange or agreement. Like closing in sales, it is a process not an event. Moreover, this can be described as a cycle with no definite beginning or end.
8 Key ingredients of principle based negotiation
Gibson will share the 8 key components of an effective negotiations process.
Key Ingredient # 1: Preparation
Young entrepreneurs should identify what they can accept. They need to know their best alternative to a negotiated agreement (BATNA). In addition, they need to research multiple sources and brainstorm all possible objections. It is important to create a list of concessions that can be given during the negotiation. This tool that can create closer relationship with clients.
Key Ingredient # 2: Set your terms
Young entrepreneurs need to know the location where they are meeting. The timing and the mediums they use in the meeting. Research the background on the attendees and figure out the strategy to approach these attendees. Moreover, young entrepreneurs need to determine if there are mediators or 3rd parties involve.
Key Ingredient # 3: Focus on Interest
Gibson indicates there are almost always multiple positions to satisfy a set of interest. It is important to figure the other parties’ interests and use it as a part of agreement. Gibson wants young entrepreneurs to know the power is the ability to take action and the more options people have, the more power they have.
Key Ingredient # 4: Center yourself
People can hit others ego easily, and the best option is to not react. When people using bully reaction, they are looking for different response. Gibson believes find a way to center in the negotiation is significant, which is the highest level of self-esteem.
“Whatever direction your enemy is coming from help them on their way”
Key Ingredient # 5: The 3rd space
Gibson believes negotiating is like a living organism. People are able to tell other parties’ characteristics and personalities. The unique space creates between people can identify the contrast and compliment of variety of personal and situational factors. Therefore, Gibson reflects all negotiation can be seen from personal appearance, non-verbal cues and body language, and physical settings.
Key Ingredient # 6: Have a questioning process
During the negotiation, Gibson shows there are 3 types of questions: open, close, and directing. Different situation will use different types of questions. It is important to start general and easy. However, young entrepreneurs should not leave the hard stuff until last. Instead, build into a succession of agreement by starting bad news and then lead to good news.
Key Ingredient # 7: Listen
The rule of thumb is to be a 70/30 listener. By observing the body language, such as breathing, eye movements, how they are leaning and change in tone, will signal the direction of the negotiation outcome.
“It is hard to listen our way out of a deal”
Key Ingredient # 8: Build an ultimate outcome
Young entrepreneurs should concentrate on all 5 senses: visual, auditory, kinesthetic, olfactory and gustatory. They should contrast it with BATNA. Moreover, young entrepreneurs are encouraged to say in other parties’ language and context of other’s interests.
Gibson believes goodwill only lasts for 3 minutes, so it is important to focus on what others value and use it to influence them. If young entrepreneurs can figure out what scares them earlier on, they can use it as advantage.
Tricks
Gibson shares a list of tricks that can help young entrepreneurs to identify the position they are in during the negotiation.
Exact Number
Environment
Minimum Concession
Poor me or I am hurt
Personal attacks
Time thief
Craziness
Explore and question
Thin air facts
Discounts on a promise
Authority switch
Our policy
I can get it better
Flinching
Stonewall
Overall, people are negotiating all the time. Gibson recommends young entrepreneurs to focus on others’ interests, have a BATNA, and remember it is all about awareness and preparation.
“Giving bad news on Monday and good news on Friday. Push when they pull, pull when they push”
The traditional top down leadership strategy is not effective in this current generation. Many business owners are seeking new approach, such as bottom up approach, to produce effective decision making. However, within a period of time, people refer back to the old ways of operating. First West Credit Union presents “Lean for Service” seminar to educate business owners to find the ways to simplify their current operation. Norm Attridge, the Vice President of First West Capital, and Ryan Visscher, the Manager of Leaning & Development of First West Credit Union, will introduce the concept of “Lean” to help business owners understand the big picture of simplification. This seminar will be beneficial for owners who are looking for a change in their procedures.
What is Lean? And why?
Lean defines as efficiency, simplicity and better ways of doing things. It represents the standardization of work procedure. Visscher defines it as to minimizing waste and maximizing member values.
Visscher believes lean is important in business because it can utilize the existing resources and compete with others. The competition is always changing and people are taking their expectation to put in somewhere else. The path of change is rapidly increased every day and businesses need to be able to keep consistent and adapt the new ways of thinking.
The benefit of lean is to reduce the cost, defects, inventory, space and lead time. Nevertheless, it also increases the productivity, capacity and member experience. Based on stats, First West Credit Union helps Envision using the lean concept to save over 15,000 hours of staff time. Lean strategy also helps Envision to save over $577,000 hard cover expenses, 3.12% operating efficiency, and 28,000 membership growth.
What is value?
Visscher defines value as anything clients will pay for. Lean can remove the obstacles in the process of getting the value. In average, only 5% of business time is considered value added for members. There are things to hold them back. In traditional thinking, businesses want to increase that 5%. However, in lean thinking, businesses should concentrate on reducing the remaining 95%.
In addition, Visccher believes all waste can have visible and hidden. The hidden wastes are the one that might be out of control. However, businesses need to figure out the wastes that are blocking their procedures.
8 Wastes
Visccher categorizes 8 types of wastes that could potentially be a threat in business procedure.
Transportation
The unncessary movement from people, products and information
Inventory
The additional storage from supplies, documentation, and information
Motion
The repetitive movements from bending, turning, reaching, and lifting
Waiting
The time spend on one activity to another
Over Production
Producing more than necessary requirement
Over Processing
The additonal efforts that do not create from services to others
Defects
The errors, incomplete information, and scrap
Skills
Not able to release the full potential
It takes extra time to move one thing to another in the office. People tend to hold too much “just in case” in their extra stash. The constant moving can create pressure for staff members. Most of the time staff members are waiting for further instruction. Moreover, people are trying to out think their boss to do more than they need; however, people are also creating redundant effort on small tasks. People need to be aware of errors around the premise and many staff members are not challenged in their job roles.
Business owners need to go down and dig deeper where the decision is made. They need to understand how the process is created and they need to appreciate the work people commit.
3 Kaizen Methodologies
Visccher suggests 3 possible strategies to help business owners to start lean. They are 5s, process time reduction, and value innovation. This seminar will emphasize on the 5s approach.
5s
5s uses visualization techniques to help business owners to create more effective procedure.
Sort -> Stabilize -> Shine -> Standardize -> Sustain
Business owners need to take the current procedure and group them based on their similarity characteristic. After the sorting, business owners need to connect them based on the priority or connection. Business owners can shine them by making them more visible and easy to distinguish. Each part will need to communicate based on the change occur. This will create the standardization. Moreover, business owners need to sustain the process to ensure the change will happen in future.
Business owners can create a time frame to identify the issue and the risks. Simplify the procedures can help business owners figure out the obstacles. Lean for service is not a complicated approach and every business can implement it.
Name: TYPEABC – Million Dollar Traders: Tales of Two Independent Traders/Investors
Presenters: Jason Lu, and Andy Man
TYPEABC invites two independent investors to join the investment seminar to share their experience on investment strategies. Jason Lu, the CEO of Chop Chop Innovation and Instinct Advantage, will provide his insight about hedge funds and investment opportunities. Andy Man, the CEO of SER MAN Traders, will provide his insight about the mental knowledge behind the investment traders. This seminar will benefit anyone who would like to know about the fundamental of investment trading.
After the financial crisis, FED starts printing money to recover the economy. Financial institutions utilize the opportunity to receive instant cash flow from FEDs and companies will receive money from financial institutions. However, the economy improves but the money remains on the hands of financial institutions and companies. FED stops printing money and both financial institutions and enterprises need to change their spending differently.
Financial institutions educate company owners to dilute shares and initiate share buyback to improve the company worth; however, the strategy will not grow the company revenue.
To turn everything around, financial institutions starts to lend money to borrowers. The interest rates increase and bank stock will benefit. As for companies, they will do less share buyback, increase infrastructure spending and release more job opportunity. At QE ends, the US dollars will increase, financial institutions will start lending money to public and companies will start to invest on their business growth. The overall stock market will be benefit.
Instead of share buyback, CEO starts to take the strategy to borrow money and takeover small companies. Therefore, trend shows the investment opportunity is in the growth sector.
Proprietary stock picking techniques
Lu mentions there are two primary ways the Wall Street uses to pick their stocks. The first is called “Intermarket Analysis”, and the other is called “Top-Down Approach”. The Intermarket Analysis is for long term period that analyze the market relationship. This tool will breakdown the pattern and identifies the upward and downward trends within the stock.
The “Top-Down Approach” is a procedure to identify the potential stocks.
Lu simplifies the approach by using the Intermarket Analysis to find the macro trend in the stock market. By focusing the right sectors, traders will pick the stocks from those sectors and perform fundamental checks. Lu believes if traders buy currency stocks in the right sector, it has at least 50% potential gain; nevertheless, if it is in the wrong sector, it will be zero.
Lu emphasizes shopping is a good way to find stock. Good investment opportunities come from large traffic and people who are commonly talking about it. Companies that issue discounts are a signal that they are facing competitions, which means they are reaching the peak. The logic works for a majority of sectors.
ETFs Trading
Exchange traded funds (ETFs) are listed on stock market like regular stocks. People can purchase them as much as they want. It is one of the easiest ways to build portfolio for asset allocation strategy.
Many people will buy and sell in panic; therefore, most traders will not receive full gain from the right sectors. Lu suggests a strategy called ETFs for hedging.
ETF hedging is hedge against a drop in the market. This will leverage the inverse of ETFs. Moreover, if market goes down, ETF hedging will increase. ETF makes easy for investment around the world, and this implies to currency hedge too.
Lu recommends everyone not to buy IPO on the first day. There is insufficient financial information due to lack of history. The trend usually drops significantly after the first day. It is a gamble and dangerous. Lu believes there are a lot of investment opportunities in China and ecommerce. Hong Kong is opening up the A-share for everyone to invest.
Lu provides the list of information and resources for people who want to go deeper to investment trading.
Market News
Investment Knowledge
Stock Charts
ETFs & IPO
Investing.com
Investopedia
StockCharts.com
ETF Database
Bloomberg
FreeStockCharts.com
IPOScoop.com
CNBC
Insider Monitor
Market Watch
BNN
“US is affecting other country currency. US is the leader, which reflect on the end of QE”
Mental perspective behind investment
Andy Man is an engineer graduate from University of British Columbia. After taking the mentorship from his coach, Mike, in 2006, he works as independent trader for 8 years. Moreover, he becomes a millionaire trader in 2011.
Man learns investment trading is a nontraditional career that do not based on education, intelligence or capital. He pursues his passion to overcome challenges.
Traders use technical and fundamental to analyze the financial markets. They look for opportunities, and they utilize the charts, news and price to make decisions. Man believes anybody can be a successful and profitable trader.
Trader challenges
There are 5 primary challenges traders need to face.
Challenge #1: Limit beliefs.
People tend to limit their ideas and the way they see the world. They usually limit the potential to pursing the goals. Man suggests finding the inner confidence in people’s abilities. Success breeds more success.
Challenge #2: Giving up
People will stop due to lack of success or excessive loss. In order to overcome the challenge, Man suggests people to use demo account to build up the fundamentals. It is important to focus on developing the skills, not the results.
Challenge #3: Expect instant financial success
People tend to have unreasonable expectations of immediate or instant profit in investment trading. However, Man indicates trading is a journey to build experience and foundation of investment knowledge. Man suggests people build on small success and focus on the process.
Challenge #4: Do not do anything
People tend to do nothing because the lack of confidence. They scare to lose their money and hesitate to pull the trigger. Man suggests people to focus on the minimizing the risks and structure a daily routine to build up the momentum.
Challenge #5: Overtrade
People tend to be greedy and start to capture all the opportunities they can see. This generates a lot of commission and it is not worth in the long term. Man suggests people to focus on the big trading opportunities and set pending orders instead of market order.
Man simplifies the mental strategy is to have mindset, seek opportunity and take actions.
Man’s strategy to become millionaire
Man uses a strategy called “shortening contract”. This allows all traders to borrow resources from contract, sell the product and return back to the contract.
When traders identify the technical rebound, all traders need to find the exit strategy to exit the position. Therefore, when Man is executing the shortening contract strategy, he is using the analysis to figure out when the market will go up. When market goes up, he “long it”. Doing this repeatedly over a course of time, he manages to become a millionaire in investment trading.
“Try not to fall love in position; instead, take control”
“Do not be greedy. Lock it in and control the position”
“Success is a choice. You have been given an opportunity to design your dream lifestyle”
Many people do not have money, freedom, health, relationship, fulfillment and happiness. These are the factors that make up the ultimate life for many people’s dream. T. Harv Eker, the author of Million Mind Intensive, designs the ultimate life makeover system to help people achieve the life people desire the most. The main problem of everyone’s life is they never learn the skill of internally designing and creating lives; therefore, only very few people live in ultimate life.
Eker believes the key word is “really want”. When people increase or concentrate on money, they tend to decrease health and family. Therefore, when people start to improve on balance, they decrease money. Eker notices the issue or challenge and decides to help people to overcome the problem.
Eker lists the life of dream for all people include the main 7 factors. The factors are money, business, relationship, family, health, personal growth, and environment. Eker will reveal the 8 steps process in the Ultimate Life Makeover System.
Step 1: What do you really want?
Eker emphasizes clarity leads to power. The number one reason people do not have their desire lifestyle is because they do not know what they really want. The key word is “You”. People need to forget what everyone else want and need to live the way they want, not by others.
“Live your life”
Eker wants people to ask themselves “what do you want today?” The question will reflect people to understand what they want today might be different from the past. A majority of people put down the same New Year resolution every year. Eker suggests people to emphasize right instant and now a year from now.
Eker recommends people to not settle unless it is what they truly want. People might have different goals. Therefore, Eker has breakdown main categories to help people focus on their needs.
Money & Finance
Busienss or Career
Relationship
Health & Wellness
Recreation & Play
Personal, Spiritual & Personal Education
Personal Environment
Serve & Contribution
Step 2: Why do you want this?
Eker believes people do not get what they want is because they do know why they want it. People’s “why” is extremely important because it is the root of everything people do and act. Based on the categories Eker listed, there could be many reasons behind everyone’s action. As long as there is a reason, people will force to continue.
Step 3: Why not? Why do not you already have it?
Eker thinks most people spend their time trying to solve the problem that is not the right one. In other words, people are avoiding the true problem. People’s “why not” for this may be the exact same “why not” for many other things in their life. The reason people do not have what they want right now is because of themselves. Eker believes mindset, attitude, habits and characteristics will influence their reasons behind their problems.
Step 4: Strategy / plan
Eker emphasizes people need new strategy and plan. Eker believes if people keep on doing what they are doing right now, they will continue to get what they have right now. Therefore, people need to know the “how” to strategize their plans. The overview plan or strategy will evolve around what people want.
Step 5: First action
It is great to research, but if there is no action, people are not going anywhere. People think more than doing. Thinking is the mental part and doing is the physical part. If people want to be successful in physical life, they need to concentrate on physical part.
Eker wants people to think less and do more. Eker suggests everyone to write down the first action. The first action is critical because it can initiate momentum. A body in motion will tend to remain in motion and a body at rest will tend to remain at rest. This is the power of momentum. When momentum starts, people will gradually continue towards that direction.
Eker wants people to start their first step simple. If it is too big or complex, people will give up. All people need is momentum.
Eker shares the secret of life is to set themselves for an easy win. Therefore, it is important to start something small, get the momentum going, and receive the small win.
In addition, Eker believes each first step must be completed within 24 hours. People who complete the first step within the first 24 hours will have more than 75% success rate to continue. If people complete their first step within 72 hours, the success rate will reduce to 50%. Moreover, if people complete in a week, there will be less than 10% success rate.
Step 6: Commitment
Eker emphasizes the commitment is the hardest and people struggle the most. There are 4 levels: thinking, writing, talking, and committing. Committing requires the highest level of energy.
When people have giving their words, they have responsibility to complete their commitment. Eker wants people to treat commitment as the form of declaration. Moreover, people will think it is their responsibility to accomplish the task.
Step 7: Reward
It is important to have positive reinforcement. People usually reward negative behavior; instead, Eker believes people should reward the behavior they want. Short term reward is also important as the long term reward. Therefore, it is important to decide on a reward when people completing an action. This will trigger people’s mental to believe doing the same thing will continue to receive positive impact.
Step 8: Accountability
Eker defines accountability as “to explain what you have done”. It is important for people to be accountable to their actions and others actions as well. When people are accountable to someone else, they will add their energy and resource to the direction they want to go. In addition, other people can help others to be accountable because they can see what other people cannot see. It is human nature that people will do more if other people are watching. People have strong desire for acknowledgement and approval to avoid disapproval and disappointment.
“If you could have done it on your own, you already have done it on your own”
Life Makeover Coach
Eker believes it is important for people to hire a life coach. They can track and help improve the progress. Working with a coach can improve the efficiency. This can gain friendship and connection as well. Eker states that there are 3 reasons why people might not need a coach. They might not need a coach right now, but people can enhance their current situation. They might believe they do not have the time, but people always make time for priorities. They might believe they do not have fund, but people tend to spend their resources on the wrong reason.
Eker states if people do not have time to earn a lot more money, increase net worth, create multiple steams of passive income, have closer relationships, be healthier and stronger, master the field, or live the life they have always want, what do they have time for?
“If you keep doing what you have always done, you will keep getting what you have always got”
Many organizations are looking beyond the fiscal year to create their forecast. Moreover, organizations are implementing rolling forecast to update on a monthly basis to ensure their performance and forecast are aligned. Mitchell Max, the co-Founder of Better Vu, will provide his insight on creating a rolling forecast. This webinar will help organizations to create a must more effective and efficient rolling forecast that can also provide visibility in future. Max will provide his 20 years of knowledge and expertise in performance management to help organizations have a better understanding of forecasting.
In average, organizations review their financial forecast quarterly. Max indicates the trend on forecasting has shifted from once or twice to quarterly. Organizations are realizing the importance of forecast; therefore, Max believes the new trend will eventually shift from quarterly to monthly.
There are four reasons why organizations need to forecast.
Financial Forecast
Projections / Commitments
Operational Forecasting
Actions and Decisions
As for financial forecast, there is a need from CFO of getting the relevant financial information to determine the variance. Management will use the variance to forecast a plan. Organizations need to know if they are hitting the target or if any further actions required for their projections. Many organizations are focusing on operation matrix to determine their operating forecast. Lastly, organizations require knowing if the outcome is aligned to their objectives; otherwise, new actions and decisions will be initiated.
In general, forecast is related to planning. Organizations think backward from outcome to design their forecast. When new facts appear, the budget will be irrelevant. Furthermore, organizations need to adapt the change, which influence the forecast model.
“Plan is a plan at the point of time; forecast begins at an equivalence of plan”
Max defines the main purpose of forecasting is to facilitate decision-making based on an understanding of likely future outcomes. Organizations need to look at the gap between the projection and the target. Organizations will determine ways to close the gap. Therefore, Max believes forecast is not the answer to operation issues; in fact, it is the way to the answer.
In traditional forecast, there is a consent length of time. Organizations are forecasting to the wall if they will determine whether or not if their performance are hitting the projection. In rolling forecast, organizations are always moving forward and looking at 12-18 months in advance. Therefore the main difference between the traditional and rolling forecasts is the business cycle.
Organizations are facing many challenges during the forecast process. The first challenge is time and effort. Forecast can take up a lot of time to prepare. The second challenge is the timeliness. Organizations will face time pressure, which can create irrelevant data and assumptions. The third challenge is the reliability. Forecast needs to be accurate, freedom from bias, and integrated with consistency. The fourth challenge is the tools. Organizations will need to determine the best tools to integrate data information into forecast model.
Max suggests forecast should not be 4 or 12 times per year; instead, organizations should complete their forecast in days within monthly performance cycle. The forecast model should base on drivers and data, but not consolidate financial submissions. This will help organizations to leverage data. Iteration and simulation are important. Lastly, Max recommends forecast is basis for decision making, not a prediction of the future.
There are 3 key concepts Max want organizations to implement in their forecast.
Concept #1: Forecast for discussion and simulation, not an answer
Max indicates organizations should create models that change based on drivers and assumptions. Organizations need to know “if-what”, “so-what”, and “do-what”. Organizations should concentrate on retention and growth.
“Create models based on key drivers that can be changed at a high level”
Concept #2: Model, not consolidate
Max believes forecast model should begin with operations and ends with finance. Therefore, forecast process can be separate into different layers. Organization can start with demand forecast, then supply forecast, and end with result forecast. Each layer will leverage the drivers. Organizations can focus on the drives and key to control. The system will do the work for the organization. Organizations need to allow the system to forecast by exception and let the system do the heavy lifting. The system need to have the ability to overwrite. The system also needs to be flexible. This means system can set assumptions by dimensions and let the system drive the details. The system can identify or alert organization the change to support their decision making.
Concept #3: Collaborate is not equal to coordinate
Max suggests organization to engage those closest to the front. This means receiving feedback within the organization. The organization need to provide a sandbox for simulation. This will allow the forecast to be flexible and provide sensitivity analysis. There is always room for measure and improvement. Organization need to reward for making accurate forecast happen.
In budget process, Max believes organizations need to recognize that each has a role. Budget should be a guide and goal, not an obligation or regulation. Budget should not prevent a good forecast to avoid linking variances. Moreover, organization should shift the effort from budget to forecast by redirect the resources.
In the future, Max wants organizations need to assess their forecasting needs and capabilities. They need to understand and create driver-based business model. They should start looking beyond the fiscal year and incorporate flexible forecasting into performance cycle.
“Not about creating prediction, it is to crate ways to engagement to forecasting”
Treat’em Right Seminar is the main signature event from SendOutCards. Kody Bateman, the Founder of SendOutCards, believes sharing something nicely can also help both ways: emotionally and financially. The symbol of eagle is the representation of the attitude from SendOutCards. This seminar is a continuation of the Simple Success System Seminar. This seminar will focus on the personal development side of growth. This seminar will help many people to reach to the next level of success in their lives.
Bateman believes everyone should have a rhythm of his or her own life. SendOutCards is inspired by an event from Kody Bateman’s childhood experience of a black guy who is willing to accept white guy from who he really is. This forms the friendship and teaches Bateman the value of sharing. He uses this as the philosophy behind the SendOutCards.
Bateman uses eagles as the symbol of commitment. Eagles hate crows because crows are noisy. Eagles fly high up until crows cannot catch them. Crows stop chasing because crows use up their energy to make noise and do not have enough energy to continue to fly high. This is like the real life. There are people who are like crows and all they do is make noise. People who will be successful will fly away and get away from the noise. Leaders are like eagles.
“Today, you define who you are and you commit to take action”
The attributes of an eagle
Leaders lead by example. They have goals and objectives for long term, annually, monthly, daily and hourly. Leaders are required to be accountable and hold others accountable. They seek personal growth daily and stay focused. Moreover, they stay positive with public praise and positive criticism. They keep it simple and duplicable.
Bateman believes the true leadership manifests itself through the empowerment of others.
“If you call yourself a leader and nobody is following you, you are really just out for a walk”
Stay in positive energy
Prompting means the intuition of doing something nice. There are two kinds of promptings in everyone’s life. The first kind is called “Inner”, which defines who people are. The second kind is called “Outer”, which defines what people will do with who they are. The more people share, the more volume of inner voice will increase.
Bateman believes when people act on promptings, they are creating an infinite flow of positive energy.
Leverage the law of attraction
Bateman believes what people send out in their life is what they will get back. Therefore, if people send out negative, they will get negative results. If people send out positive, they get positive results.
In this world, 87% of things people experienced or exposed to is negative. Bateman suggests people to flush out the negative, replace with positive, send out the positive to the world and receive the tenfold. In business, people need to be a level 4 business builder. Level 4 means they must have unconscious competence.
Bateman believes energy is sent through by thoughts, feelings, words and deeds. Bateman emphasizes it is not what people say or do, yet it is how they make people feel. It is important to send out to get to them instead get from them. Therefore, if people are sending out to give, the universe will give back.
Express gratitude daily
It is important to celebrate the greatness in others. This is called the act of kindness. People never throw away the cards they receive from others. Therefore, to live in kindness, people need to do relationship marketing, which means relationship first, then marketing.
“You cannot do kindness too soon for you never know how soon it will be too late”
People can create relationship by remember the 3 key touches: thank you, birthday and holiday. The social media is a great tool because they can help you share and promote. People will never live until they do something for someone and never repay back.
“Do all the good you can in all the ways you can in all the places you can at all times you can to all the people you can as long as you can”
The stories in your mind
Bateman believes it is important for people to focus on what they send out to others. However, it is also important to focus what they send out to themselves.
In order for people to get the freedom, they need to control the time and the money. Bateman believes people need to pay their tribute by creating a story in their mind.
People can focus on things they want and things they do not want. This is all based on the result of the energy flow. The reality is nothing more than the result of the flow of the energy. Therefore, people need to learn how to flow energy differently.
“The story in your mind becomes the story of your life”
The Power of “I am” Statements
The subconscious mind cannot distinguish the difference between the real and imagination. The only way to trigger the subconscious mind to believe the message is to send out message that is in present tense. The subconscious mind will take the root and manifest.
Bateman believe there are many negativity in the world. People are constantly receiving the negative message which are limiting people’s subconscious mind. With the power of two words “I am”, people can take control what flows into their mind and the possibility of what they can become.
Bateman shows “I am” statements are a part of universal law. People are living on the “I am” statements because it makes up the dominant stories in people’s minds. People need to start thinking abundance and prosperity. People need to remember to stay in appreciation because Bateman believes when people are in appreciation, they can focus on the “I am” statements of abundance and prosperity. Bateman suggests people to write their “I am” statements on the card and keep it with them. This will constantly remind them to use positive energy to remain focus on their goals.
Bateman suggests not to refer their issue with the word “problem”; instead, using the word “challenge”. People should use positive words as much as possible.
Bateman also suggests people to use vision board. Vision board is like a lifestyle creator. It can help people focus on the future and ensure they are aligned with the objectives and goals they set for themselves.
“Vision without action is merely a dream, action without vision just passes the time, and vision with action can change the world”
SendOutCards is a company that provides online greeting cards and gifts. The company has two-fold mission to help people to act on their promptings and provide financial success. The company provides a friendly system for people to customize, print and mail their custom cards. Steve Schulz, the President of Field Operations for SendOutCards, will show the Simple Success System that can potentially build a business for people using SendOutCards. This seminar will demonstrate that by sharing something nice can also get paid and reach financially freedom.
Steve Schulz was a school teacher before joining the company. Schulz has been in the company for over 24 years by finding ways to build successful teams that have passion with the idea of sharing. By sharing that concept, he manages to teach many people the simple system to make the world brighter.
Many people are living in the negative world. He believes he has the ability to change it to positive through SendOutCards.
“If I could show you a way to get paid for doing nice things for people?”
Kody Bateman is the founder of the SendOutCards. He founded the company in 2003 at Utah, Salt Lake City. He manages to take the company to the same direction as Amazon, Netflix and iTunes. With his inspiration, SendOutCards is one of the biggest greeting card companies in the world.
Average people send ten cards per year, but many people stop sending cards because they think the process is inconvenient, easy to forget, and it costs too much. SendOutCards has the personalize function that helps people to send out cards easily. It also has notification so people will not forget and the cost is cheaper than the physical card and the postal stamps.
Schulz introduces the system called “Sendcere”. The system can share, tag, like, save, pin, send, and paid. The system has the ability to share the card to social media. This will give incentive for people to take action and become the potential clients.
It takes 4 years for Internet to reach 50 million users. Moreover, it takes 9 months for Facebook to reach 100 million users. In this generation, all the convenient revenue from videos goes to Netflix and the convenient revenue for music goes to iTunes. This indicates the businesses in this generation are changing.
SendOutCards has the business model that users do not worry about inventory, delivery, risk, postage, employees, and bosses. Simply by helping people to sign up will provide financial incentive to people.
Schulz believes people see and people do. People all over the world are acting on their promptings SendOutCards has the monthly manager bonus pool that provides incentives for people who want to sign up for manager. The business model is attached with the system so people can share and get paid at the same time.
“Nothing great ever comes to people who are realistic”
Based on people’s natural instinct, if people have a choice between making money and having fun, they will choose to have fun first. It is important to do both and SendOutCards has the intention to help people to make both things happen simultaneously.
“If someone offers you amazing opportunities and you are not sure you can do it, say yes and then learn how to do it later”
Simple Success System
The SendOutCard has four primary functions for the system.
Simplify, simplify, and simplify
Leverage the power of the products
Make the money flow faster
Make it easier to share the power of SendOutCards
The strategy behind the system comes from these three steps.
Send 1 personal card per day, and send 1 gift per week
Qualify for the manager pool
Teach it to other people
The strategy will use the funnel system. The funnel system comes with three steps. The first step is to use the necessary tools to drive prospects into the funnel. These tools are Social Media, Sendcere, Card Sharing Kits, Splash Paks, Mobile Apps, Personal SendOutCards website, and videos. The second step is to use the business presentation to sort prospects into distributors and customers. The business presentation will include simple success video. The presentation will be in lunch meeting, home meeting or even hotel meeting. The third step is to let prospect decide whether they are marketing distributor or customer.
The idea of marketing distributor comes from the McDonald’s outlet strategy. The incentive to become the manager is the compound interest on the payment. The higher the level, the more cumulative the payment will be.
Lastly, Schulz believes any successful people in any success business will need to do these three simple steps.
Holiday season is important time for nonprofit and charitable organization to maximize their fundraising activities. It is important to ensure all nonprofit organizations to make use of their fundraising capacity. NetSquared invites Steve Rio, the CEO and the lead strategist of Briteweb, to share fundraising strategies that can help charitable organization. This seminar will help all organizations to develop effective fundraising events to improve their donation for the holidays.
Rio works with nonprofit organizations for over 10 years. He believes all charitable organization is facing the difficulty of fundraising every year. Charitable organizations are selling products that their customers do not actually need. Therefore, they are in the business of explain why their work matters. Currently, the best ways are to optimize organization’s website to explain their mission and vision.
Rio will share five strategies to save energy and raise more money for charitable organizations.
Strategy #1: Focus
Rio believes organizations need to identify their customers. It is impossible for organizations to please every target market. Organizations need to change their layout to attract their target market. When charitable organizations are small, they need to focus on how they can appeal to their donors and clients. Organization websites need to raise awareness, provide executive summary with statistics, and have simple and clear call to action message.
Rio suggests charitable organizations to answer these 3 questions to help their organizations to focus.
Who is your most comfortable pitching live in a room?
Who are you talking to?
What is the story?
Strategy #2: Simplify
Rio believes charitable organizations need to explain what they do using simple language. Organizations should implement simple model that show simple and direct description of the company. People will be driven by the impact. In addition, organizations need to simplify their asking. Therefore, it is important to direct their action requests.
Clients and donors are looking for easy way to give. By providing obvious link for donation, donors will know where to donate. Charitable organizations should show the donation link when people are emotional. It is essential to have clean forms and pre populate the option. The less work donors need to do, the higher chance the donation will be made. Therefore, online forms should only ask for necessary information.
“Ask little as possible”
Strategy #3: Personalize
Rio believes personalize involves with the language. Different word choices will help audience to visualize the impact. It is important to create impact experience for audience; therefore, it will give tangible result. Charitable organizations need to have social proofs to identify their reputation. It is important to make it human and show the organizations are connecting to the audience. By creating opportunities to share and give using social campaigns, people will have opportunities to share and recognize the message from the charitable organizations.
Strategy #4: Analyze your data
There are many tools organizations can use to analyze their donors information. By using the right tools, organizations can figure out who are following their campaign. It is important to determine the common giving amount. Organization can use the sweet spot and to improve the donation rate. Organizations can provide the higher amount and lower amount, but make the sweet amount default.
Organizations should know who visit their websites. Organizations can utilize this data to invite them to future events. Rio believes organizations do not say what they do, other people do. Therefore, compare data with similar organizations to enhance the current system model.
There are many analyze tools available for nonprofit organizations. Google Analytics can help organizations to determine the demographic region from their target audience. Hootsuite can help organizations understand what the current audience is thinking and saying. Quantcast will have the entire statistic breakdown in details. The Attentive-ly software application can take the current email list and search for social media profiles. This will help to identify the influencers.
Strategy #5: Follow up
Rio believes follow up is extremely important for nonprofit industry. Manners people is important and it is mandatory to send thank you letters. Rio suggests all organizations to follow up regularly and tell the story to keep them inform. This will make people feel special. Many charitable organizations are using videos, chapter’s events, gathering events, and provide honorary status for all donors. By helping them celebrate together with the organizations, they will feel appreciated. Organizations need to recognize their efforts to ensure their donation can continue in the future.
SOHO is a business group that provides and connects small and medium size enterprises to tools for success. Moreover, they provide resources and advices to promote and inspire local business to grow. Moe Somani, the Founder and CEO of SOHO, presents the main event of SOHO SME Business Expo 2014 to celebrate and engage all local professionals leaders. The conference includes main major sponsors, including TELUS, SAP, and Bell, and keynote sessions. This event creates opportunities for many local entrepreneurs to learn from different industry leaders.
Is email marketing dead? Is social the way of driving new customers?
Email is one of the main marketing tools for many small businesses. Due to the regulation of CASL, businesses need to face more marketing challenges to increase their clients and prospects. The panel includes, Melonie Dodaro, the CEO of Top Dog Social Media, Luke Aulin, the CEO of RTOWN, Roger Graham, the senior manager of Product Marketing from Hootsuite, and Brain Scudamore, the Founder of 1-800-GOT-JUNJK. The moderator, Bosco Anthony, the Business Growth Strategist, will interview their views of the marketing trend.
There are many social media network tools that are available for business owners. It is important to figure out the best fit for the company. Now companies are investing in content marketing because there is a shift from traditional advertisement to digital advertisement. It will be difficult to figure out the effective tool until the company understands the goal and vision. The panelists suggest companies to focus on relationship by telling stories to add value content. Nevertheless, it is all about message, not the medium.
The Canada’s Anti-Spam Legislation requests all companies to report spam. Companies are required to get permissions from clients for email marketing. Companies need to keep record tracking for integrity. The panelists believe email marketing is not dead; in fact, the legislation helps all companies to review the procedure. Most companies are not using the email marketing correctly, which results of ineffective marketing and loss interaction. Companies need to ensure to build relationship to provide values for clients. Moreover, clients will accept to be in the email list.
When companies have limited marketing budget, they should pick and choose. Panelists suggest connecting with local press to influence the target market and most companies are moving towards mobile. In addition, it is important to figure out the culture value to attract the right people. Many amazing people want to be involved with the cause; this shows the importance of the right culture for the right team. The right culture will embrace the right team and realize the challenges they are facing are their motivation.
In this generation, the power is in the hands of the customers. They know before they approach to companies. Companies need to find the best tool to communicate with their clients. The panelists recommend all companies to go back to the fundamental and understand what clients are looking for.
“Network size matters, but quality is even more”
“No such thing as the marketing team; everyone is involved”
Money money money: How to get it, manage it, and grow it
Money is one of the key elements for any business growth. Businesses are struggling to find the ways to utilize their resource effectively. The panelists include Jonathan Bixby, the Founder of HIGHLINE, Amy Millman, the President of Springboard Enterprises, Paulina Cameron, the business development manager of Futurpreneur, and Sandra Horvath, the Senior Director of Business Development from Sage. They will share their valuable insights to access the funding and help businesses to manage effectively.
People are making mistakes to access additional funding from investors by either asking too much or asking too little. Business owners need to prepare business plan with proof of statistic to convince investors for funding. Companies need to figure out the right kind of money and right kind of investors because they can influence the direction of the company. The panelists suggest small businesses to use debt equity as their option of funding.
Angel investors are looking for team that builds global business. Their intention is money, marketing, and management. Moreover, they are looking for potential growth of rate of return. There are many other programs that small business can take advantage. Government of Canada is introducing Concierge Programs for small businesses to apply for grants. There are also many innovative technology funding companies that are looking for expansion. The important key is for businesses to look at their vision and figure out the right kind of grants.
The triple bottom line is still an interest for many investors. There are still many investors who will give up the return for social impact. Startup companies are the easiest access to funding because there is no business history. Business history will influence investors’ decisions because companies need to prove to investors their previous money decision. Therefore, companies with long history will be difficult to access funding.
There are still many Canadian investors that invest to companies that are in different countries. It is important to ask in advance for prohibit agreement.
Companies have less visibility will have difficulty with managing money. The impact will lose sight of expenses. Companies should accept payments directly as much as possible because money that comes efficiently will improve the cash flow directly.
Owners should surround themselves with success people. They should hire success group advisors because nobody can do it alone. The panelists suggest company owners to hire advisors as soon as possible.
“Pay them now, or pay them ten times in future”
Panelists believe control cash flow is important. Companies that require immediate cash investment are in bad position. Banks are looking for control and management. Canadian banks have their bank formula to determine the qualification and risk. Companies should build the relationship with their banks.
Panelists believe many entrepreneurs fail to access funding because they can get difficult. They should do their due diligence and look at the rest of the investors group. The behavior is important and they should know who they deal business with.
Dell VIP Lunch – Understanding the Entrepreneurs
Kevin Peesker, the President of Dell, illustrates his view of entrepreneur’s traits. Entrepreneurs are the ones who get up early with passion and commitment. Moreover, entrepreneurs believe risk taking is their essence of life. Entrepreneurs are inspired with stories that differentiate themselves out the world. Entrepreneurs have the power to do more. Furthermore, entrepreneurs have the passion to grow business in the world.
Peesker introduces Dell’s entrepreneur’s pillars of innovation, which includes network, capital, technology and knowledge as their model, and Founders 50, which includes the model of brand awareness, network, sales enablement, technology and capital.
Peesker invites Dell’s directors, Michael Mclay, Jonathan Bixby, and Amy Millman to discuss about the impact of Dell to small businesses in Vancouver. They believe the driver of entrepreneurs is to create opportunities to make a difference in world. There is such thing as entrepreneur DNA and they usually ask millions of questions until they figure out the system. Entrepreneurs are inspired with success stories in their early life to motive them to change the world. The common theme for entrepreneurs is that they do not give up easily.
Entrepreneurs believe if they only have one life to live, they will not make money for someone else. There are many people who talk but less action. They usually give up very easily; however, entrepreneurs will find ways to break that obstacle.
Dell can help entrepreneurs to discover new solutions. They can provide advices for startup companies. In addition, Dell is working closely with entrepreneurs to help them meet with many high level people and access to key expertise. The panelists encourage entrepreneurs to invest their time to Dell for future planning.
“Life is short; just ski down and you will be surprise”
Uncover the Power of Mobile Technology
Paul Romanchych, the Vice President of Bell Mobility, share his view of technology world today. Technology helps people to connect the world they live in. Many advanced technology devices are becoming more integrated with people’s lives. The stats show technology improves customer services by 73%, increase transaction by 28% and connect with meetings by 29%.
In the life of business owners, there are five challenges owners are facing that technology can help to resolve.
The first challenge is “the proof of completed work”. Business owners can use the latest wireless devices to capture the work. The devices are HD videos, high resolution photos, and editable software. The second challenge is “the office to go”. Technology can keep owners connect, work anywhere, and get access to the data from temporary offices, tradeshow and customers premises. The third challenge is “mobile payments”. Technology can maximize owners’ bottom line and process the payment on the go. Owners can generate more sales and evaluate customers experience with technology efficiency. The fourth challenge is “hard environment”. Technology can cater owners to overcome many environment issues, such as rain and snow. These devices are waterproof smartphones. The last challenge is “a remote workforce”. Technology can help owners to track where employees locate all the time. This will ensure the workforce stays productive.
The mobile form of technology is advancing in the generation. There will be no more paper work and the device can help owners to complete forms online instantly. Tablets can make owners more productive and it is important for business owners to leverage the applications and solutions to increase efficiency.
The presentation invites technology experts, David Potter, the Marketing Manager of Citrix SaaS, Mike Agerbo, the Co-Founder of Blink Media Works, Brett Stenner, the Account manager of Samsung, and Mark Asay, the Director of Sales for vCita to share their insights on how technology can help small businesses.
Technology is using bigger screen to capture businesses. The advance devices have the ability to update automatically with no cost. Technology helps business owners to focus on work. Most devices have strong security protocols to test for compliance issue.
Most devices can help business owners to schedule meetings and form back office. As technology progress, business owners are focusing on the touch and the feeling. They are looking for solutions on apps and expect apps to help them market their clients.
In the future, smart watches will be on the trend of technology. The new technology will not require business owners to insert passwords. They will act as the Theo meter of business and provide notification for business owners. Technology can provide many great opportunities for small businesses, including accessing content resources, reaching out to expertise, and presenting their products.
The panelists believe tablets will soon replace the laptop and projectors. It is important for small businesses to invest their resources on technology.
Inspiring Entrepreneurs
Moe Somani, the CEO of SOHO, invites the award-winning entrepreneurs to discuss their journey of entrepreneur. The panelists include Meredith Powell, the Co-founder of The Next Big Thing Foundation, Cybele Negris, the President of Webnames, Kim Cope, the Founder of Early Entrepreneurs, Chris Bolton, the national youth ambassador of The Next Big Thing, and Daniel Dubois, the Founder of Shareshed.
All entrepreneurs start with their passion to change the world. Powell believes her foundation focuses on the scale of business and provides passion to give it forward to the next generation of entrepreneurs. Negris believes it is important to educate people to take advantage of the new technology. Cope inspires by the attitude of entrepreneurs. Bolton inspires by teaching other people the creativity of technology, and Dubois believes entrepreneurs can figure out the reason behind everything.
Entrepreneurs face many challenges in their career paths. Negris believe the main challenge is to find the right people. The right people can bring the right information. This will help entrepreneurs to reduce redundant work. Entrepreneurs need to be more strategic. Moreover, Negris suggests all new entrepreneurs not to give up equity unless it is necessary.
As business gets big, it is necessary to protect the brand. Negris suggests all new entrepreneurs to get as much as domain as possible.
The Next Big Thing Foundation inspires many entrepreneurs to have mentorship early to ensure success. All panelists have mentors. Dubois believes mentors should have the same interest and it is important to not look for the title. Bolton’s mentors are their family members because they give Bolton a chance to watch and observe the company’s procedures. Cope believes mentors should be like big brother and big sister. Her mentor is her harsh school teacher because the teacher can help her see herself in the next future years. Negris has the CEO of Electronic Arts as her mentor. The mentor challenge Negris and hold accountable. Negris’ mentor helps her figure out the life balance.
Entrepreneurs can be lonely. It is important to seek people to challenge and inspire them. It is necessary to surround with success people with similar mindset.
All startup companies have gone through many challenges. Cope shares her challenge is to have the courage to quit her stable job and drive to unknown. Bolton is to determine whether or not to take the risk. Dubois is to determine the proper procedure to take his idea into action.
Entrepreneurs seek advices from different entrepreneurs. Negris’ advice for new entrepreneurs is to start lean and not overspend. Powell’s advice is to focus on how to valuate partnership with people, product, and then pay. Entrepreneurs need to know where they will be in the next future years understand their core values.
“Business integrates your life plan”
Entrepreneurs need to know if they are living to work or working to live. Dubois indicates 10% of happiness comes from social status and 90% comes from having something bigger. Entrepreneurs drive larger vision and understand the life behind the person who works with them. By providing creative work space is important for young people.
Many entrepreneurs are holding back due to lack of confidence. Entrepreneurs need to learn grit, the ability to rebound. Inspiration is important for entrepreneurs and it drives their motivation. Negris is inspired by the online security. Dubois, Bolton and Cope are inspired by the excitement.
Negris suggests new entrepreneurs to read the book “How to make friends and influence people”. Cope suggests “Paint a picture”, Bolton suggests “Why programing sucks”. Moreover, Dubois suggests “Emotional Intelligence”.
Aside from work, entrepreneurs need to find ways to manage their day. Powell recommends new entrepreneurs to be kind to themselves. Negris recommends not to check email in the morning. Cope recommends exercise daily. Bolton recommends to have plants. Moreover, Dubois recommends active exercise.
“It does not matter how old you are. All entrepreneurs go through the same thing”
How to generate more business form LinkedIn
This is a workshop hosted by Melonie Dodaro, the author of “the LinkedIn code”. Dodaro will share her research and techniques to help people improve their LinkedIn profile.
People are overwhelmed with social media. They have many alternative ways to involve, create, discuss, promote, and measure their business with social media. However, many people understate the power of LinkedIn because they do not know the business application in there.
LinkedIn has two types of profiles: makes friend, and makes money. LinkedIn is the only social media that has integrated business module. Based on stats, 2 new people join LinkedIn every second and the average household income is $109,000. People are more confident in the information they found on LinkedIn. Therefore, LinkedIn has 277% more effective for lead generation.
On Google search engine, LinkedIn profile comes on the top of the list. This makes LinkedIn to be the first online impression. People used to treat LinkedIn as resume, but to effectively use LinkedIn, people need different approach.
3 steps formula to LinkedIn success
Dodaro creates a formula for people to increase the success on their LinkedIn profiles.
Step 1: Get Found
Dodaro believes if people are not showing on the first page of the LinkedIn search, they are considered as invisible. People need to pick the right keywords in their profile. It is important to optimize the profile with the keywords that the ideal clients would look for. There are 4 places to optimize the keywords.
The first place is the headline. It is important to choose the keywords that are compelling. The second place is the current work experience field. People can have the keywords on the title and the description. The third place is the past work experience. This will make it more relevant and if people have consistent keywords on the current and past work experience, it will pick up by the LinkedIn algorithm. The fourth place is the summary section. Dodaro believes the optimize profile will improve the search result and increase the number of professional connection.
Step 2: Attract your ideal clients
Dodaro suggests people to write a client focused summary section. The summary section should avoid boring bio and write in first person. The summary section should identify the ideal clients. People can use the summary section to share how they can help them. All summary section should include a call to action on what clients should do at the end. The summary section should be about the target audience. Dodaro believes if people want to attract their ideal clients, it is important for the profile to speak about them. Therefore, people can highlight the bio only on the first two sentences in the summary section.
Step 3: Stand out
Dodaro suggests people to complete all components on their profiles. The more content people provide, the higher chance the LinkedIn algorithm will pull. People need to include a professional headshot. People want to deal with people, not logo. Dodaro also suggests people to include an introduction video to increase the audience interaction. Video can get the audience to feel the existence of users. It is important to add skills to the profile. The more skills people endorsed, the higher the LinkedIn ranking will be. Skills will increase the level of social proof.
Dodaro also recommends people to get recommendation. People will feel more confident and become potential clients when they see recommendations. This is another social proof in action. The review is important. People will buy because of other people’s reviews. Nevertheless, people will distinguish the services if positive is more than negative.
The power of social proof can lead people and people will know. Therefore, Dodaro believes people should always give first before receive.
Dodaro shares The LinkedIn Code abbreviation. People can relate to these abbreviations to build their LinkedIn profile.
Name: The 6 biggest money mistakes coaches make and how to avoid them
Presenter: Pam Sterling
Coaches help others to move beyond their limitation and continue to make ends meet. Pam Sterling wants to help coaches to increase income and increase impact. She used to work in the interior design show room and she quickly discovers her passion is not in the current workplace. Her passion is to transform others and the process of helping makes her alive. She uses her own principle and techniques and become the game changer that quadruples the monthly income. Furthermore, she creates the company, “Coaches on Fire”, to continue her passion to help others.
Sterling believes all coaches need these certain characteristics to break the limits. Coaches need a compelling mission with a core message. Coaches need to have coaching mastery from continue investing themselves. They must have clear monetization that integrates captivity marketing. With comprehensive management and courageous mindset, all coaches must have catapultic momentum to help customers to transform.
Sterling shares 6 mistakes that all coaches make about money. These mistakes can jeopardize coaches’ careers.
Mistake #1: I do not care about the money, I just love coaching
It is important to have passion, love and care, but if coaches do not care about money, they will not have any. If coaches tell the universe money is not their concern, the universe will not attract money opportunities to coaches. Money is the result of the value coaches present and coaches need to ensure their mindsets and attitudes are integrated with money element.
Sterling suggests coaches to create a message to remind them to bring value and reward money to sustain business. Coaches are professional businesses and they need money to sustain their business; in fact, coaching and mentoring are different.
Mistake #2: We charge by the hour or by the month
Most coaches believe if they charge their clients by hour or by month, they will sustain their income and keep them on a treadmill. However, if clients quantify their service by hour or month will limit their freedom to help their clients. In addition, clients will not expose their commitment and deep inner feeling if they know they are billed by hours. Therefore, coaches will limit predictability and reduce personal interactions with clients.
Sterling suggests for all coaches to package their services by 3, 6 or 12 months program. The minimum amount is 3 months with minimum of 12 sections. This will leverage the clients and give clients the flexibility to express personal engagement with coaches.
Mistake #3: We do not charge enough
A lot of coaches are under charge with their services. Their services do not reflect on their payments. However, this happens because coaches are afraid to ask for more. Coaches need to express to clients that it is not about the dollar figure, it is about the experience and expertise for the time they spend together.
Sterling suggests all coaches to charge what client is worth. People who invest more will concentrate more. They will go all in due to high level of intensity. Coaches need ensure the payment is the reflection of clients’ worth. By raising the price for clients, clients will do the work and will receive the results they want. Moreover, coaches need to serve above the level and beyond.
Mistake #4: We have not done the math
Coaches need to do financial preparation. This includes financial forecast, valuation and breakeven figures. These financial models will help them build businesses. In addition, it will assess the business and figure out the financial goal to meet their outcome.
Sterling suggests all coaches to exam their program and evaluate the pricing. It is important to figure out the monthly goal, closing percentage, and the amount of clients require for breakeven. All financial analysis will help coaches to understand their expectation. Moreover, coaches can use excel worksheet to calculate their financial goals.
Mistake #5: We try to chase down clients
Many coaches are chasing down clients and convince people to get interest about their coaching. Sterling believes prospects have two different doors they can enter. The first door is the health fair model, and the other is the emergency. Prospects who use health fair model will want free stuff because their situation is not urgent. However, prospects who are in emergency will want support immediately. They are the people they need help now and they do not know how to help themselves.
Sterling suggests coaches to attract prospects who are in emergency. Moreover, they will not shop around and they need the service right away. These prospects will know the pain, aspiration, and worry. Therefore, coaches can solve their problem because they are looking for answer, which is coaching.
Mistake #6: We do not present the offer in a way that makes it a “no brainer”
Many coaches believe if they present their offer, they might scare their clients away. However, if clients are interested to coaches’ services, they want to work with coaches. It is important to realize clients do not like to guess. In fact, they want coaches to be simple and straight forward. Coaches need to provide their call to action in a way that is not complex and easy to reach.
Sterling suggests coaches to master “The No-Brainer Enrollment Conversation”. Sterling designs this framework to help coaches to ask the right questions. This will show coaches how to lead clients to walk into effective conversation.
Sterling shares her framework to guide coaches to their offers.
Steps
Questions
Identify the problem
What is your biggest challenge right now?
Probe the pain
How is this challenge effecting your health, career finances, relationships?
Paint the picture
What would you love to see in these areas of health, career, finances, relationship?
Test their preparedness
How long are you willing to stay where you are at?
Ask their perspective
What do you feel you need to get from where you are at to where you would love to be?
Offer your prescription
I have a prescription that I believe will get you to where you want. Would you like to hear it?
How does that sound?
Explain the process
So this how it works. How does that sound?
Execute the payment
Explain the investment and payment options. Which payment option do you prefer?
Name: CPA Magazine – Strategies for creating value in a low-growth environment
Presenter: Howard Johnson
When economic growth remains at low growth, many executives are facing the challenge to increase shareholder values in their organization. Many organizations need to overcome this challenge in order to remain profitable in the economic environment. Howard Johnson, the Managing Director of Vercap M&A International Inc. and Campbell Valuation Partners Limited, works with many executives to maximize their shareholder value. His experience will help many business owners to improve their current strategies. CPA Magazine invites Johnson to share his insight. Moreover, this webinar will create positive impact for any business owner who is looking for guidance to assist their organization’s operations.
Based on the economic growth rate, Canada, US and Western Europe are remain low and expect to be low for many years. Johnson conducts the analysis of public information to see if there is any strategy to retain or create shareholder values, and the research discovers there is a pattern from many major corporations to pursue higher shareholder values.
Johnson indicates there are 4 strategies to create shareholder value. All strategies are not mutually exclusive. The first strategy is acquisition, which is to purchase or merge other corporation. The second strategy is capital discipline, which is to look at the financial position from the capital investment’s perspective. The third strategy is operational excellence, which is to improve the operation practice. The last strategy is innovation, which is to create niche value from existing core competency.
In the technical perspective, shareholders value is created when the return on capital is greater than the cost of capital. The research shows many organizations have challenge or ignore to measure the cost of capital. Therefore, Johnson believes it is important for all business owners to identify and measure the cost of capital as often as possible.
Johnson believes the framework of shareholder value creation comes from entrepreneurial environment. In order to execute all 4 strategies, Johnson identifies the 6 criteria that all companies should incorporate in their organization environment.
Strong management team with open communication
Culture of passionate employees
Attentiveness to customer needs
Progressive approach to risk management
Moderate use of debt in their capital structure
Long-term perspective to shareholder value creation
Clear communication is essential in all companies. The influence of positive culture is important because the biggest asset of any company is employees. It is important to initiate the response to customer in timing matter. Management needs procedure to assess risks. Companies should make use of debit financing and have future goals.
Strategy #1: Acquisition
Johnson looks at the company called “Constellation Software” and studies their successful acquisition strategy. He discovers the company performs internal rate of return (IRR) and mutually exclusive and collectively exhaustive (MCECE) on every acquisition. Constellation Software will target small companies that have customer diversification, customer attraction, strong leading market share, and potential growth through geographic or product expansion. Moreover, companies need to have the ability to add value to the existing practice.
Strategy #2: Capital Discipline
Johnson uses the example of a firm called “Birch Hill” that executes the capital investment strategy to acquire another company called “Softchoice”. Instead of looking at the bottom line from income statement, Birch Hill forces on the balance sheet. Softchoice has no debt or any significant cash reserves, and it signals Birch Hill to seek the opportunity to use debt financing to leverage equity return. The asset is less than depreciation and the working capital is less than 2% of revenue. Another main factor is that Softchoice has low accounts receivable because of upfront customer payments. Based on the analysis, it has high return on equity. Johnson suggests companies should not just look at the earnings before interest, taxes, depreciation, and amortization (EBITDA); instead, company should look at other financial factors.
Strategy #3: Operational Excellence
Johnson reviews the company called “Goodlife” and discovers Goodlife emphasizes on culture of excellence and employee engagement. Goodlife offers new products and promotions to retain members. Goodlife utilizes social media to identify possible opportunities and reduce risks. Goodlife creates attention that focus on customers’ needs and demands. Moreover, Goodlife demonstrates the values come from people, customer, and system. Johnson realizes the cultural fit and integration are important elements in operational excellence.
Strategy #4: Innovation
Johnson interviews a movie theatre company called “Cineplex” to identify their successful innovation strategy. Cineplex captures the home entertainment trend and finds way to leverage new capabilities. Cineplex offers new innovative products add value towards customers’ demand. Cineplex creates efficiency on customers’ experience and improves the infrastructure for the customer base. By focusing on customer loyalty, Cineplex has successfully incorporated culture of innovation in every theatre. Johnson believes innovation involves two way communication and front line engagement.
Johnson suggests all companies to conduct employee survey. The stats can potentially become the important factor in all acquisition. It is important to perform risk management procedure as regular exercise. Companies can implement balance scorecard to measure companies’ targets. Nevertheless, companies can identify the financial position through working capital ratio.
Name: Directors Source – 20 questions directors should ask about strategy
Presenter: Ken Smith
Company’s success comes from strategies and implementation. Directors need to ensure the proper delegation of roles of strategy. Understanding the role behind the strategy will reduce the risk of business going to the wrong direction. Dr. Ken Smith, the Associate Dean, Executive Programs and Associate Professor of College of Management and Economic, will share his view of questions directors need to ask to focus the right strategic choices for the business. He is also the chair of SECOR consulting and the author of “20 Questions Directors Should Ask about Strategy”. In this webinar from Directors Source, he will condense his research and present his experience to help board directors to ask the right questions. All directors in any industry will be benefit from this webinar.
Smith believes all directors should ask the main 20 questions to assess the corporate strategy. The first 6 questions relate to the process of strategy development. The next 11 questions relate to the content of the strategy, and the last 3 questions relate to the oversight of the strategy. The purpose of the questions is to take directors deeper into strategy while remaining in directors’ roles.
Question 1: What is the board’s role in strategy versus management’s role?
It is important to distinguish the roles between board and management. The board is responsible for company’s direction and the management responsible for analysis and planning. The important element is to ensure the board actively collaborates in the strategic thinking.
Question 2: What is the process for developing the strategic plan?
Smith thinks the process should incorporate future planning, internal and external considerations, different levels of analysis, the usage of external resources, the action plan with appropriate financial models, associate risk analysis, and the appropriate level of involvement.
Question 3: What is the education so directors understand company and context?
It is important to understand that not all directors have the right industry knowledge. Therefore, board should incorporate independent competitor briefings and discussions to maintain the necessary knowledge for the strategic decision making.
Question 4: How will management and board be engaged in strategy development?
Smith indicates the engagement between management and the board is critical. Board needs to raise expectation and concerns early before the implementation of the strategy. Directors need to engage scenario analysis to assess any possible risks.
Question 5: What is this board ‘s risk appetite with respect to strategy?
Directors need to discuss about the uncertainties and other possible risks circumstances. Smith believes board’s role is not to minimize risk; instead, the board should take on the right amount of significant risks to move to the right strategic direction.
Question 6: Each decision: what is the strategic context; does decision alter strategy?
In the business world, all strategies are ongoing process. If decision is right but not align with the strategy could mean any of these 3 possibilities: the strategy is right but the decision is wrong, the decision is eliminating one of corporate alternatives, or the decision forces to change to new strategy.
Smith emphasizes the content of the strategy consists 4 levels of concern to the board.
Strategic vision and goals
Corporate strategy
Competitive strategy
Functional strategy
During the first level of concern, there are 3 questions directors should ask.
Question 7: What is the future context for the industry and the company?
Directors need to know the plan to address the strategic choices for future context, seldom the current context.
Question 8: Where will the company compete and why?
Directors need to identify the market, the stage in value chain and the position in the economic trend.
Question 9: Given the future context and the choices above, what are the overall strategy goals?
Directors need to know the outcome they want to target.
As for the second level of concern, directors need to ask the next 4 questions.
Question 10: Are any of the industries in which the company operates likely to restructure?
Directors need to know if restructure is necessary to compete with other competitors in the same market.
Question 11: What role should the company play in industry restructuring?
Directors need to know where company is positioning themselves in the market during the restructuring, such as if company acts like a buyer or a seller position.
The next 2 questions only consider for corporation with subsidiary companies.
Question 12: Considering a portfolio of businesses held, how is the parent company add value?
Directors want to know how company can add value to the subsidiary companies in the future.
Question 13: Is the proposed corporate strategy consistent with the role and capabilities of the parent?
Directors want to know if the company is ready to face the new market.
In the stage of third level of concern, directors will ask 2 questions.
Question 14: How does the proposed strategy advance the company toward its goals?
Smith believes it is important to link the strategy back to vision. Therefore, this question will analyze the basic.
Question 15: How does the new strategy affect the skill and resource requirement?
If company is changing strategy, there will be new direction. Directors want to know if the direction requires new capabilities or resource. In addition, directors will need to assess if there is any risks to avoid or reduce.
The last level of concern will require directors to ask the next 2 questions.
Question 16: What are the functional strategies that are instrumental to success and associated risks?
Based on risks analysis, directors need to leverage the right amount of depth in the management.
Question 17: How has the strategy incorporated corporate social responsibilities?
Many companies are incorporated their strategies with Corporate Social Responsibilities (CSR). Directors need to ensure all solutions are related to CSR model.
The last stage of strategy development is the oversight phase. The last 3 questions focus on the implantation part of the strategy.
Question 18: What are the key steps, risks and expected returns of implementation?
Companies need to create their action plan based on the strategy. The action plan includes financial projection, monitoring process and the clarity with the organization.
Question 19: What options does the strategy keep open or eliminate?
Companies need to ensure there is flexibility on the implementation to ensure other options available in the future. This will allow companies to seek new opportunities to enhance the current direction.
Question 20: Is board prepared for events that could put directors on the front line?
Companies need to prepare for the worst. This includes possibility of losing CEO or other unsolicited takeover. As long as the board is prepared for any unexpected or unplanned events, companies will be in healthy position.
“If directors have been sufficiently engaged, they will serve the company well when the stakes are highest”
Name: Evercoach – The Live Master Class Experience
Presenter: Rich Litvin
Evercoach is founded by Rich Litvin, one of the world’s most exclusive success coaches. He helps coaches, including Olympic athletes, presidential candidates, film directors, physicians, and other professionals, to exceed their limitation and achievements. He is also the co-author of the book called “The Prosperous Coach” and the founder of The Confident Woman’s Salon and The High Achieving Introvert Project. The webinar is published by Mindvalley , and this webinar is designed to break many coaches limitation and create a potential platform to achieve to the next level of their financial goals.
The process to create a thriving coaching business
Litvin has a framework to create thriving businesses for all coaches. The steps are “Deep Inner Work”, “Fearless Coaching” and “Client Creation”.
Coaches need to understand that they need to have deep inner work inside them before they can help their clients. This means all coaches need to understand about themselves before approaching others. In order to approach high performing and high paying clients, coaches need to find their ways to be fearless. Litvin believes fearless coaching means to show up to clients, interact with clients, and take no for answer.
Litvin believes coaches should not attract clients; instead, they should create them. In order to create a thriving coaching business, Litvin creates a 4 steps procedure: connect, invite, create, and propose.
Enrollment of high performing, high paying clients
Litvin emphasizes all coaches do not realize coaching can be an enrolment process. Coaching is the best way to enroll those high performing, and high paying clients. Litvin believes the difference between successful coaches and struggling coaches is the ability to engage their clients in a powerful conversation.
“No high-performing client was ever created outside of conversation. And no high-paying client was ever created outside of a powerful conversation.”
The perfect pitch
Litvin suggests all coaches before starting their powerful conversations with their clients, they should ask themselves “Who do I love to work with?”. This question also leads to another question “Who would I love to speak to?”. Litvin wants all coaches to understand themselves their niche markets. If coaches believe the people around them are not their clients, they are considered to be referring clients. Coaches now need to ask themselves “Who do I know?”. All these suggested questions are ways to help coaches to connect with their clients. To fully connect with clients, Litvin recommends all coaches to spend at minimum of 2 hours with them. It is also important to ask for permission before coaching the clients.
“Be a professional coach, not a social coach”
To invite the clients to have a powerful conversation, Litvin suggests all coaches to start a question “Would you like to have a conversation about that?”. All coaches should always challenge clients’ ways of thinking . When clients are aware, coaches can follow up with another question “Would that be ok with you?”. Litvin believes there are many different ways to approach clients, but they always include the key factor of understanding the use of language. People have sell-resistance; therefore, coaches should not try to sell them. Instead, coaches should serve and support them.
To create a powerful conversation, coaches need to serve them so powerful that they will never forget. Litvin suggest all coaches to keep asking for permission. Coaches should never hold back. By giving it all, clients will be inspired and will want to start a business relationship with coaches. The more powerful the conversation, the more time is required and more connect clients will form.
“Do not close a sale, open a relationship. And start finding out what would work powerfully for you and your client. And then you got your proposal”
Fearless Coaching
Most coaches forget the power of silence. It is important to have clients to do the work. This can achieve by asking the question “What else?”. Coaches can connect deeper if they can figure out deeper facts about the clients. It is important to be vulnerable in front of the clients and be willing to share in front of the clients. By bringing out the fearless coaching, coaches need to ask questions that make clients uncomfortable. All high performing clients will trust their coaches when they realize coaches are open to speak the truth. Litvin wants all coaches to remember that coaches should sell their experience, not the concept of coaching.
The powerful conversation will lead clients to ask “Can you help me?”. Coaches can only figure out the solution is when they spend time with the clients. A concept Litvin wants all coaches to keep in mind is that coaching is about being present at the right moment. Coaches do not make magic; instead, clients are the one who are making the magic. Coaches are not there to sell or teach, yet they are there to serve and please.
“Fearless coaching is willing to feel uncomfortable. If you are not, you will never take your clients to that place”
The Proposal
Coaches need to learn how to tell the story and learn to lead their clients. After the powerful conversation, coaches can proposal to clients by understanding “how many times you would speak?”, “How they can reach you?”, and “How much it would cost?”. It is important to provide the fact that money is the least they can do. Litvin suggests all proposals must include these elements.
Pay a fee to be coached
Bring the commitment that is needed for coaching
Get past the fears that come up
If clients have denied the proposal due to money issue, Litvin believes the conversation is not powerful enough. Coaches need to go back to the previous step and conduct a better powerful conversation.
Litvin believes all coaching starts with “why”. Let clients know the “how” and the “look”. Coaches need to communicate with the clients to plan to handle their biggest fear and focus on that as the main reason of coaching the clients.
The fears
Litvin explains there are fears and excuses that block coaches from their success. Coaches need to find ways, such as hire their own coaches, to help them with their fears.
Fears
Being Needy
not showing up powerfully
showing up powerfully
Excuses
Cannot afford it
Not with that much
Do not know who to speak to
Do not know how to get into the corporate world
“If you are vulnerable, you create space for your clients to be vulnerable”
Name: CPA Canada – Governance for Not-for-Profit Organizations
Presenter: Lyn McDonell
Many Not-for-profit organizations (NPO) are forming to address the social responsibility of the community. In addition, it is important for non-financial NPO directors to understand the oversight of their financial affairs. CPA Canada presents this event to educate directors about the dynamics of the governance framework. Lyn McDonell, the President of The Accountability Group and the chair of CPA Canada’s Not-for-Profit Committee of the Risk Oversight Governance Board, will present in this seminar. She will share her expertise for all directors with steps to have an effective NPO board. Moreover, all NPO directors will benefit from this presentation.
In the NPO industry, the board has the responsibility of the oversight of operations and the ultimate decision-making. As for the individual directors, they must have duty of care and duty of loyalty. McDonell defines duty of care as directors need to act with the competence and diligence that a reasonably prudent person with similar knowledge and expertise would exercise in comparable circumstance. She also defines duty of loyalty as to act honestly and in good faith in the best interests of the organization. There are 5 important steps to create the governance framework.
Step 1: Understanding the legislative framework and environment
To form the board, members need to ensure they fully understand these five areas of the industry.
Legislation & Common Law
Community served
Social political trends and developments
NPO sector trends and developments
Other stakeholders
These five areas will help members to understand the reason behind the board.
Members will need to elect board directors to oversight the direction of the organization. They also need to appoint external auditors for financial control. The board directors will appoint a chief executive officer or executive director to manage the operation. The board directors will also retain advisers and appoint committees to delicate responsibilities. The CEO or ED will hire employees to ensure operations are performed. Moreover, it is important to elect the right members first to ensure the framework is on the right track.
McDonell believes there are three levels of approval authority under the hierarchy of the governance authority. The first level is the legislation. This ensures all articles of incorporation are provided correctly to government. The second level is the members. This ensures all bylaws are aligned with the mission and the mission is aligned with the articles of incorporation. The third level is the board. This ensures all board policies, which includes vision, strategy and organization policies, are aligned with the bylaw.
Step 2: Designing the governance framework
The board responsibility comes to 3 simple questions.
What is the work of the board?
How will board add value?
How will the framework be evaluated?
McDonell believes the design of the governance framework forms the work of the board. Boards need to approve the mission, vision, values and strategic directions. Boards need to monitor the organizational performance. They will oversee the financial affairs. They are required to select, supervise, evaluate, and compensate the CEO or ED. Assess the risks and opportunities is important, and develop board’s process is essential. Nevertheless, they need to manage the board dynamics.
Boards can add value by assessing the past, present and the future. To assess the past, boards will look at the previous years of audited financial statements, the quality and quantity of the past services, and the health of the staff retention. By looking at the past, boards can learn from mistakes and incorporate to the new direction.
By assessing the present, board will formulate the state of the operation plan, and set and evaluate milestones for projects. Boards will focus if the operation is on track or need to change.
By assessing the future, board will develop strategy to prepare the shifts in government policy, take advantage of the emerging trends, explore the new client markets and services, and understand the new stakeholders and demographic trends.
McDonell emphasizes the governance can only be effective if it reflects the current standard of good governance. It is important to ensure the policies are consistent with the values of the organization. Flexibility to the future, and nurture a health board dynamic are important. Moreover, boards need to foster a collaborative relationship between the board and the CEO.
Step 3: Implementing the governance framework
Boards will need to confirm mission and articles of incorporation; therefore, they will review the bylaws, board and organizational policies.
The articles of incorporation are like the guide to the framework. The mission statement shapes the articles. Boards need to ensure the mission statement, bylaws, board and organizational policies are relevant for the future of the organization. Any changes are required to discuss with members and stakeholders. If decisions are difficult to make, boards can acquire other governance expertise for assistance.
Step 4: Getting board dynamics right
The best way to ensure the board dynamics are correct is to perform evaluation. This means boards need to evaluate their own performance, evaluate the committees’ performance, evaluate the individual directors’ performance, and evaluate the CEO’s performance.
McDonell believes all board should commit to independence, continue improvement and strong relationship. Therefore, all directors should be skilled and experienced. This will include courage, integrity, collegiality and good judgment. As for board members, diversity is important. Boards need to have credibility and sound. All committees and directors should have regular evaluation throughout the years.
Step 5: Monitoring, learning and improvement
Boards need to be realistic. They need to have the ability to seek outside governance resources for support. Complicated board is not the efficient way to manage. Therefore, keep everything simple and straightforward is important. Boards to need ensure they have involved senior management team with clear communication.
“An engaged board of directors working within a strong governance framework ensures the NPO has the level of oversight needed to meet regulatory requirements and fulfill its mission efficiently and effectively”
Name: Company of Young Professionals – Leadership Café
Presenter: Michael McKnight
Leadership Café is an event for all members of Company of Young Professionals to offer their innovation and creativity ideas back to community. It is honored to invite Michael McKnight, the President and CEO of the United Way Lower Mainland. United Way is a charitable organization that supports the community needs. The organization delivers funding to support other organizations’ programs. McKnight will present operational issues the organization is facing to members. Members will break into teams and address the issues. Ideas from this event will formulate with the strategic planning for United Way.
United Way has been around for over 85 years. Moreover, the brand is considered to be top 5 in Canada. While British Columbia is going through demographic shift, United Way is trying to keep the brand recognition in the society.
United Way has been raised over 30 million dollars through local business and donors and over 50 million dollars through government. A majority of funding will support children through education, program supplies, prevent bullying, and many senior services. Overall, there are 12 locations in British Columbia. United Way is currently promoting the program “Better at Home” to help senior shopping, transportation and rental.
Due to economic meltdown for the past years, the organization’s funding is declining. There are around 85,000 charities in Canada, and many charitable organizations are competing with the donation pool.
“Giving makes you happier”
McKnight emphasizes many organizations are trying to raise money by themselves by starting their own foundation. The average charitable revenue per year is 10 billion. Most of the new charities are marketing their clients to donate, which creates competition with United Way.
“Giving is linked with a longer life span”
“Giving promotes mental health”
McKnight indicates young people are not writing cheques to donate; instead, they want to be a part of the event experience. They are looking to have fun and expand network while donating their money to the society. If Canadian donated in 2011 at the same rate as 2006, Canadian charities would have received an additional 2.3 billion dollars. Young people from age 30 to 40 are willing to buy event tickets, and auction items, but they will not donate. Therefore, United Way is at risk because they need to find people to continue to donate.
Millennial like to share and they are driven by passion for specific causes. They are willing to donate their time to help because they are looking for experience. Furthermore, they like to engage with community, but few will give money away.
McKnight believes it is important to align their organization with the corporate social responsibility. 82% of Canadians expects corporation to create shareholder values that align with society interests. 54% of Canadians have rewarded companies that achieve goals that are related to socially responsibility. 45% of them have punished companies that are socially irresponsible. Nevertheless, 97% of employees in Canadian companies are very involved with their companies’ causes and make them feel a strong sense of loyalty in society.
The amount of donation in society has not changed. It only shifts from one place to another. McKnight wants members of Company of Young Professionals to answer the following 3 questions.
How can United Way of the Lower Mainland inspire philanthropy and engagement among the millennial generation?
What role do they think the business sector should play in supporting the Non for profit sector and social services?
Is an engagement activity like ALS more important than the cause?
Answers from members
For the first question, members suggest United Way to provide startup kit program for new young entrepreneurs to develop the understanding of the social responsibilities. They will be under the umbrella of United Way. This will also increase awareness and network connection for young entrepreneurs.
Members also suggest United Way to create micro charity for young entrepreneurs. The brand will empower them through experience. It will create story for young entrepreneurs. United Way can host gala networking events associated with young entrepreneurs. Moreover, United Way is recommended to develop mobile apps that can donate directly to United Way.
For the second question, members believe companies have the responsibility to educate and facilitate in the community. Instead of let companies to choose which nonprofit organization to support, coworkers can pick for themselves. This will create awareness through branding and give back the culture. Companies can engage activities through their leadership by team building exercise to teach coworkers the importance of giving.
For the third question, members believe engagement activity is more important than the cause. To change that, members suggest United Way to implement call of action. It is important to create engagement and awareness through story, which can relate to meaningful message. Due to short attention span from people in this generation, there must have a sense of urgency to ask for donation. Therefore, short, simple and direct are the key to connect with the millennial.
Vancouver Board of Trade invites the Mayor of Vancouver, Gregor Robertson, to discuss about his view of the future of Vancouver community. Gregor Robertson has been the mayor of Vancouver since 2008 and he is the creation of Vancouver Economic Action Strategy. He leads Vancouver to expand the opportunities of technology sector. He successfully builds his legacy of 2010 Winter Olympic; moreover, under his leadership, Vancouver continues to rank as one of the most livable cities in the world. This presentation will provide many valuable insights for business owners in Vancouver.
Gregor Robertson is proud of the current economy and believes Vancouver needs to capitalize advantage through international. Robertson sees Vancouver has the growth in the resource and technology sectors. In addition, government will put strategic effort on developing the technology sector and creating a home for future talent entrepreneurs.
Robertson illustrates the image of Vancouver to be keen, green and innovative. It is important to promote the city’s success. Recently, Vancouver invests the project Tech Hub to support many Vancouver startups with innovative events. Robertson believes Vancouver should not take the success for granted; instead, he believes Vancouver still require a team to recognize and address the global issues, including finance, taxes, and oil tanks.
Ethic culture diversity still remains the competitive advantage of Vancouver. However, Vancouver is still need a stronger attraction. The future goal will provide supporting tools to increase tourism sector and local residents. Vancouver is ranked to be second lowest tax rate city in Canada; therefore, many corporations will bring jobs to Vancouver in future. Robertson’s strategy is to promote the Vision Vancouver.
The reason behind Robertson’s motivation
The current Mayor of Vancouver, Gregor Robertson, is seeking for support to continue his vision for another four years. The reason behind his strategy is because Robertson wants Vancouver to change. He wants to see Vancouver to utilize opportunities and build on their success. He believes Vancouver has the potential to draw people around the world and take the city to another level of success.
Why is the campaign so dull?
Robertson believes Vancouver is at a stable economy stage. Everything is on track based on the strategic plan. Robertson wants to bring in new plans and development for Vancouver city. Vancouver is at the proactive stage, and city is looking for stabilization. Therefore, Robertson’s strategy is to introduce positive impact that will lead Vancouver to a different future.
What are the current main issues in Vancouver?
Citizens in Vancouver want to see the direction of the city and want to see a positive change. Affordability is a concern for Vancouver and rental housing needs to be addressed. Affordability issue will impact the core of the city and Robertson will bring positive and optimistic strategy for the future.
Response to panic
Robertson emphasizes Vancouver is prepared for any panic crisis. All documents will work away through all types of liability. There are steps for transparency and there will be sufficient communication through media. Many key players are prepared to initiate when crisis comes.
What is the vision of Vancouver?
Robertson thinks the new level of success for Vancouver involves technology. The world is paying attention to technology city, which will attract people to Vancouver. Vancouver needs to create momentum to become the top city of startup companies. This will create more venture capital, which will flow through the city.
Income household standard is low?
Currently the income household increase in Metro Vancouver is around 3.8%. Robertson will create more companies because people in this generation choose companies and move around the city. Technology will be the main attraction to invite more companies to stay in Vancouver. Robertson forecasts there will be an amazing shift the focus from resource to technology.
Vancouver is still mainly focus on service industry. It is important for Vancouver to stay focus and contribute. Robertson ensures the voice of people in Vancouver will be heard.
The biggest obstacle of homelessness
Robertson believes no one should sleep outside of Vancouver. With the current strategic action plan, Robertson believes Vancouver has a good chance to end the issue at the end of 2014. Robertson will not give up. Vancouver will work hard to create partnership with BC housing.
Upset residents from homelessness issue
Vancouver is building more shelter and shifts the downtown eastside to other location. There will be ongoing health providers. Neighbors need to work together to improve and contribute the environment of Vancouver.
Market of Rental Housing
There are many incentives for rental housing. Rental housing will create space and supplies for low income residents. Moreover, rental housing will make people to stay in Vancouver.
Plans for collaboration for other cities
Robertson announces Vancouver is currently working with other local cities to improve job opportunities. Vancouver will reach out to other cities for support and collaboration. Mobile business license for trade and business companies is implemented.
Bike Lane and Parking meter
Robertson implements bike lane strategy to transform the street of Vancouver to many functions usage. The strategy is challenging and the action plan will reduce 50% of cars in download in the future. There are many constructions and it is not great for transportation. Robertson will address this issue. Parking price will not reduce and remain stable because parking meter plays a great role of budget. If parking reduces, the property tax will increase.
Robertson believes bike lane is creating a positive economic impact. Vancouver is leaving a successful legacy. The improvements of transit will definitely improve the transportation in Vancouver.
Presenters: Keith Elwood, Coleen Christie, Victor Chan, Terry Pearson, Jennifer Gardy, Peter Gregson, Jeff Mudgett, Lesley Kim, Jessica O’Reilly, Charles Montgomery, Treana Peake, Jay Demerit, and Chip Wilson
TEDXVancouver is independently organized TED events that shares innovation ideas together with the community. The purpose of TEDX conference is to provide opportunities to join ideas together with community, connection, and conversation. With the host, Riaz Meghji, will invite world leading leaders to speak and interact with audience in Vancouver. The topic is “Tilt”, which means the shift of change or ideas to break pattern. Tilt is a cycle of life and the presentation will take the audience to different stages. The conference will inspire people with remarkable ideas and change the modern pattern to new innovative trend. Each presenter will give 18 minutes to present his or her subject.
Keith Elwood
Keith Elwood is a geographer from US Bureau of the Census. He assists the building of the first geocoding applications of the TIGER System, which leads to the creation of e nationwide digital map database known as GPS. Elwood believes his passion will direct him to emerge stronger technologies that can help mankind in everyday environment.
Elwood always believes the connection of people and surrounding is mandatory in the world today. Moreover, he is fascinated when GPS is created to assist people’s lives. GPS is a tool that can answer “Where am I?”, “Where am I going?” and “How I get there?” In addition, the algorithm of GPS is using network data map to minimize the travel time from one destination to another.
Back in the old days, people are all man maker, which means people have the ability to explore the surrounding. Everyone has a mental map that can define their personal and lifelong project. With mental map, people are able to eliminate stress and build on existing ideas. However, with the invention of GPS, people tend to lose the ability to create mental map. People rely on GPS technology and no matter how advance system GPS has, there is always room for direction or misleading error.
The system needs to address common sense and skepticism. People will lose situational awareness when they rely on machine. Therefore, people need to engineer themselves to trust common sense and let them drive the direction instead of letting machine drive their directions.
“Stop look at the screen, you should look at the window sometimes”
Coleen Christie
The anchor for CTV News Vancouver, Coleen Christie, reports news and events for Vancouver lower mainland. Christie seeks the opportunity to broadcast CTV Olympic. Throughout her career, Christie works as a producer and director for CTV network.
Christie defines news as a product to be sold to consumers. It is a product that has leverage of power. Moreover, news has shift from newspaper to digital. The major issue with news today is the consumers. Consumers do not fully trust the news they see on television.
Christie shares information through mainstream news. The news team will assemble all local news. In addition, debate will take place to discuss ideas that can attract attention from audience. Reporters will assemble the news and deliver to audience. News that has no value will not air.
Christie believes the perception of bias is something news cannot avoid. The mainstream news does not have political agenda. Discipline is needed and it is important to present facts without personal emotion attachment. In addition, mainstream news cannot take side.
Bias is bad for news in business. The average attention span for people these days is around 2 minutes. Therefore, boredom is bias and social media involves bias. People are subject creators of the news today and they will pick and choose their news from their subconscious minds.
News media comes from freedom and bias. People can get facts from any source, but news can provide content to people. Christie believes in this society, they need to battle consumers’ bias and provide more diverse news to the world.
Victor Chan
Victor Chan works 42 years of experience with Dalai Lama. They founded the Dalai Lama center for Peace and Education in Vancouver in 2004 to help students to experience meditation. Chan has interviewed the Dalai Lama extensively and successfully bond a unique friendship. With his experience with the practice, he introduces the importance of mindfulness.
Chan believes mindfulness comes from focus and pay attention to mental and physical wellbeing. The idea is originally from India and it is the mental technique to improve life. The outcome will help people to be kinder to people around them. Moreover, it sends a powerful message to feel satisfaction about life.
In Chan’s first 20 years in Hong Kong, he finds himself to be tired and lost. He is trained to believe education is the most important in life. During his Afghanistan trip, he was kidnap. They travel to mountains and face the critical moment in his life. The unexpected event leads him to meet Dalai Lama.
With a special interaction, Dalai Lama and Chan both are bonded. Chan realizes there is a rebellion from Hong Kong, which is to change the existing education system in Hong Kong. After meeting with Dalai Lama, he leads many people to meditation and practice mindfulness. Moreover, Chan emphasizes to use Mindfulness technique to change students’ state of mind and balance the sense of wellbeing. People can feel less bullied.
Chan believes there is a momentum embedded in education system. By providing education with sense of fulfillment and social responsibility, students will have self-confidence to lead their lives successfully. Empathy is an important lesson to learn and Chan will use mindfulness to make students’ lives better.
Terry Pearson
Dr. Terry Pearson is a biochemistry and microbiology professor in the University of Victoria. He founded the SISCAPA Assay Technologies Inc. to research and develops diagnostic tests for personalized medicine. His research helps people in Africa to lead cure from tropical diseases and sleeping sickness. Moreover, his research discoveries have led many development of clinical diagnostic medicine.
From the result of heath research, he believes everyone has unique biomarkers in their blood. In fact, he also believes the whole universe can be identified from a drop of blood.
Molecules from blood indicate health or disease. It is translated through the flow of biomakers. Biomakers discovers wellness, fitness, stress, and cancer. Moreover, diagnostic tests will determine biomakers to distinguish individual health outcome. Even though people might look alike, their biochemical biomarkers are different.
In the current health care system, the outcome is compared with the herd. It will flag the result if biomakers shows abnormal status comparing with others. In the diagnostic testing, researchers will track each biomakers and provide antibiotic for patients.
Pearson believes the current health care system needs to change. Currently, the health care system uses reactive approach, which means patients will seek medical solution when they discover medical problems first. Pearson believes the health care system should be proactive approach, which means the test will discover the health problem and prevent patients from getting worst in their condition. The research from biomakers will help the health care system to change from reactive to proactive one day.
Jennifer Gardy and Peter Gregson
Jennifer Gardy is a senior scientist in Molecular Epidemiology at the British Columbia Centre for Disease Control. Her research focuses on DNA sequencing to provide solution for public health problems. Peter Gregon is an award winning cellist and musician that reinvigorating the classical genre with technologies. His passion is to bring engage contemporary music with the digital generation. Together, Gardy and Gregson will bring science and art together and form an extraordinary discovery.
Gardy and Gregson believe there is a way to connect between science and art. In Gardy’s research, chimpanzee is the closest animal to human. Human has a complex system and the main element diverse from chimpanzee and human is creativity. The origin of this research is to look closely to DNA.
DNA is building blocks of gene and the origin lies on gene. Human’s skills evolve when generation goes. DNA will change and shift from generations. In average, human has about 3 billion genes, but human does not have the biggest amount comparing to all animals on earth. Moreover, human also does not have the most types of genes either. What makes the difference is the junk DNA. The junk DNA contains the modify behavior of genes which make language and culture.
Gardy and Gregson believe it is possible to change DNA data to music. This is a called DNA data “songification”. By assigning pitches to the graph of the DNA chromosomes, musician can generate melody with repeat sequence and pattern.
Music is not just about notes, and it is about the spaces between. Music from DNA shows biology does not need to play by the rules. Therefore, science and art are related and music is one of the ways to illustrate the similarity.
Jeff Mudgett
Jeff Mudgett is a lawyer and entrepreneur from the western United States. During his career, he discovers his grandfather, H.H. Holmes, might be the true identity of the Chicago murder case Jack the Ripper. He will take through the audience the evidence he discovered and determine whether or not Holmes and Ripper are related.
In Exhibit A, Mudgett shows a 7 days transit ship and obtain the passenger list. In Exhibit B, the letter that Holmes writes to his lawyer shows his presence in London. In Exhibit C, Holmes is on all major newspaper. In Exhibit D, the autopsy report indicates the suspect is a surgeon and expert in knives. This narrows down 2 suspects. In Exhibit E, based on all witnesses’ interviews, the face of suspect is generated and Holmes and Ripper have similar face structure. Exhibit F shows a letter that is signed by Jack the Ripper when the victim is discovered. The handwriting is identical to Holmes based on the University of Buffalo professional opinion.
The result from audience shows guilty based on all the facts. However, all facts prove Holmes is a potential suspect, not the murder. This shows the power of evident can sometimes mislead people’s perspectives. Mudgett will take this result and go back to the case for further investigation.
Lesley Kim
Lesley Kim is one of 9 greatest Canadians by Noteable. Her efforts inspire people around the world to bring positive awareness in any situation. She organizes Spectacle, a gala that raise over $130 thousands for Seva Canada, the organization that educates blindness prevention. She will continue her work with Seva Canada to spread the awareness and help others in needs.
Lesley Kim has the passion in culinary arts and pursuing her dream career as a chef. However, an unexpected event of lost pregnancy forces her to lose hopes. The toxic feeling revolves around her and provides stress in her life direction. During a year of Halloween, bottle rockets hits her in her left eye and explode. Her left eye is destroyed and by looking at the mirror, she is totally lost everything she hopes for.
After the surgery, a phone call from her sister changes her life around, and begins to learn to ask for help. She let go everything and face the reality. She works with the community support by forming fundraising to help blind. During the fundraising, she receives a video from Europe that inspires her to continue her destiny.
Kim learns to let go and trust the process. She begins to travel around the world and volunteer in the hospital. She realizes the reaction from parents face when their children are in surgery reflects their true impression. In addition, she starts to appreciate life even more. She forgives the person is responsible for the incident because she understands revenge will not get her left eye back. She also learns it is wrongfully to compare the loss of the eye and the loss of pregnancy.
Kim is now able to let go the control, pride and judgment. She believes happiness is a choice and appreciation is above all. It is important to understand it is a part of life. Life is a like ride and the point of going down is to appreciate the high.
Kim is truly gain the greater vision and Kim realizes human is design to heal, not destroy.
“Do not let trauma get you. Understand how strong you are.”
Jessica O’Reilly
Jessica O’Reilly is a sexologist and the author of “The New Sex Bible”, “The Little Book of Kink”, and “Hot Sex Tips, Tricks and licks”. Her work inspires many large national broadcast companies. She also hosts the reality TV show called “Swing” from Playboy TV.
As a Sexologist PHD, she discovers there is a major crisis that can affect personal level and tear family apart. The issue is spreading and influencing modern marriage. The marriage divorce is over 40% in the world and the satisfaction rate from marriage partners is dramatically decreasing. In divorce, 60% of men and 50% of women are trying to flirt away other spouse.
O’Reilly believes marriage is a failure in human design. If something goes wrong or does not work, it is important to go back and innovate from fundamental. From the research, there are three alternatives or options for failed marriage couples. They can do polyamory, swinging, and general open relationship. However, open relationship only has 14 to 15% success rate because in our subconscious mind, people are trained to loyal to one mate.
Based on the current generation, people can distinguish themselves from the relationship scale of either monogamists or non-monogamists. A majority of people are somewhere in middle. The research shows the result is to introduce the solution of Monogam-ish.
Monogam-ish is a new way to help marriage. Marriage couples can think but not act, which means they can think about another mate but not act on that thought. They can talk but not touch, which means they can flirt but no physical. For more advance, they can enjoy live nudes and sex phone line together to spice up the enjoyment. The idea of the environment will change the energy of the marriage.
“Monogam-ish is a mindset, not a formula”
O’Reilly discovers Monogam-ish can deal with jealousy and heal a little at a time. The process will convert the love relationship from hot to lust. It is important to make rules for right circumstances. The boundary will act like a rubber band, which can stretch and expand.
The science of Monogam-ish is to create habits from emotional expression, balance between connectivity and freedom and active on sex life. Therefore, spouse can talk about their feeling, expand self-theory, and put some effort in sex life.
Monogami-ish is not polyamory, swinging or open relationship, it is a way to improve sex relationship from marriage.
Charles Montgomery
An award winning author and urban experimentalist, Charles Montgomery, creates experiment that can help cities around the world to look at different views around neighborhood. During Vancouver 2010 Olympics, he manages to initiate people to open their homes to strangers. In addition, his passion continues to advice many decision makers around the world to inspire and change their cities to have happier environment.
Montgomery passion is to make a happy city. In New York, he conducts his first experiment called “Love night”. The purpose is to get New Yorkers to trust each other in the city. From psychologist’s point of view, when people hold something warm, they will change their feelings towards others. As for the artist’s point of view, people will connect when they are doing something together as a team.
Montgomery believes people will release oxytocin when warm feeling comes. This comes from hugs. In his book, he discovers the most important ingredient is social connection. Happy comes from social, and more trusting cities will result of happier cities. Therefore, when trust in neighbors is increasing, life satisfaction will increase.
“Money matters, but social connection matters more”
The system in cities can influence people’s lives and cities design people’s emotional. If there is a change in infrastructure, people will not feel lonely. It is important to find new ways of feelings towards cities and connect with nature. Instead of city like (close doors), the structure should be town style (open doors). This will help with new tourist.
The conclusion of the love night experiment in New York is positive. People in New York feel more welcome when they are socially connected.
“The way we design has effect on people, and architect can design better for happier city”
Treana Peake
Treana Peake is the founder of the luxury fashion line Obakki Foundation. Her passion of innovative philanthropy leads to grow in communities. Her leadership receives public recognition from international companies. From her work, she develops a new type of fundraising model that engages dynamic and inspiring.
When Peake’s children donate their allowance to homelessness, she realizes the reason behind their children’s actions is “because they need it”. People have layers in their actions of either benefit or protect; however, children share their assets because others need it. People start to forget the main motion of giving and focus on the cost of layers. People tend to make two-way deals and consider the opportunity cost between the deals.
Peake believes if there is no repayment, people will give without thinking for return. This kindness and compassion is a part of human nature. Even though there is a different set of values, people will follow the process of interaction. For example, if someone buys a stranger behind him or her in the line a coffee, the act of kindness will follow the next person.
“With no payback, it will ignite the passion”
During the 25 years in Africa, Peake witnesses the share of giving. People provide medical and education to others. The inspiration comes from transformation and giving. The gift of kindness unites everyone together. Someone, with the gift of kindness, provides financial resource to Peake’s family for many years. This act of kindness inspires Peake to continue her passion to help others.
Act of kindness impact people’s lives. The rapport effect will shape people. Furthermore, smallest favors impact largest change.
Jay Demerit
Jay Demerit, the Captain of Vancouver Whitecaps FC, is a legacy and a hero in many professional soccer players. His story motivates many young amateurs and inspires many athletes to continue following their dreams. After retirement, he and his wife form the Rise & Shine Retreat in Pemberton Valley to offer soccer programs for many youth. His journey will be remembered and passed on to many generations.
Demerit’s greatest tilt is the last goal before his retirement. During his last game, he smiles because his mindset is always prepared and ready. Demerit emphasizes people are wired to prepare for the worst. However, people will over prepare the worst and under prepare for the best.
During his university life, he begins his passion of becoming a soccer player. He is not a defender, but he seeks the opportunity to try out for defender position. Even though he did not get draft, he will continue to follow his dream. He starts his journey by moving to England. His lifestyle is giving a hard time for him, but his passion and mindset help him to focus and trust his choice.
Demerit does all the practices and exercises whenever he can. All he is waiting for is an opportunity to shine. When the coach asks him to play for starting lineup on the last pre game, he is ready and prepared to prove himself. Nevertheless, he manages to get 1 year contract from the performance.
An unexpected event happens during his journey. Demerit’s eye is injured. He races the time to save his eyes and formulate 3 months recover plan. He wants to play at the world cup, so he concentrates on his recovery after the surgery. After his recovery, his manager gives him a shot for the World Cup line up. He shifts the focus and does what he does best. Lastly, 2 months later, he is able to play in the World Cup.
Demerit suggests people should have a success plan. They need to know what their directions and how to get there. It is important to know the work through and prepare for any opportunity.
“Put effort, focus on positive, and you will be on the path of success”
Chip Wilson
As the Chairman of Lululemon, Chip Wilson is a successful entrepreneur and business leader. He receives the Canadian Entrepreneur of the Year for Innovation and Marketing from Ernst & Young. He also receives the Distinguished Entrepreneur award from University of Victoria. Moreover, He sponsors BC Children’s hospital and he contributes his commitment to communities by forming Wilson School of Design at Kwantlen Polytechnic University to educate students in innovative design for fashion, interiors, graphics, product and technical apparel.
Chip Wilson’s passion continues to support people to take ideas to action. His passion comes from doing realistic work with people he loves, children and education. He is influenced by treating people well and the quality of products.
He sees his business logos as product that everybody wants. His logo gives him the confirmation that his idea is correct.
Wilson defines news media as delivery of facts. News has become entertainment and many people cannot tell the difference. More bloggers are expressing their media perspectives and news become like commodities. Wilson believes the great journalist cannot get the true words out anymore. Everybody hires public relation representatives and they are creating news. He believes in this generation, people are not as focused as before.
Wilson gives opportunities in women’s leadership. Wilson’s grandmother is a business women and he understands the hard work behind women’s leadership. Currently there are about 60% of graduates are woman, and he realizes the market segment for 32 years old women is about to be married. He seeks this opportunity by sustain the women’s work force.
“There is customer like that, and there will be employee like that”
Wilson is happy with his current stage of his life. His wife supports him and run charity like business, which is to focus on quality education for children. He sees his future legacy by asking himself “what it is to be great”, “is life worth living?” and “The way of life”.
Name: CPA Magazine – CFO Success: How to Get There and Stay There
Presenter: Samuel Dergel, CPA, CA
CPA Magazine is a resource provided for Certified Professional Accountants to discuss the current events related to accounting world of different industries and organizations. This webinar is presented by Samuel Dergel, the executive recruiter and consultant of Stanton Chase International. With the involvement of searching Chief Financial Officers for many major corporations, his understands the true reflection of the quality of current CFO in the market today. Moreover, aside from financial and accounting skills, business owners will learn other requirements of successful CFO in this presentation.
What Makes a CFO Successful?
Dergel believes all successful CFOs in any corporation are a part of successful background stories of the existing corporation. CFO is hired to make a difference in the organization. CEO expects CFO to have strategic leadership that can impact the organization’s procedures. CFO needs to have well recognized relationship professionally and socially. Moreover, CFO also needs to be known on the outside.
CFO is required to have successful experience. Everyone loves a winner and success attracts success; therefore, CFO needs to ensure they have stable experience that can admire and lead the rest of the financial team.
In the current organizations today, successful CFO is visible from inside to outside. To establish visibility requires hard work. CFO needs to consistently improve their personal learning.
Successful CFO needs to have the ability to be recognized internally in the organization. The decision making should not be bias and should consider all areas of organization. CFO needs to find ways to connect the departments within the organization. Moreover, it is important to become a leader among leaders.
Even though CFOs are focusing on the financial statement, they need to solve issues that are outside of the financial boundaries. The CFO relationship in the organization is to report to CEO, the board and the investors. Furthermore, CFO needs to keep a good external relationship with lawyers, auditors, bankers, other outsiders and maintain a good internal relationship with other executives, HR, operations, IT and sales. CFO is supported by finance team members, which means leading the team is very critical.
“If your relationship is limited, your success is limited”
How to Plan for Success
Many CFOs do not have a good success plan. When CFOs have no plan, they usually wing it, which increases the chance of failure. When CFOs have successful plans, they will have higher chance of success. Therefore, successful CFOs will plan with the elements from their employers, careers, and personal challenges.
“Fail to plan is plan to fail; you are the only one who can plan for success”
People in this generation are way too busy with distractions and unnecessary events. Dergel believes any successful CFO will put 120% of effect into their careers.
During CFO success planning, there are two questions Dergel wants CFO to ask themselves
Do you know how to plan?
Can you properly plan for yourself?
CFO can ask for mentors and coaches to help out the planning.
What you need to do to be more successful
CFO branding is important. Dergel suggests all CFOs to take career success test to understand the strength and the weakness. All successful CFOs will focus on strength and act on weakness by asking for help.
Never look for another job again
Dergel recommends all CFOs to never be CFO in transition. CFO needs to focus these three factors:
Developed your brand
Have visibility
An excellent network
Dergel means “developed your brand” is to ensure CFO knows how people can preserve them. “Visibility” means how other people find CFO. Moreover, “Networking” means to build professional values in the professional network.
CFO can build network internally and use it as a leverage to build externally. It is important to understand that CEO hires CFO, not CFO hires CFO.
“Being a great CFO does not make you a great CFO in transition”
Catching from behind
Dergel believes CFO should identify these criteria when finding a suitable CFO position.
What your next role should look like
Your daily schedule
Track your contacts and follow up
Targets and metrics
Before accepting the next CFO role, Dergel emphasizes it is important to understand if the role fits, if the location is acceptable, there is due diligence, compare with multiple opportunities, and gut check.
People can consider small company to start building CFO experience. Small companies can help CFO to improve other areas of operations.
Dergel indicates title is not important in the short run, but it might influence greatly in the future. Title can shows recognition in the industry, which can distinguish between others.
“How do you know if you are ready for CFO? If you have competency, believe in yourself and others believe in you”
Name: Affilorama – $112K per month – The incredible 3 steps strategy
Presenter: Mark Ling
Affilorama, founded by Mark Ling, provides coaching services to entrepreneurs who are seeking to improve their online earnings. Affilorama provides many marketing tips to promote entrepreneurs business products. Affilorama presents this business strategy webinar to help entrepreneurs understand the formation of online business approach for today.
Ling comes from a struggle financial background environment. He motivates his focus by learning how to make websites and studying the earning commission strategy. After mastering the email marketing techniques, he begins to create strong and loyal subscribers and provide business tips and strategies to all various of industry entrepreneurs.
Ling believes successful people are inspired by other successful people. With the philosophy of learning from successful people and do the basic fundamental well, he begins to inspire other entrepreneurs. Therefore, Ling considers he is the guy that is at right place at the right time, he creates Affilorama.
Comparing with the traditional marketing, Ling understands internet is an easy place to earn money. In addition, more people are preferred to purchase from online; therefore, it is the right time to diversify revenue streams with online marketing.
Ling will share his 3 steps strategy framework using online marketing.
Step 1: $0 – $500 dollars per month online
Many people give up when they encounter obstacles. Ling believes in order to be successful, entrepreneurs need to have the mindset and attitude to succeed no matter what. The Ling’s framework is shown below.
Choose Niche with high converting products to promote
Set 1 to 5 page website
Make free report with affiliate links
Make opt in page
Monetize with your auto responder
Drive traffic to the opt in page
The goal is to achieve 500 relevant prospects onto the customer lists. Ling suggests to all entrepreneurs to concentrate on one free traffic source by providing free reports and giving people what they need.
Step 2: $500 – $10,000 dollars per month online
This step is to generate more traffic, build more money magnets and automate the system. Traffic can be found from PPC, Facebook, media, sold ads and kindle books. These traffic can be potential prospects. These prospects will lead to opt in page and the prospect system will provide the solutions for the prospect automatically. Prospects are converted to loyal subscribers and they will help the business to generate passive income. From the word of mouth, all satisfied subscribers will attract new prospects and the cycle continues.
As the list of prospects is increasing, the more money business will generate. Entrepreneurs will need to reinvest the income to generate more traffic. The cycle continues.
Ling suggests a strategy called “Traffic Exchange Strategy”. This strategy is to exchange the current list with other entrepreneurs list to expand the amount of potential prospects. This strategy will dilute the quality, but expand the list.
Step 3: $10,000 – $112,000 dollars per month
Ling believes entrepreneurs at this step should have a strong and stable customer base. Entrepreneurs can either scale up the paid traffic by negotiating higher commissions and become meticulous with the current tracking, or make and sell the current existing information product.
Ling states the key in this step is for all entrepreneurs to become more obsessed with copyrighting for conversations. Entrepreneurs can convert the information into sales. Entrepreneurs need to ensure their copywriting must be beneficial for their needs. If the copywriting can buy more traffic and convert it to money, it will be easier to put offers for others to promote the business.
The examples of copywriting, such as video sales letter, and webinars, are potential assets to publish information for converting to sales.
The framework is one of the generalizations of online marketing. Ling recommends all entrepreneurs to have mentors and coach to support their framework. The details are different in every industry. Nevertheless, all entrepreneurs need to ensure all basic is well covered.
Name: StudioThink – What is Digital PR? How can I set you apart from the rest?
Presenter: Nico Bauman
StudioThink, a company that engages and delivers innovative brand to clients, presents “Think60” event to share some professional insights to business owners. StudioThink presents Nico Bauman, the Director of Operations from Jelly Marketing, to discuss the importance of digital public relation in the work of marketing. Business owners will discover the trend of digital public relation can impact significantly to their companies.
Shifting from arts and entertainment industries, Bauman uses her abilities to expand and grow her new success in international public relation. She defines PR is building relationship in branding. She recognizes the TD bank PR video to be one of the best PR strategies to emotionally attach with their customers. People built relationship with PR and PR helps people to engage with trust.
“In 10 years, 75% of marketing budgets will be spend on digital”
Digital Public Relation
Bauman believes digital PR provides techniques that will set businesses apart. In this current market, news can be transformed to many channel and flow through to many devices. Bauman emphasizes the power of conversation and citizen journalists (bloggers) will impact digital PR.
Genuine Public Relation
It is important to understand the audience and provide the relevant information. In the event of “Taste Vancouver Food Tours”, many local bloggers will not write their blog post to promote the event due to popularity. An award-winning blogger, Miss 604, is willing to take the chance to experience the event and provide the real experience garners posts. The event is sold out.
“Experience to believe it”
What about blogging?
Bauman believes blogging is to transform static news into conversations. Bloggers can create digital impression to the audience and loop the audience to revisit the news again. Successful blogging emphasizes quality over quantity. Successful bloggers can track registers and conversations. They can convert conversations to traffic and visitors to registers. Blogging is a form of digital PR and it also helps business owners to track return on investment and other marketing statistics.
Get Wet for Free
Local Splashdown Park creates a digital PR campaign called “Get Wet for Free” by using logos on the websites and post to expose its summer activity. The campaign creates awareness and gives free tickets catch the attention from bloggers to post. Bloggers creates the rappel effect which helps Splashdown park to advertise their water park. Bauman considers this as Experimental Marketing PR.
How to bring your brand to public?
Bauman believes it is important for all business owners to bring the good from their products any way they can to the public. This is called “Content Marketing PR”. Using pictures and logos can bring company image to the audience. Bauman indicates all digital can be re-shaped to create long term relationship between companies and customers.
“It is more important what others about you online than what you say about yourself”
Public relation vs marketing
Bauman considers public relation is a version of marketing through public. Moreover, public relation is fostering and nurturing relationship with public.
First Step in Public Relation
It is important for all companies to ensure their brand can present a story. Each story has an awesome digital brand. Each brand must communicate with audience that leads to the current direction of the company. Moreover, companies need to conduct press release with images to improve brand recognition.
LinkedIn in Public Relation
LinkedIn is a professional social media engine that supports digital PR. Bauman suggests all companies to appear everywhere. By understanding the target market, companies select the proper platform to increase public awareness. In addition, Facebook is for social side, and LinkedIn is for relevant events.
Nonprofit in Public Relation
There are some key aspects to use digital PR for nonprofit organizations
Make things relevant
Stay in touch with core value
Update daily
Show community partnership relationship
Be genuine
Join and engage community conversations
Determine who is talking about themselves
How social media and public relation can affect SEO?
The SEO uses keywords to increase awareness in social media. It is important to know the backend of the relationship between SEO and the companies. Currently, QR code and hashtags are commonly used in digital PR. QR code can store and lead customers to a call of action. Hashtags will record the relevant news and communicate to greater audience. Bauman suggests all companies to choose the hashtags that are short and easy to remember. Furthermore, it is important to research the hashtags to see if there is any unnecessary history recorded that can potentially harm the image of companies’ brands.
Presenters: Naomi Yamamoto, Terry Tarle, Ian Tostenson, MJ Whitemarsh, and Robert White
The Board of Trade invites Naomi Yamamoto, the Minister of State for Tourism, and Small business of British Columbia, Terry Tarle, the CEO of AXYS Technologies Inc, Ian Tostenson, the President of BC Restaurant and Food Services Association, MJ Whitemarsh, the CEO of Whitemarsh Enterprises Inc, and Robert White, the Associate Director of Western Sales of Bell Mobility, to discuss the approach to bring government and business together in BC. The moderator, Wendy Lisogar-Cocchia, the CEO of Century Plaza Hotel and Absolute Spa Group, will interview the panel to address issues that can support small business owners to improve productivity and profitability. Moreover, business owners can take the advantage of new opportunities from this presentation.
This presentation includes the ceremony of the Small business Roundtable the annual report to government.
From the statistic of Small Business Roundtable, 98% of all businesses in BC consider as small businesses. Small businesses provide 55% of all BC private sector jobs and 31% of BC’s GDP is based on small businesses. In average, 32% of businesses in lower mainland are small businesses. Yamamoto indicates the Small Business Roundtable supports small businesses by listening and responding to government. In addition, the primary focus is to cut the red tapes.
Small business is one of the top 4 sectors (First Nation, Tourism, Foreign, and Small business) in BC. Currently, Yamamoto will work along with UBC to increase the awareness of small businesses.
Yamamoto recommends all small business owners to visit OpportunitiesBC website to discover ways to bring Small businesses and capital venture together. The website can provide exit option for local BC businesses. If small businesses decide to retire or close, owners can use the platform to provide career opportunities for local employees.
Yamamoto indicates the biggest challenge for small businesses in BC is volume of customers. It is important to shop local business to improve the economy. By shopping over the border is not helping the local small businesses. Moreover, 30% of local Canadian purchases pay more if it is made locally.
Tarle states BC is focusing more on Green technology. Over 95% of companies in BC conduct international businesses in 50 different countries. His advice to all small business owners is to “Think big, start small, and act fast”.
Tostenson informs government has limited resource for small businesses. It is important to have collaboration with local community. Municipal government is working hard to foster big opportunities for small businesses. Tostenson suggests all small business owners to create an attractive place in Vancouver by engage with local communities.
Whitemarsh reports people are more confidence in Small Business Roundtable. The minsters are accepting the challenges that are raised by the Roundtable. One of red tape reduction strategy is to expand the mobile licensing. Mobile license can help small businesses to be more transparent, which leads to more sustainable revenue. The issues raised by small businesses to Roundtable will flow to government.
White emphasizes wireless technology will improve productivity for small businesses in BC. The trend is to go paperless. Wireless technology will optimize the recent data and talk to inventory. By increasing communication with machine, business are also considered going green. Improve the real time tracking management, security and safety, small businesses will be well prepared in BC.
Successful small businesses are formed by relationship, collaboration, and partnership. Yamamoto recommends all small business owners to take advantage of the import and export guide from government website to improve current production and capital.
Name: Startup Grind – The view of Mike Volker, the Angel Investor
Presenter: Mike Volker
Startup Grind is a startup community that hosts many startup events to support startup entrepreneurs in Vancouver. The event is hosted by Cheryl Mack and Cheryl Draper, Directors of Vancouver Chapter. Startup Grind invites Mike Volker, the Angel Investor of new high technology ventures, and the Director of Simon Fraser University Innovation office, to discuss his view of Angel Investor. Startup entrepreneurs will understand the perspective of Angel Investor so they will know how to approach future angel investor with their innovative ideas.
After graduating from engineering major, Mike Volker founded his company, Volker-Craig Ltd, in 1973. With engineering background, he successfully builds a black box system that can connect screen, keyboard and typewriter to a television. After 8 years of success, IBM announced the innovation of laptop, which destroyed the core value of his business. In addition, he dissolves the corporation and team up with 6 other entrepreneurs and become Angel Investors to help out startup companies.
The first investment encounter experience
After selling his business, he works with the startup company that later becomes Research in Motion ltd (RIM). With 15% of rate of return for 30 thousand, he rejects the offer and suggests them to give shares for technical specialists instead payments. In addition, his suggestion helps RIM overcome the current crises
Volker mentions his first successful investment is a local voice call communication corporation that is sold to Ontario for 90 million for return. Now Volker is focusing his investment on biotech ideas, energy technology innovation and food industry
Volker’s important investment judgment experience
Volker believes integrity is an important factor. There is a time when he got approach from a good idea, but he forgot to check on the people behind the idea. This results of dishonest investment usage from investee by paying back to bank instead of investing in capital. Moreover, due diligent is extremely important for Angel Investors.
“The key to success is to ask many questions at the beginning before investing”
Tips for startup
There are 3 questions Volker will ask to any startup entrepreneurs.
Who am I investing in?
Are you totally in?
What makes it different than everyone else?
In average, 90% of startup companies fail. It is important to treat those failures as learning experience. However, Volker believes entrepreneurs who are stubborn or not coachable or too strong head are the main reason behind those failures.
Volker is impressed with entrepreneurs who have strong commitment and nonstop approach mindset. To request for funding, the key aspect from Volker is to lead the conversation with a strong Return of Investment figure. If entrepreneurs cannot explain their ideas within 10 words, Volker indicates it is a lack of preparation and commitment.
“If someone is not willing to listen, it is a red flag”
In average, Angel Investors team will invest a total of $600,000 at the startup round and 2 million in total during the second round. Entrepreneurs need to go deep to convince the Angel Investors to invest.
Strategy for finding entrepreneurs
Volker invites potential startup entrepreneurs for dinner. He will introduce them to his wife. If his wife thinks they are jerks, Volker will not invest. Volker believes women’s instinct can determine emotional, which helps him with his decision making.
Volker suggests every startup entrepreneurs should have their personal roadmap. Moreover, they need to develop tools, publish website, and attend as much startup meeting as possible.
New trends
Comparing with the traditional startup entrepreneurs, the new innovative startup entrepreneurs will receive feedback quicker to determine the popularity of their business ideas. They are able to exit quickly. The qualities of ideas they present are better due to strong planning and preparation.
Advice for finding funding
Volker suggests all startup entrepreneurs to get involved with BC Innovation Council. Moreover, all startup entrepreneurs should participate with many competitions. People who have successfully built their companies are willing to help others. Therefore, seek them for their advices.
Every startup companies should implement a board. This proves they are going towards the right direction. Many Angel Investors are now looking for board in startup companies to determine their success structure.
Angel Investors are now meeting regularly every week. They expect startup entrepreneurs to provide previews for their presentations. Dragon’s Den is a perfect example of Angel Investors meeting. A majority of Angel Investors will diversify their investments with balance. In average, the investments come across the meeting are usually 27% ROI. However, 40% of Angel Investors will lose everything. Therefore, Angel Investors will at least invest 20 different companies with their money.
Angel Investors will factor startup entrepreneurs experience when they got approach with ideas. They will ask startup entrepreneurs to forecast their 5 years vision. Sometime Angel Investors will ask psychologist for their advice.
Lesson from RIM
Volker believes the main reason why RIM is not successful in the market is because they got sidetrack with other activities. They did not focus on their primary core values and they did not shift when opportunities come.
Future in Angel Investing
Volker forecasts crowdfunding will be the future funding source for many startup entrepreneurs. Canadian Government stats investors need to have million dollar net worth to consider as Angel Investor. In average, only 4% of investors qualify for this requirement. The purpose of this regulation is to protect scam. In the old days, bankers are the gate keeper, but now, it is more flexible and more liquidity. It is essential for all Angel Investors to ask themselves the question “Who should you sell your share to?” before making any investment.
CPA Source is a service of the Chartered Professional Accountants of Canada that provides valuable business leadership management support to CPA members. In every organization today, the success is heavily depended on the ability of manage and motivate people. Joseph Sherren, the past president of the Canadian Association of Professional Speakers and Global Speakers of Federation, will share his view of the difference between management and leadership. Business owners will learn from this webinar that how manager’s style can influence the performance and development of their staff.
Sherren believe there is a correlation between the ability to perform and the eagerness to engage. Sherren treats these relationships as the pillars of competence.
Ability to Perform
Eagerness to Engage
Education
Confidence
Experience
Enthusiasion
Track Record
Commitment
Training
Assertiveness
Knowledge
Cooperation
Innovation
Activity Level
Planning
Flexibility
Judgement
Self-motivated
These pillars determine the stage of employee competence. There are four stages of Employee competence. The first stage is called “Instructing” when employees are unable to perform but reluctant to engage. The second stage is called “Informing” when employees are still unable to perform and eager to engage. The third stage is called “Inspiring” when employees are able to perform but reluctant to engage, and the fourth stage is called “Impowering” when employees are able to perform and eager to engage.
Sheeren emphasizes the coaching behavior from each stage will be different. In “Instructing” stage, managers should provide more directive than interpersonal skills. In “Informing” stage, managers should provide maximum directive and interpersonal skills. In “Inspiring” stage, managers should reduce the directive but remain high in interpersonal skills. Lastly, in “Impowering” stage, managers should minimize both directive and interpersonal skills.
In the organization, all coaching system goes through these stages. The influencing behaviors will impact the result of overall organization performance.
Stage
Coaching to Employees
Instructing
Tell Them
Informing
Guide Them
Inspiring
Let Them Try
Impowering
Leave Them Alone
“A good leader knows the right road to take”
“A good manager will ensure the right people are going efficiently down the road”
“A good coach will help the people navigate the road ahead”
The coaching style will be different in every organization. However, Sherren believes the consistent behavior patterns will modify the behavior of other people. The patterns of behavior will cause employee to react in urgent situation. When managers emphasize too much on informing stage, it will lead their employees to burnout. If the focus is too much on inspiring stage, managers will rely too much on employees. Moreover, if there is too less impowering, managers will lose employees’ trusts.
Sherren indicates when managers are not following the format, it is suggested to search for other coaching mentors. Sherren designs a system that calculates the coaching preferences. The research shows the coaches should have average rating between all four stages. If coaches realize their employees are disengage, they could be either they are still in the first stage, request new manager, boredom, or personal issues. Nevertheless, it is important to understand where employees are currently at in the influencing model.
“Leaders influence is based on the belief that effectiveness results when the coach behaves in ways which are appropriate to the competency levels of each employee”
Name: Small Changes for Big Result: How to optimize your online donations
Presenter: Heather Ballachey
NetSquared Vancouver is a global movement supported by TechSoup. NetSquared presents Heather Ballachey, the Marketing Communication Specialist from IATS Payments. In this presentation, she will share the techniques to optimize online donation. In addition, not for profit organizations will benefit from this presentation and will learn more effective ways to improve online fundraising.
The drive of traffic to the organization website and online donation form
Ballachey believes the source of all nonprofit organizations’ traffic are categorized to events, social media, face to face, email, television, and direct mail. The source is important for nonprofit organizations because 85% of all donors donate online and 73% of them are on social media. The dominant channel for new donors is from online. They usually have high cumulative value because online donors tend to give larger contribution.
The average abandonment rate of online donation form in all nonprofit organization is around 50 – 70%. Ballachey suggests 3 ways to reduce the abandonment rate.
The first way is to avoid third party redirect. A majority of donors abandon when they are redirected to another site. It is important to keep donors in the current site and focus on continuity of look and feel.
Another way is to offer a compelling call to action. Nonprofit organizations need to show donors the reason why they need to donate and incite them to take action right away. It is also important to make the personal connection as well.
The last way is to eliminate unnecessary fields on the donation form. By reduce the redundant fields, donors will not overwhelm with entering the information. This will help donors to complete the donation right away.
Donation form is buried on organization’s site
Ballachey believes many nonprofit organizations’ online form is not visible in their websites. Donors are not able find the link and they will reject to donate. It is important for nonprofit organizations to direct donors to find the link instantly. In addition, it will help increase the conversation rate from visitors to donors.
Ballachey suggests all online donation forms should be front and center of the main website. Donation form should be easy to read with obvious language. Provide multiple access points in the navigation for visitors to click and find.
Donation forms should be mobile friendly
In average, only 20% of nonprofit organizations convert their online donation forms to mobile friendly application. Since most of the donors are online donors, nonprofit organizations should make their forms compatible to their needs. Ballachey suggests the solution of invest in response design. This will create a landing page for donors to donate and automatize the donation process.
How to encourage recurring gifts
If donors are encouraged to donate recurring contribution, nonprofit organizations will have sustainable funding. This will also reduce the cost for handing donations. A majority of donors are unlikely to cancel the recurring gift when they are committed to it. Therefore, it is important to keep them inspired.
Ballachey suggests the best way to create recurring donation is to ask them upfront. Ballachey do not recommend separating the one time gift form and recurring gift form. It is important to make the process easy and intuitive. Split the form only if the donor list gets long and massive.
Other consideration from Ballachey to improve the online donation form is to systematize the payment processing integration. Security is an issue for donors.
Another consideration is to set up automated clearing house (ACH) or direct debit as payment method. This will reduce the chance of rejected transactions.
Other factor that might lead to low online donation is the visual representation of security. Donors are afraid of credit card fraud; therefore, nonprofit organizations need to optimize payment prevention strategy to avoid the refund scam.
To optimize your online donations, nonprofit organizations need to ensure these six points are met.
Name: CPA Magazine – Enterprise Risk Management: Common Causes of Failure and What you can do about it
Presenter: Robert Torok, CPA, CA
Robert Torok, CPA, CA is the co-founder of Better Vu. He specializes in performance and risk management, including risk identification, assessment and monitoring. His expertise in wide range of industries has been benefiting many business owners. Moreover, in this webinar, Torok will share his personal view of enterprise risk management and provide directions for business owners.
The things that can go wrong
Based on statistic from IBM Global Business services, material risk events encountered in history categorize in operational, environmental /heath, legal, strategic, political, and financial.
Operational
Environment / Heath
Legal & Compliance
Hurricane Katrina
West Nile Virus
Fraud
Date center outage
Safety crisis
Product Liability claims
Delivery risk
Compliance with environmental standards
Missed timeline for legal changes
Balst furnace cold run
SARS
Embezzlement of parts
ERP application crash
Food sanitary management problem
Safety of goods or products
Plant disaster causing production Stoppage
Climate change
Environment Pollution
Strategic
Political / Geopolitical
Financial
Industry consolidation and globalization
Change of government – and minority government
Currency Exchange Rate
Error-filled release of software upgrade
Grants and budget changes
Interest Issue and increasing reserves
Change in core product demand
Constant change of ministers
Accuracy of realistic balance sheet reporting
Cancellation of major customer contracts
Federal Accountability Act
Ability to manage cash
Performance standards and service quality
Terrorism
Non-transparent markets
Economic recession
Energy and commodity costs
Torok believes many organizations assume CFO has the responsibility of risk management; however, finance is a small portion of overall risks. The operational risk events are related to other sections and it has rappel effects. Therefore, risk can be encountered everywhere in the organization.
Understanding Failure and Positioning for Success
Torok emphasizes 70% of business owners failed to identify half of the risk events in the organization; therefore, more than 50% of the risk events are totally unexpected.
In addition, 70% of business owners failed to accurately estimate the impact of the half of the risk events that are identified. This indicates in average, organizations have 20% success rate in dealing with business risk events.
Torok believes there are 3 reasons organizations fail.
Lack of understanding
Enterprise culture
Focusing on the wrong things
If organization cannot define their risk appetite or tolerance, business owners will have hard time to determine the risk valuation. If organization do not have share risk information incorporate in the in the business culture, organization will not be able to learn from the mistakes. Moreover, if organizations focus on different direction, they will have poor management in strategic risks.
Torok suggests business owners to think over 5, 10 or 20 years vision instead of fiscal quarter or year. This is important because business owners can define their goals with effective decisions.
“The biggest risk is the question you forgot to ask because the danger is always something you do not know”
Business owners can be in 4 kinds of positions.
Hero
Organization are prepared and the risk occur
Unsung Hero
Organization are prepared but the risk has not occur
Lucky Fool
Organization are not prepared and the risk has not occur
Villainous Scoundrel
Organization are not prepared an risk has occur
Business owners need to understand numbers and quantitative analysis are not enough to identify the risk. Therefore, Torok has listed several questions business owners can ask to dig deeper in to the risk.
What happen if…?
Have we considered…?
What is our past experience…?
What kind of competitive reaction might we expect if we do…?
How will other stakeholders react to…?
Have we tested the response plan what is the best backup plan?
A Deeper Dive
In average, half of organizations do not have proper risk management philosophy documented. Therefore, many organizations are making independent decisions. Business owners need to understand it is not one person responsibility; it is the whole organization’s responsibility to determine the risk.
Torok recommends all organization should have cross-function risk team. The team will help organization to develop risk management philosophy that can be embedded in key business processes. Organization will apply proper practices when risk events occur. All processes will be documented, captured and analyzed for future review.
Business owners need to provide flexibility for employees to response or make risk-related decisions instead of creating boundary. Organizations can utilize risk management through rules, policies, procedures and controls.
Overall, enterprise risks are chain reaction from external risks. This involves financial, strategic, hazard, and operational risks.
There are different set of risks business owners need to consider.
New Competitors
Offensive Advertising
Skills Shortage
Pollution
Geopolitical
Natural Disasters
Lessons learned and call to action
Before organization can create Enterprise Risk Management (ERM) strategy, Torok emphasizes the practitioners are not judge, and yet they are consultant. They should ask questions instead of challenge them. ERM is a combination of what is expected to go wrong and what could go wrong. Therefore, the reporting should not be too elementary or simplistic. It is important to think ERM leads to potential cost, not expected cost.
The irony of ERM is that at the end, nothing bad happens. This might lead to segregation of responsibility, such as “not in my term of office” or “not on my watch”. Therefore, Torok suggests all business owners to take these considerations when implementing ERM.
Take a broader and longer-term view of risks
Be more inclusive in the organization
Establish a feedback and learning process to avoid repeats of failure to identify and failure to estimate impact
Establish a culture of risk, with employees knowledgeable about risk tolerance and appetite and able to act within those bounds.
Paul B. Evans considers himself as the conversational speaker instead of motivational speaker. In the age of 23, a devastated tragic happens and change his life. He believes the picture of success is connected with sharing and helping the lives of others. He designs the Million Dollar Keynote to impact people around him to be successful. This webinar will share a simple framework to every entrepreneurs the recipe of being successful financially.
Two Anchors
Evans believes there are two anchors to his philosophy of speaking. The first is the impact, by impacting other people’s lives. He realizes based on his framework, if he is able to make others feel like a million dollar, they can share the same feelings towards other people as well.
The second anchor is income. Evans believes everything flows in a system and everything can be linked to keynote. Moreover, the overall message is based on the structure and the structure is based on sharing.
Therefore, impact represents responsibility. The responsibility is to provide the best to the audience. Income represents result. The result is to receive what it is delivered. Moreover, the result gets paid for the framework.
“We do not pay for speaking; we pay for result”
Many speakers do not have a clear system to follow and do not have sustainable bookings. The framework will solve these problems. In this generation, there are many misconception of speaking comparing from old school and the new way.
In the old school, speakers need to take on the stage and need to be alive in front of the crowd. However, in the new way, everyone can be speakers and they have more platforms to reach the audience. The delivery system has broadened in this society and people are not required to be face to face with audience.
In the old school, speakers have limited access to audience because there is only one way to get in front of crowd. However, in the new way, all contents and meetings are digital. They are not obligated and afraid to hurt audience because there is no need to face to face interaction.
In the old school, speakers need to find representative to help you book meetings. Nevertheless, in the new way, speakers have the full control and in charge of booking.
Therefore, there are 4 factors shift from old traditional to new ways in this generation.
Million Dollar Keynote Framework
Evans emphasizes the framework has three primary layers: message, marketing, and monetize. All three layers are linked to complete the framework.
Layer # 1: Message
The first layer, message, consists of three elements. The first element is content. The content is the core of the framework. Content makes up of promise, points and proves. Speakers need to know what they want to share to audience. Speakers need to provide ideas and principles to elaborate the information they want to share. Moreover, speakers need to provide evident or case studies to back up the information.
Speakers need to have the second element, which is confidence. The confidence comes from skill and the skill can be improved from the positive response reaction of audience. It is important to engage with audience and increase audience interaction.
The last element is connection, which comes from thrill. The speaking must contain emotions. This includes personal life experience. This will shift the audience energy and increase personal connection with audience and the speakers.
Layer # 2: Marketing
Audience need to know where they can access the content. Speakers need to design website and content must connect with all devices. Evans suggests speakers to target only one industry.
In marketing layer consists of 3 elements: attract, automate, and apps. Evans believes it is important for speakers to attract audience instead of chase audience. If speakers are able to deliver their content that is memorable, portable and sharable, the audience will market the content themselves.
Speakers need to find a system to automate the communication with audience. The system must streamline the audience experience. Moreover, the system will help speakers to engage and connect with the audience after the content is delivered.
Speakers should have apps because apps can create reflections for audience. By providing extra contents, apps can help speakers to interact more with the speakers.
Layer # 3: Monetize
If audience wants deeper content, speakers can provide pay products and live events for potential clients. In this layer, monetize consists of 3 elements: paid, products and proximity.
Speakers can charge clients by collecting keynote fees, but Evans indicates this is not the most effective way to closely connect with audience. The products speakers provide to clients represent speaker’s knowledge. This will get the audience closer than the keynote fees. By providing proximity, which is one on one coaching, is the most effective way to interact with audience.
“If you believe you have the keynote, you can be confidence”
Where are you?
Evans designs a chart that can help speakers to know their position in speaking. The chart is based on the relationship of the impact and the money flow. As the level of impact increases, the more money speakers can receive. The impact level goes from “Impact”, “Income”, “Influence”, and “Independence”. As speakers spend more time in speaking, the level of earnings will also increase. This can represent speakers from “Startup”, “Survival”, “Stability”, “Success”, and “Significant”.
Evans believes everyone has his or her own personal million dollar keynote. By following the framework, speakers can reach to “Significant” no time.
“You do not need to be a professional speaker; you only need to be a conventional speaker”
Presenters: Dan Roam, Dr. Vince Molinaro, Hayley Wickenheiser, Charles Duhigg, and Rudy Giuliani
The Art of Leadership conference is held in Vancouver and they are bringing 5 top leaders in different industries to share their views of leadership. Many businesses need integrated people and strategies to achieve sustainability and performance in the business world today. The Art of Leadership will provide leaders the tools and techniques to implement their business to the changes in any culture. Ron Tite, the host and the moderator of this conference, will help leaders to learn the innovative strategies from these top leaders.
Ron believes leadership in this generation consists of health, simplicity and design. Moreover, leaders need to set goals, keep positive and be collaborative to achieve the excellent.
“Technology leads leadership”
Dan Roam, the international bestselling author of “Back of the Napkin: Solving Problems and Selling Ideas with Pictures”
Dan Roam emphasizes leaders can solve leadership problems with simple pictures. He defines leadership as the power of picture or the power of using visuals. Visual is defined as “if we can see, people can see”.
Any problem can use visual blue print to breakdown the complexity of problem. Each part of the blue print can act as different tiny problems. For example, making Boeing 787 uses visuals and separate many parts for different countries to build and assemble. Dan believes leaders should do everything with pictures because leaders can compose common language through pictures.
Pictures are considered as common language around the world. If something is wrong, picture can help leaders identify or seek the root of the problem.
Pictures help us lead
Many leaders are bounded by paragraphs and business reports. Leaders should have visual thinking to discover and communicate with their teams. Visual thinking consists of “Clarify”, “Create”, “Convince” and “Compel”. In addition, Dan believes leaders should clarify the problem, create the solution, convince people, and help people compel the solution.
“To lead requires vision, vision requires picture”
A different leadership approach
Visual thinking is not about being artistic, it is to convince. Dan believes the visual thinking unwritten number one rule is whoever best describe the problem is the one most likely to solve it.
“Whoever draws the best pictures gets the funding”
In 1974, Laffer drew a simple parabola diagram that represents the 40 years of the backbone of American economy policy. This shows sometimes words are not able to do what picture or vision can explain. In our minds, everyone has two engines. The first engine looks at the detail and the second engine connects all broad information together. In the current education system, there is no tool to help in our brains on visual.
People are walking, talking, vision-processing machines and the visual mind never sleeps. The second engine is always running all the time. If the visual mind is not interested in the topic, they will force to check out, which will lead to a lack of miscommunication.
6 x 6 Rules
There are 6 principles that leaders need to follow in order to use visual to solve problems.
1) Who, What
->
Portrait
2) How many
->
Chart
3) Where
->
Map
4) When
->
Timeline
5) How
->
Flowchart
6) Why
->
Equation
Leaders need to recognize the “Who What” with an object. Leaders need to determine the quantities of the objects. Leaders need to understand where these objects will locate and when will it position in time. After leaders identify all 4 principles, they can map together a flowchart from beginning to the end. After the flowchart is created, leaders will be able to summarize the conclusion.
“More of the brain is devoted to vision and visual processing than any other known function, including language.”
Dr. Vince Molinaro, New York bestselling author of “The Leadership Contract: The Fine Print to becoming a great leader”
Dr. Vince Molinaro emphasizes the leadership style changes from generation to generation. The community of leaders is different than the old traditional ways and it is necessary to focus in different values.
What does it mean to be a leader today?
Vince explains many new future leaders have amazing passion beyond personal level when they are out of school. Their views change when they are forced to adapt the traditional leadership style in the workforce today. Due to the influence from the the current manager, Vince has the opportunity to change the environment by forming a committee. When the manager leaves the organization, Vince starts to realize the organization is going back to the old style. The upper management decides to shut down the committee because of contradiction of the leadership style. Vince realizes every action has positive and negative impacts and it is depend on himself to choose the right decision. Therefore, he leaves the organization and starts to work with other leaders to pass down the message from his former manager.
Leadership Accountability
Vince believes people need leadership in every level of organization. When strategy and leadership connect, it creates confident. In the current generation, three things are wrong with the leadership today.
Disappointing
Disconnect
Disgraceful
Disappointing
Many bosses act as jerks and in average, 75% of people have stress with their current bosses. 66% of employees will take new boss than new promotion. It is important for leaders to give employees confident and trust. They will give everything they have for working with good leaders.
Disconnected
70% of employees feel they are isolated in the first year. Leaders must find a way to incorporate them into the business culture and let them feel they are a part of family.
Disgraceful
There are many stories with bad reputation on leaders. These will damage the leadership behaviors. People will look differently on leaders with stories.
Leaders are getting worst every day. In statistic, only 7% of employees have trust and confidence in senior leaders. This is hard for organization to be successful. Vince understands leadership holds high standard to a greater behavior; therefore, if they fail, they will let us down.
Vince introduces leadership contract. Many people who take the leadership role do not know the role themselves because they do not understand the obligation.
The leadership contract
Contract # 1: Leadership is a decision (Make it)
Vince believes people need to step up and make the decision. People need to ask themselves if there is anything they want to do. They need to be clear to be a leader and define who they are as leaders. There are two types of decisions: big decision and small decision. As for big decision, people will recognize the leadership style and the purpose is to help others as a whole. As for small decision, it is all internal dialogue challenge. Many small decisions will make up their leadership impact. In other words, leadership with big decision will do what is necessary to impact the big picture, and leadership with small decision will seek all small opportunities.
“Are you all in as a leader?”
Contract # 2: Leadership is an obligation (Step up)
People need to learn more about the organization. As a leader, they are company and they should always have responsibility and obligation. If they forget, they will lose leadership from people. By understanding the primary obligation will help leaders to determine what to leave behind for the organization.
“As a leader, you leave legacy everyday”
Contract # 3: Leadership is hard work (Get tough)
If the solution is not working with the organization, strategy is needed from leaders. Many leaders are stress out because issues are not solved. However, leaders need to take action to solve these issues by themselves. Meetings are there not to discuss issues, yet meetings are there to discuss the future.
The hard rule of leadership is that if leaders avoid the hard work, they become weak. However, if they tackle the hard work, they become strong.
“What hard work are you wimping out on?”
Contract # 4: Leadership is a community (Connect)
There is a bond with leaders and the team. They should have each others back because one mistake loses it all. Leaders need to ensure the team understands that no one is sabotage anyone. Leaders need to remember to have clarity and commitment in any team.
“Who got your back?”
Overall, there are four questions leaders should ask to themselves.
What leadership decision do I need to make today?
What leadership obligation do I need to live up to today?
What is the one hard thing I need to tackle today?
What leadership relationship do I need to strengthen today?
Hayley Wickenheiser, the four time Olympic gold medalist and the captain of the Canadian women’s hockey team
Hayley Wickenheiser leaders with passion and determination can inspire people in sports industry. Before becoming a gold medalist in Canadian women’s hockey team, no one is investing them. However, the audience expect for result. This signals Hayley that “performance on demand” is critical in her hockey career.
There is no second chance because only this moment can determine the next. Hayley figures details matters.
“Dig a little bit deeper”
Hayley emphasizes mental battle is more important than physical battle. Leaders in sports industry should always think about winning and losing equally. They should always prepare how to react in any circumstances.
Olympic Approach
Gold medal is a great thing to get, but Hayley believes if athletes do not have enough, they do not desire to have it all. It is important to remind young athletes to know balance is important than getting the medal.
Hayley comments coaches are hired to get fired. In women’s hockey, leaders need to show direct response to their team. They need to be open to learn. Leaders should lead from front by pulling people to exceed their limits and lead from behind by mentoring. As for athletes, it does not matter what happens, all they can do is accept it and do well on it. By putting ego aside they should embraces it.
After the Olympic in Sochi, the venue is ruined. Hayley is proud to be Canadian because Vancouver Olympic venue is still remains a legacy.
Hayley believes leaders should master the art of energy management. Leaders are either energy giver or energy taker. It is important to become an energy giver, which will create the team bond.
In Sochi, when Canadian team is down by 2 points in the final, the coach asks all players to stay calm and repeat these steps:
Get the puck
Make the shift short
Stick to the plan
By following these three steps, it turns the Canadian team from being hunted to being a hunter. Instead of playing it safe, it motivates players to play aggressive because playing safe will not win.
Lastly, Hayley summarizes three points.
Control what you can, let go what you can
Be able to reinvent yourself because it is a choice
We are not what we do and we can be other things
“Value everyone brings”
“Celebrate the little success all the way”
“Unity in adversity”
Charles Duhigg, New York Times investigate reporter and bestselling author of “The power of habit”
Charles Duhigg studies the organizational habits from accidents and design and determine what impacts leadership. Moreover, he tries to find stories that people can endorse. Charles emphasizes during a riot, the trouble maker attracts crowds. In order to disband the riot, the strategy is to break the pattern and distract crowds to follow something greater. In military, solders are trained with new habits to educate them with good communication. In addition, Charles sees the world of habit and massive habits can be influenced.
How leadership change the habit
In the study of rats, they learn to find chocolate in a maze with this current procedure.
Click -> First Section -> Second Section -> Chocolate
As it progress with repeats, rats react faster and they think lesser because their brains stop thinking at first and second sections. This concludes habits can change daily activity.
The Habit Loop
Charles believes the standard formula to retain a habit consists of three steps.
Cue
Routine
Reward
It is possible to change how people’s habits by manipulating “Cue” and “Reward”. By giving rewards will trigger the loop. For leaders, some habits matter more than others; therefore, it is important to determine the key stone habit. Charles believes leadership is helping people to create good habits and create better lives.
How do you identify the reward?
Charles provides an example of a company called “Febreeze”. Originally, they consists the reward as the get rid of the odor smell with their product. However, the product sales decline. The upper management decides to change the reward as to smell good when the product is used, and the sales dramatically increase. Febreeze eventually understands people want to do things that makes good about themselves, which creates or encourage a new habit.
“Make sure reward is rewarding. If reward is not rewarding, it will not create incentive for habit to change”
How does this change when we start thinking about organizational habit?
Charles provides another example of the London Underground. The subway station in London has a culture habit of not doing other people’s job. When there is a fire, the employees ignore it. When train brings the oxygen, the fire bursts and creates a massive damage. Many people are killed and the investigation shows the cause is from bad habits. Originally, people are blamed to do other people’s job in subway. Because of this habit, it leads to other habits. Each habit have the perfect reason for existing, but it kills at the end.
“Even bad habits exist for good reasons”
Management decides to implement changes, but there is no action after one year. Due to leak the interview from the victims, it creates a public crisis. Finally, all the old habits from the subway organization disappear. Charles concludes crisis can be good because it helps to make habits to become more flexible.
Politician uses crisis to create economy changes.
How do you make this into something tangible?
Charles explains it with the example of Starbucks. Starbucks sells customer services; however, they hire high school students. One day, one of the students misspells the customer name on the cup and create the public crisis that damage Starbucks reputation.
During that time, a new study comes out called “Craving for marshmallows”. This study shows by giving kids more marshmallows if they resist at the beginning will teach them the habit of will power.
Starbucks decides to change the habit by introducing new habit loop called “The Latte Habit Loop”
Cue -> See bad clients
Routine -> Listen to complain
Reward -> Get free coffee
This will teach high school students how to respond to clients and receive incentives for completing the task.
It is important for company to teach people to understand the reason behind all the habits. Therefore, Charles concludes the most powerful reward contain emotion and the procedure is stated as follows:
Know your key stone habits
Which kind of change seems frightening?
Look for opportunities to change
Find rewards that deliver emotionally
“You lead by bring out the best from people”
Rudy Giuliani, the former mayor of New York City
Rudy Giuliani is the 107th mayor of New York City and it is one of the world’s most respected leaders. He believes leadership is not art or science, yet they are both. Leaders are not born or made, they are both. In Rudy’s perspective, most what leaders success is something they learn and it is something they can teach.
Things Rudy did makes him a successful leader
Rudy manages to change the New York City from deficit to surplus. He manages to change the environment and reduce the crime rate and unemployment rate. He converts New York City as the safest city in United States.
Rudy emphasizes none of his leadership he utilizes are originally from himself; instead, he learns from someone else. In addition, with his perspective and his experience, he concludes his own 6 principles of leadership.
6 principles can use in business life and personal life
Principle 1: Set of beliefs
Rudy believes all leaders need to know their goals and leading. By creating agenda or schedule to ensure they are following their direction towards their goals. It is important to set time to review the success and failure. This will help leaders to set new directions and publish new goals
Setting clear goals before the beginning of the year is essential. Monitor or measure each month by adjusting the direction is also critical.
People will follow clear goals and it is not waste of time.
“What do I want to accomplish?”
Principe 2: To be optimist
Leaders accept the problem and turns to solution. Rudy believes nobody follows negative people; instead, people follows hope and people who will only follow someone that provides solution to their problems
Leaders should use optimist for good things.
Optimist -> Vision -> Hope
By changing the attitude and be calm, leaders will find solution that deals with complicated issue. It is important for leaders to come in with a problem and a solution.
“Absorb problem and turn to possible solution”
Principle # 3: Courage
People think courage comes from being a great hero, so they need to be fearless. Rudy believes people out of fear are crazy. It is normal for people to afraid of things but they can overcome it with courage. Leaders make any decision will incorporate risk and most people fail before succeed. Failure is important part of success; therefore, leaders will not be successful if they are afraid of failure.
Failure can change to success from courage. Rudy mentions in New York, when someone did something heroic, there will be press conference for that individual. However, people are afraid of speeches. They have the courage to do extraordinary things, but they are afraid of talking in front of crowds. This means a lack of training.
Principle # 4: Reluctance preparation
Rudy mentions when he is a lawyer, it takes one hour in court and 4 hours in preparation. Leaders should always be ready and they should anticipate no possible error in every situation.
Leaders need to learn to let others criticize and go over it yourself by owning it. In order to reduce nervous in speeches or public presentation, Rudy shares a statement for all leaders.
“No matter how much you rehearse or anticipate, something will go wrong”
If something goes wrong, leaders will know the answer. By master the subject, solutions will come to leaders; therefore, leaders need to go with intuition.
Many unexpected urgent decision come from other plans. Leaders need to handle it by giving it to people who has experience with those plans. Those are the one who practices and develop the skill to do better every day.
“Practice and preparation remove risks”
Principle # 5: Teamwork
Rudy indicates no one can be successful without the help of others. Many people have the assumption that they are great leaders because god chooses them. This is wrong interpretation.
Leaders need to look at themselves and find their weaknesses. Everyone has weaknesses and it is important for leaders to balance their weakness with their strengths. Leaders should find someone who is strong of what they are weak at. In addition, team will be balance.
“Nobody is equally good at everything”
Principle # 6: Communication
Rudy believes nothing will work if leaders do not know how to communicate. People who respond with “I don’t know because no one told me” indicates they do not receive feedback.
It is important to review team performance. After setting goals, it is important to set up matrix to measure it. Leaders need to provide feedback to see if the team is going in the right direction. Leaders need to care and love people, if not, they are not leaders. People need other people care.
“If you need help, people will help you”
“Government do not love you, people you love will love you”
Name: CPA Source – Five Rules of Creative Leadership
Presenter: Katherine Danks, BFA (Honors)
CPA Source provides business webinar presentation for members of Certified Professional Accountants in Canada. This webinar invites Katherine Danks, the president and founder of Creative Business Culture, to share her insight of current leadership challenges in the global economy. Business owners can use her principles to develop new habits of thinking in their business today. This webinar will help business owners to strategize their business culture to improve better productivity.
Danks believes creativity comes from response to a problem or opportunities. Mind and senses will react to stimuli creativity. Creativity is important in business world because it leads to better office culture, better employees’ motivation, and feel valued in the workforce. When business owners stop taking risk, they stop to explore new innovating ideas. Moreover, they will start to ignore their intuition and creative thoughts.
Business owners need to know it is important to reframe perspectives and utilize their creative mind. Danks emphasizes business owners should start to move from traditional leadership to creative leadership. In the current generation, it is important to aware creative leadership because it will help business owners to focus, energize, and see the value of work.
Traditional Leadership
Creative Leadership
Authority
Inspiration
Hierachy
Network
Linear
Non-linear
Yes or No
Maybe – Comfort with ambiguity
Live to avoid mistakes
Learn from mistakes
Five Rules of Creative Leadership
Rule # 1: Engaged Communication
Business owners should always challenge their business assumptions. They can drill down the concept by at least 5 questions to have clear understanding of the problem. In average, 55% of communication is nonverbal. Therefore, Danks recommends business owners to evaluate their listening skills. Internet can increase ability to listen to their clients, so they can serve better to than before.
Danks understands the order of information is important. Business owners should start with positive comment followed by negative comment. This will leave the receiver a positive impact. Communicate well with the group and engage everyone with the responsibility of the outcome.
Communication connects with emotional intelligence. Business owners encourage impacting their business with idea boosters instead of idea busters.
Idea Boosters
Idea Busters
Yes, what if
Are you kidding?
Let’s explore this more
It is not in the budget
What I like about that is
Yes, but it will never work
“It is better to answer 1 question in 8 different ways than 8 different questions in 1 way.”
“Never make assumptions; ask why questions”
Rule # 2: Motivate with Autonomy
In average, business spends $25 thousands to hire a new employee and 70% of employees are disengaged. Danks believe how people feel at work will directly impact their performance. If business owners can fully engage their employees, in average, 22% increase of productivity, 10% higher customer satisfaction, and 48% less safety incidents.
Danks suggests all business owners to give more focus and autonomy over hours worked. Employees will engage with their performance if their physical, emotional, mental and spiritual are met. Many employees are afraid of implementation because they are afraid of distrust. Therefore, it is important to create autonomy.
Autonomy comes from 4 factors.
Accept input
Provide freedom, challenge and purpose
Enable control
Lead to innovation
“Need to feel control; acknowledged for their contribution”
Rule # 3: Connecting Polar Opposites
Business owners need to allow employees to look outside the box for answers. By creating new thinking, it allows people with different expertise and background to mix.
Danks believe new employees have no preconceived notions and expectations. This will allow them to seek new ideas or solutions for the organization. It is important for all business owners to seek out new experience and friendships. Danks believe this will help them to see new perspective and be inspired.
“Turn ideas upside down, back to front, what are the insights?”
Rule # 4: Active Brainstorming
Business owners are encouraged to challenge all assumptions. Sometimes it is difficult to see the roadblocks. Therefore, there are 4 pillars approach from Alex Osborn to help business owners.
Differing judgment
Generating lots of ideas
Encouraging unusual ideas
Combining ideas
Danks wants business owners to do brainstorm frequently. Business owners should start with warm up exercises with the team before brainstorm. Using white board or flip chart will help the team to engage the activity. It is important to frame the topic, so they can stimulate the right direction of ideas.
Danks believes there are no bad ideas. Business owners are encouraged wild thinking. After brainstorming, business owners can capture the ideas and implement with the team.
“Nonjudgmental free mind flow”
Rule # 5: Inspired Leadership
Business owners need to clarify their business purpose and the product values they want to represent. People will accept companies that can articulate what they believe in. Therefore, they need to feel there is alignment with beliefs.
Leaders’ energy must be contagious and convey passion. Leaders must care for their employees. All decisions from leaders in corporation must in line with the business purpose.
“Successfully communicate why they do what they do”
Danks believe if employees only come and do what they are asked to do, the outcome will be minimal. However, if employees are trusted in business culture, they will be supportive to each other. The outcome will go above and beyond.
“Remember what the business stands for”
Danks suggests many strategies for creative leadership to improve the business today.
Set aside regular time for creative or strategic thinking
Allow yourself time to focus on one thing at a time
Connect your work in your mind to your company’s vision
Develop new approaches to creative perspectives to handle complex problems
Develop a sense of community within your team or department
Understand empathy and communicate to others effectively
Take advantages of time to learn and grow
Look for opportunities to do what you do best
Invest in opportunities to generate greater overall positive energy with your team
Review your failure regularly and ask how you can learn and develop from them
Strive for a balance of work life and home life
Be confident to take risks and to truly be yourself at work
Name: Women Leadership Circle – The Morning Leader: Mentorship vs. Sponsorship Your Secret to Success
Presenters: Maininder Dhaliwal, Debra Hewson, Fiona Macfarlane, and John Montalbano
Women Leadership Circle (WLC) is a Vancouver board of trade program that inspires women entrepreneurs in business world to connect with other remarkable leaders. This program shares and learns secrets from other entrepreneurs in different industries. This presentation is presented by WLC to help members to differentiate mentorship and sponsorship. In addition, members will learn the experiences that influenced by the panel. Moreover, members will understand the key aspects to find mentors and sponsors.
The panel includes Maninder Dhaliwal, the Vice Present of Pacific Autism Family Centre Foundation, Debra Hewson, the CEO of Odlum Brown, Fiona Macfarlane, the CIO of Ernst and Young, and John Montalbano, the CEO of RBC Global Asset Management. Along the moderator, Lisa Martin, the presentation will be very beneficial to all young entrepreneurs who are looking for mentors and sponsors.
Key difference of Mentorship and Sponsorship
The panel defines mentorship as a sounding board or advice board. In fact, the panel defines sponsorship as the advocacy role or champion role of any industry. In the organization, mentors are the one that young entrepreneurs seek and receive directions; however, sponsors are earned from creditability.
Most of the time, mentors are the one young entrepreneurs look up to in the organization. Nevertheless, sponsors are the one young entrepreneurs need to identify and ensure their voices are heard. In addition, sponsorship is outcome based and it needs a mutual agreement from both parties.
Mentors are not as risky as sponsors because the relationship is mostly all private. In this generation, women have more mentorship ability than men, and sponsorship are vice versa.
Mentors Experience
Based on the panel’s experience, mentors provide tough feedback because they want young entrepreneurs to be successful. Mentors are required for long time commitment and relationship. Mentors help young entrepreneurs to promote their creditability and transfer their expertise to young entrepreneurs.
The panel believes mentors are required to poke holes in young entrepreneurs’ theories. This will help them to save time on research. Therefore, mentors will facilitate their connection to help others, which will lead to partners and shareholders.
Sometimes mentors’ advice will take long time to realize. Young entrepreneurs might not know the progress outcome until further in the future. Mentors help young entrepreneurs to look at long term vision and impact the future and support young entrepreneurs.
Relationship to be successful with mentors
The panel indicates some factors that will help young entrepreneurs to retain long term relationship with mentors.
Trust
Clear communication and expectation
Expect time from mentors
Respect
The panel suggests young entrepreneurs to invest time in finding mentors because young entrepreneurs are putting their brand and themselves to the mentors. Young entrepreneurs need to understand the reason “why” that forms the relationship.
Mentors are the one who will walk the process with the young entrepreneurs. It is important to show aspiration to the mentors and be flexible with each other’s needs. Young entrepreneurs need to have “desire”, “vulnerability”, and “caring” in their search for mentors.
How to find the sponsorship
The panel emphasizes the best way to find a sponsor is to achieve something that can let that sponsor look good. Sponsors are mostly who are leading in social community or industry. They are also the one who can feed the soul to the business. It is important to understand the core value before attempting to find sponsors.
Young entrepreneurs need to build creditability for sponsors. Furthermore, sponsors will recognize them. Sponsors are difficult to find comparing with mentors.
“How can you demonstrate your value to be expanded?
Sponsors are looking for people who are solution based, not problem based. Always identify a problem with a solution.
“Doing well in your job? No, doing your job to make a difference.”
Social media in mentorship and sponsorship
The panel believes social media will help mentorship and sponsorship because it will stay in touch with people in different industries. In average, social media will raise 10 times on the current connection with people. This will build a strong brand for young entrepreneurs.
“Traditionally, mentors and sponsors do not use social media; now more and more people are suing social media as values”
Improve mentorship for entrepreneurs
Most entrepreneurs are afraid to ask for mentorship. The panel is encouraging young entrepreneurs to be noticed and call for action. It is important to take a risk and jump out of the comfort zone. By challenging the pipeline of the current role, young entrepreneurs will increase the chance to be noticed.
The panel suggests all young entrepreneurs to change the traditional culture. It is essential to look at the culture. The panel believes culture is like salt water river. If there are new fishes in the salt water, those fishes will die, so in order to let those fishes survive, salt water need to change.
“By establishing a well relationship with mentors, if mentors move up, you can move up as well”
“Not build to be fair, build to win”
Benefits young entrepreneurs as mentorship or sponsorship role
There are many benefits to become mentors or sponsors. One of the biggest benefits is the learning phase. Both parties can see and experience different point of views. Mentorship and sponsorship both are two way streams. Both parties need to be benefit from each other. Becoming a mentors or sponsors can be source of pride. It will help them identify the trend of future. Both roles can force to be a better listener in multi-level culture. Moreover, it will help the organization to retrieve a better team.
Advice to have boss as mentor
The panel wants young entrepreneurs to be caution for feedback if their mentors are their boss. Feedback might not be what young entrepreneurs are looking for. The panel does not recommend young entrepreneurs to ask their bosses for mentorship.
Young entrepreneurs should look for mentors that bring different things. Therefore, the panel asks young entrepreneurs to look for many as they can. They should find mentors who are non-threatening to their industries internally and externally. Therefore, it is important to get multiple opinions.
How to deal with bad mentorship
The panel indicates sometimes it is possible that people are in mentorship, but they want sponsorship instead. If mentorship is not working, it will self-select them out. The panel suggests young entrepreneurs to be open minded and try it out first. If it does not work, young entrepreneurs can move on and end the relationship.
How to ask people to be mentors
The panel suggests young entrepreneurs to be brave and ask them to become their mentors. It is also suggested to write a thoughtful letter that identifies the reason or reaching out. Provide a reason for mentors not to reject and figure out how young entrepreneurs can help mentors.
“This is not a suck up; it is showing what they can do to add values to the organization”
Taiwanese Canadian Cultural Society (TCCS) is a registered nonprofit charitable organization that promotes cultural harmony between Taiwanese and Canadian cultures. TCCS invites Ken Hsieh, the award winning Canadian conductor from Vancouver Metropolitan Orchestra, to present his view of business in the world of music industry. His experience includes conducting Hyogo Performing Art Center Orchestra and Shanghai Philharmonic Orchestra will inspire and motivate many entrepreneurs who are in the music industry.
Ken believes as a music conductor, the main objective is to conduct everyone in the team to one idea. This is very similar to business where CEO has an idea and tries to incorporate the idea to the organization.
In every music masterpiece, there is a fantasy. Ken emphasizes the goal is to create the fantasy using sound that carry through the audience’s emotions. In business, mission statement is like the fantasy in music masterpiece.
During the early years, Ken’s father’s has a traditional mindset that wants Ken to follow the footstep of Doctor or Lawyer. Ken refuses to continue education due to a lack of interest and decides to pursue his dream of music career.
“What makes you wake up before the alarm clock goes off?”
After transfer to University of British Columbia and complete the education, he pursues his dream in Japan by following his mentor to learn the conductor fundamental. Within 2 and half years, his mentor disciplines Ken and ensure Ken is mentored under many great famous conductors. He continues his further training in Europe to experience life. He returns to Vancouver and Join Vancouver Symphony Orchestra to assist conductor.
“How to speak to people who are more experience in orchestra?”
In the music business, Ken learns it is impossible to please everybody. When he receives bad review, it is important to have a positive mindset to learn from the feedback. There must be mutual respect in any business to retain long term business relationship.
As a conductor, Ken considers the person who promotes others in orchestra. Ken believes in any business, networking is important. Entrepreneurs should always go out and explore new opportunities and become proactive. In Vancouver Metropolitan Orchestra, Ken establishes a platform to promote other talented musician in their music career. Moreover, Ken believes if people come together and share idea, they will benefit each other by gaining professional relationship for the future.
“You never know who can promote you”
Due to the advance from technology, the attention span is getting weaker. This put music in danger because the average attention span in this generation is roughly 4 to 5 minutes. The source of entertainment is different and it has more variety. Conductors need to conduct the same piece differently. Ken is looking for new ways to enjoy the career and inspire music to audience.
There are 5 types of people Ken dislike in any business career:
People who uses “I am tired” as excuse
People who never try and always say “I cannot do it”
People who are selfish towards everything in life
People who have strong ego
People who have no self-respect for themselves
Ken indicates people who are selfish usually good at saying no to others. People with strong ego usually have no confidence and use ego to hide his weakness as defense mechanism. People who have no self-respect for themselves usually use certain ways to gain quick advantage for themselves.
Ken suggests every entrepreneur to give 120% in everything they do. Entrepreneurs need to know what excite them, and create passion for career. Ken defines leadership as “How to Lead” and “How to inspire people to play your music”.
Wake up Call
Ken emphasizes health is more important than anything in life. A couple of years ago, Ken almost diagnoses with cancer. He realizes without health, everything in life is meaningless. He recommends entrepreneurs to pursue leadership, but do not abuse health. Therefore, life balance is critical.
“What is the point if your career is going but not your health?”
Ken recommends entrepreneurs to be open and receptive. They need to be surrounded by good people. Learn from each other and learn from different fields. It is important to not limit social connection with certain people. Expand is the key to success.
Entrepreneurs need to remember no matter how successful they become, they should give back to the community. People must respect others, must be humble, and must give back to society. Ken suggests all entrepreneurs to think about their vision in 30 years and pursue with passion and desire.
“Life is not linear, it always have ups and downs”
Karen McGregor is an international speaker, author of two bestseller books, and founder of Rock the Stage program. Her passion towards speaking ignites her life purpose. She coaches many business entrepreneurs to overcome the fear of speaking on stage. Nevertheless, Karen will share her knowledge and tactics of what it takes to become a successful speaker. Speaking skill is essential for business entrepreneurs. The techniques of speaking will trigger their business income and influence the people around them. Business owners will understand the importance of speaking skill on the stage through Karen’s seminar.
Speaking: The highest return on investment
Karen believes becoming a professional speaker is the highest return on investment career. Professional speaker is required little or no money up front. Due to this technology generation, internet is filled with many potential topics. Therefore, there is low investment of time because there is no need to reinvest the topics. In addition, there is on-line duplication strategy, such as webinar, can be used for speakers to increase their publicity and revenue.
Referrals welcome
Many professionals are looking for speakers and professionals treat speakers as experts. This creates credibility. Professionals will refer speakers if they like the delivery strategy. Through speaking, Karen emphasizes the best way to receive referrals is the organic way, which is face to face. Therefore, speaking will get high quality referrals in any professional businesses.
Connection Matters
Many professionals spend half of their career in life working in front of the keyboard. Instead of spending time on typing, speaking can help them escape the isolation and feel the energy through live event.
Your audience wants to feel
Many people are busy with their lives, working in the environment, and chasing their hopes and dreams. Speaking will make them alive. It will ignite their enthusiastic and create opportunities and motivation for people who are desperate on facing endless life cycle. Karen believes speaking can give people desire to live.
One to one experience
Karen believes speaking can create connection with audience. Audience will feel the one on one connection with the speaker. Professional speakers can engage one on one experience with all the audience and it will gather everyone together as one.
Why aren’t more people doing it?
People are afraid of judgment, failing and screw up. In fact, many people have a lack of confidence to speak on stage. They are afraid of no results.
Karen believes if speaking is in the system, people can follow the predictable steps. This will help people distress and proceed to the next level in their profession.
“More freedom in structure”
The turning point for Karen
Karen has been an international speaker for many years. She has also published many books. The problem is Karen is not receiving the result she wants in speaking. She believes she did not do the job correct, which results of no outcome from her speaking career. She begins to realize someone needs her help but she is not reaching them. She needs to find the missing piece, so she takes a leap of faith by learning everything she can. She understands speaking is out of her heart.
Things are changing in her life and her income has triple.
Invested in the missing piece
Karen shares her key to success is to learn something new, implement it, and see the result. Teaching people to develop intuition is her direction. Karen will help professionals to be ready to step up the stage and speak.
Who is building their business through speaking?
Here is the list of common professionals who are building their business through speaking:
Coaches
Authors
Trainers
MLM Leaders
Workshop Leaders
Physicians
Health & Wellness
Accountants
Artists
Financial Advisor
“If I am not comfortable up here, the audience will not”Every industry has a speaker. It is important to keep open mind that speaking works in every business. Not many people who become entrepreneurs and speaking at the same time.
3 mistakes that keep audience uninterested & unwilling to invest
Mistake 1: Understanding what the audience is buying
Many speakers will promote themselves with elevator pitch during their speaking. However, Karen suggests speakers to start the story the same, and share the transformation. It is important to understand that people are not buying products from speakers, but they are buying the transformation that the product can do for them.
People want to improve their lives in some ways, so people are willing to buy from either the speakers’ stories or speakers’ expertise. People want to know how the speakers go through their lives, and not their education or credentials. Therefore, speakers need to show them the progress.
Karen recommends speakers to provide testimonials during the presentation. They should pick the testimonials that share others who have done the transformation, so the audience will be able to relate to their experience. The inclusive “so much more” testimonials can also be effective. People are looking for extra content or new things they are not experienced before. The “doubtful to dynamite” testimonials can capture doubtful audience.
Doubtful audience is the best clients for speakers because they will have the biggest transformation.
Why your clients hesitate?
Karen believes the primary reason clients hesitate is that the speakers’ stories have holes or missing links. If speakers did not even accomplish what they ask from clients to do, it will fail. For example, if speakers never want to spend money on charity and they ask clients to donate, clients can see through that and reject speakers’ requests.
“If you want something, do it first. Do what you ask people to do”
Mistake 2: Sharing too little
Many professional speakers never hold back on any relevant information. They tend to share as much as they can to the audience. Karen believes if audience does not feel the outcome, they will not refer. People can search on the internet for all kinds of information. Therefore, the content is not their focuses, yet it is the mindset and personality that capture their attention.
Sharing excessively unfocused content will lead audience confused. Moreover, confused audience will not buy.
Mistake 3: Winging it!
Karen believes many speakers can do well even if they are not fully prepared. However, Karen believes speakers who rely on luck will not always be able improvise the result. It is suggested to go through the system structure to improve the fundamental to ensure speakers are comfortable with their speech.
Best writers or authors do the best speeches. Instead of selling their books on stage, they should tell the story in the book that demonstrates the transformation.
Stage Fright
Karen emphasizes stage fright comes from a lack of system in place. If speakers follow the structure and prepare every step in the system, they will have the understanding of how each process is executed in their performance.
What is selling from the heart?
People care about speakers’ transformation, and speakers must have attitude, but not ego. It is important to work on the transformation and not focus on the money. Therefore, there are 5 steps will help speakers to sell from their heart.
Focus on the feeling of knowing how audience’ lives will be better as a result of speakers services and products.
Put extra efforts in the speech structure to show speakers care about the audience.
Expand audience’s vision of what is possible
The invitation is constant
Deliver the solution to the main problem
Traditionally, people assume speech and sales are separate; however, they are not. If speakers do well, the audience will notice and they will be ready for your sale.
“Instead of chasing, you should invite”
There is always a primary problem among the audience. Speakers need to know the big problem the audience have. If speakers can provide the solution, audience will buy.
Foundations of successful talks
There are 3 foundations of successful talks: educate, inspire and sell. Speakers need to educate the clients or audience by providing extra content. Learn the system behind the talks, and inspiration will gradually come when speakers deliver the speech. Moreover, Karen indicates people do not have to be perfect speaker to have inspiration.
In order to sell from speaking, speakers need to invite the audience from transformation or something audience wants.
“Speak, dream, live”
“Every day do something that makes you feel alive. We need more people to say “I choose life; I choose to live””
“There is a silent urge. When you listen to it, pulsates the truth of your path. It is passionate, alive and relentless in the invitation”
Name: Company of Young Professional Development Series – Building your brand and credibility for career progression
Presenter: Tara Cree
Branding involves reputation, strength and principles. Many young entrepreneurs should always align their branding with their credibility. Dr. Tara Cree, the founder of Cree Leadership Consulting, is invited by CYP to share her experience on developing exiting leadership with branding strategy with young entrepreneurs. They will learn the importance of branding in this presentation.
The power of branding
All corporation logos have different designs and symbols. However, they are all aligned with their corporation image. Personal and corporation branding are linked. In addition, many corporations will create their brand to make people feel what they want them to feel. That is the power of branding and all power of branding is different in all markets.
What is brand?
Brand influences the feeling and actions of consumers. It also increases positive feeling towards specific products. It also highlights the value consumers receive and it depicts the personality or soul of the product.
Cree believes logo is just the symbol of the brand, what matters the most is the reaction of the logo that has created for consumers.
“You are the brand”
Personal Branding
Personal branding can define as a distinct brand. It allows consumers to understand the feeling or the idea of that person. Many people did not realize that the connection of their personal branding is related to their business.
Cree emphasizes career management is brand management. The definition of personal brand is not defined by the business owners, it is defined from people who around business owners.
“Defines from people around you”
Brand you
Cree believes everyone is a brand of themselves. It is important to have control over how everyone is perceived. Based on this century, the days of having one job for life does not exist in the young entrepreneurs’ generation. They need to be seen as the best in class in their field of specialization.
In order to separate from others, the uniqueness of the branding is extremely important. Many promotions from business come from the uniqueness of each individual.
“Having a brand is not an option, managing it is”
What contributes in branding?
There are 4 primary elements that contribute in branding:
Clarity of purpose
Consistency
Authenticity
Credibility
Young entrepreneurs should always be clear of what their brand purposes. The purpose signals the direction young entrepreneurs should present and it leads to different types of personality and feelings that can influence the people around them.
People who have strong brand live with it. The personality will help them to create consistent feeling that can influence the people around them.
Many young entrepreneurs will try to pretend to be somebody who they are not. If their brand is not aligned with their values, it will fall apart. Cree believes it is important to align the branding with their strengths. By realizing the core value, young entrepreneurs will be able to understand and manage their branding.
With clarity of purpose, consistency and authenticity, they are all go towards creditability. For example, most young entrepreneurs prioritize their emails by senders. The name of senders is a brand and that is the promise of brand.
“What brand of you are you sending out?”
Credibility
Cree considers creditability is like currency. It is hard to earn, but it is easy to lose. The perceived values from young entrepreneurs are closely tied to their credibility.
When young entrepreneurs have strong credibility, they will have these attributes:
Progress quickly
Easy to influence others
More successful overall
Makes up credibility – Personal Credibility
The alignment between the brand and actions are based on these factors:
Credentials
Track records
Authenticity
Demonstrated respect
Respect
Young entrepreneurs should always analyze the audience and prioritizes these factors based on their requirements. Branding is all about packaging. People can see through authenticity. Moreover, if young entrepreneurs impact their brand that contradicts consumers’ expectation, it will kill the brand.
“Arrogant ways will derail credibility”
Great Personal brand
To create a great personal brand, young entrepreneurs should always understand about themselves first. Articulate their vision. Define their brand. Communicate to others. Strive close integration of what their passion. Lastly, understand how to spend the time to invest the branding.
Step 1: Know yourself
Young entrepreneurs should recognize their values, passions, talents and skills. Cree recommends young entrepreneurs to take personality tests and get feedback to understand of their personality.
Step 2: Articulate your vision
Cree recommends young entrepreneurs to visualize their goals and direction in 5 years. This will help young entrepreneurs to create their future branding image and work towards that personality.
Step 3: Define your brand
There are 3 questions that Cree suggests for young entrepreneurs to start their brand definition.
What brand is going to get you there?
Who is your audience?
What do you need to do to be credible?
Step 4: Live your brand
Cree suggests three ways to help young entrepreneurs to maintain their brands:
Communicate to others
Constantly evaluate it
Integrate what you are passionate about
Understand how to spend your time to harvest your brand
Vancouver Board of trade is proudly to invite Gregg Saretsky, the president and CEO of WestJet. Saretsky was pointed as CEO in April 2010 and he has led WestJet to a successfully strategic direction. By adapting to the current market, WestJet has remained its core mission statement. To engage with the strong workforce and culture, Saretsky has demonstrated his tactics that can deliver a remarkable guest experience for all customers. This presentation will inspire many business owners.
Staying true, it is fundamental
WestJet focuses on low-cost strategy and customer experience. The WestJet culture engages ownership culture as their work environment. All staff members are eligible to become a part of ownership of WestJet and they are considered as WestJetters. Based on statistic, there are roughly 1000 resumes per year. Moreover, WestJet believes their culture is a gift to all employees.
“Train them well, get out of the way”
Saretsky indicates there are 5 secrets to WestJet’s success:
Secret 1: We care to plan
WestJet believes culture and care are two primary elements for all employees. For culture, Saretsky believes it is important to ensure that their culture thrives and continue to provide WestJet with sense of community within the organization. It creates a sense of pride in association with WestJet. As for care, Saretsky believes execution in are of culture is significant. In addition, WestJet has over 250 programs and celebrate all kind of culture tradition holidays.
Secret 2: We care to share
All staff members are eligible to purchase “Employee Share Purchase Plan”. The Plan will give employees an opportunity to become the shareholder of WestJet. There are over 80% of employees in WestJet that are shareholders. After become the shareholders, they will work harder.
All WestJetters are qualified to the profit share program. The profit share program will give 10% profit dividends twice a year among all WestJetters. In average, all westJetters earn over 300 million in total.
“Treat them well, they will serve well”
Secret 3: We care to really listen
Saretsky emphasizes listen to employees and guest will evaluate the performance of WestJet. WestJet will use culture CNXN, Tech Talk, airport visit to receive feedback from WestJetters. They will use test ideas, such as uniforms, commercial, and snacks on plan, to create personal connection with the WestJetters. WestJet will provide guest surveys and advisory board to evaluate the performance. All feedback will incorporate into WestJet strategic decisions.
Secret 4: We care to design
WestJet designs all their experience and process to make sure all WestJetters can be proud and successful. Saretsky ensures all guests are truly getting the values in everything WestJet can do, which includes lower fare and culture adaption.
Secret 5: We care to celebrate
WestJet wants to create a friendly and motivated work environment. Saretsky encourages all WestJetters to celebrate all success. He understands celebration is a part of successful process. In addition, profit share is just a way to give back to all WestJetters. Recently, WestJet designs the Christmas Santa to appreciate their guests to a part of WestJet.
The start of WestJet
WestJet was founded in 1996. The first flight is in Vancouver International Airport. During that century, all airlines are high differentiated corporations. Many people could not afford the flight premium, so they shared the cost to book the whole plane. They found the market and WestJet is born.
“Mass transit takes flight”.
WestJet is now serves 11 markets in British Columbia and more than 59 daily departures. Vancouver is considered as the 3rd largest base for WestJet. Between 2010 and 2013, the enplanement guest has increased over 20%. WestJet encore has lowest fare and stimulate air travel demand in British Columbia.
WestJet operates over 660 flights weekly from Vancouver International Airport and it has over 1000 WestJetters in British Columbia. WestJet has a high growth profit and provides 400 million bonds in 4% rates.
British Columbia eliminates the fuel excise tax, which creates a potential market for airline. Saretsky announces WestJet will look closely to Abbotsford to create another alternative for Canadians to fly out of British Columbia.
What lies ahead – opportunities
WestJet will provide WestJet rewards for all guests. First bag fee will a part of the low fare and Saretsky will provide the options for guests to enjoy their flight with WestJet. Moreover, Saretsky announces WestJet Plus package with low fare for guests to experience premium seating.
Saretsky believes in customer values is the direction of WestJet and he promises WestJet will continue delivering the best services to customers.
As for security issue, he believes Canada and United States should have the same check security protocol. In the future, WestJet will also implement few more perks for frequent flyers. A better wheelchair accessible seating will be a part of their future strategy. Moreover, as for gender balance issue, Saretsky informs currently WestJet has only 10% female pilots. He will provide more capability opportunities for future WestJet pilots.
Name: The Entrepreneur’s Tool Box Series: Branding Strategies
Presenters: Isabelle Mercier Turcotte and Dinny Landsowne
The Entrepreneur’s tool box series is led by the moderator Jonathan Chow, the Producer of Spark Metric Productions. This seminar is honored to invite Isabelle Mercier Turcotte, the Co-owner of Leapzone Strategies, and Dinny Landsowne, the brand developer of Zensation Creative Management. Moreover, they are branding expert and they will share their branding experience in this presentation for business owners who are looking for the upper edge to expose in their market.
Turcotte starts her hair salon business in the age of 19. Inspired by her mother’s entrepreneurship, she surpasses all her goals in 2006. After selling all her businesses, she starts to understand her passion and desire from working with corporation.
“Most people think cosmetic; however it is a lot more than just the outside”
Landsowne starts her career passion while traveling to Asia. She realizes the market trend in Asia is far more advance. She starts her business in garment industry and fashion design. She understands the connection between business brand and solo brand are linked, so she starts to learn branding strategies. Landsowne believes branding must align with the personality. Moreover, she reinvests in her business and starts to develop her unique mentorship.
“How do you communicate so they can hear from you and what I can do for them?”
What is branding?
Both presenters believe branding is building the word or spread the word. Business owners need to understand what the value is for other people. Business owners need to know the reason behind their actions and realize how those actions make people feel. If business owners understand the reason behind their action, they will know most opportunities can be distraction.
By looking at what business owners do the best, they need to sell the “Why”, not the “What”.
Any business branding requires these principles:
Who are you
What you care about
What you do best
Business owners need to speak in their clients’ language in order to connect with them. Moreover, business owners need to be clear on who they want to work with.
“There is nothing small if you are number 1”
There are two types of people in the work field:
People who play to win
People who play not to lose
Business owners need to distinguish the clients and work for people who play to win.
Branding should not always be about money; in fact, it should be about values. By connecting with someone, communication will be there and the will lead to sell.
Business owners need to assist clients to get to their destination and people must align with the business values. In addition, it is important for clients to believe the business value.
“People do not care if business have mission, they only care if business is on the mission”
Business owners need to know the core business values and what they stand for. By aligning the business values, clients will be attracted.
Branding is not an event, it is a journey
Business owners need to look at these three questions:
What is working well?
What is not working well?
What is missing?
Many business owners take on too much less ideal projects. Those projects are not aligned with the business value and it will create chain effects. The chain effects will make business owners under achieve and under commit. Regrets and miserable lifestyle will start. Therefore, business owners should do preparation and own the value of outcome.
Once ideal clients come in, many will follow. Business owners should have a filter that can judge the situation and say “no” to ensure project are aligned with the core value.
“Go beyond, try new things; otherwise it will be the same”
Presenters suggest all project should not have any attachment involved, especially emotion. By providing the best of the ability is all it matters the most.
If business owners have concrete value in their businesses, there is no reason to compromise. If business owners require assistance, they should look for mentors for advice.
“Do not let others drive you. You should drive yourself and be clear with the value”
People will judge others with their values. Therefore, it is important to take advice from people who are a part of the process. Presenters believe anyone who can give others recommendation right away is bullshit; instead, analysis is essential.
If people come and ask to work with you, business owners should do the preliminary analysis. It is important to pick the right client with the correct delivery strategy.
Brand promise
Brand promise is made up of language, process, and result. If there is something bad, it is an opportunity to fix it. Business owners should always get feedback; in fact, owners should appreciate their feedback and they will respond.
Business owners should always ask people to support them and listen with their heart. This will help business owners to understand the language.
There are two ways people live in this world: consuming and creating. Presenters encourage business owners to do the same thing differently. This will shift from their lifestyle to creating mode, and it will get them think in different perspectives.
Many people are limited to things in certain way because of the previous experience. Business owners should always build their business beyond the limit.
No Tolerance list
Creating tolerance means destroying business. If it is tolerance now, it will stop business. If business owners bend the rule once, it will take a while to get back on track. It is important for all business owners to not cut corners for clients because the habit will continue to the end.
“Do not worry about screw up, just fix it and continue”
How can it be done without you there
Business owners should find ways to build their business in a systematic way. Business owners need to review their workflow and redesign for better productivity.
The way business owners can think about this concept like if they are building it for someone else. Business owners can ask for support because they do not need to work by themselves. Simple is the key and it is all about choice because if the stakes are high enough, they will find a way.
Many people fail to systematize because if they know it is working, they will stop improving.
Another meaning for branding is perception. Business owners need to understand the value behind their business and communicate the values with the clients.
“How you deal with things, that is what you stand for, and that is branding”
Presenters: Trevor Linden, Jim Benning, and Willie Desjardins
Vancouver Board of Trade invites the current Vancouver Canucks management team to speak about their change management. The management team includes Trevor Linden, the president of Vancouver Canucks of Hockey operations & alternate governor, Jim Benning, the 18th General Manager in Canucks, and Willie Desjardins, the 18th Head Coach in Vancouver Canucks. They will share their thoughts and strategies on the future plan of Vancouver Canucks organization. This presentation will help business owners to understand the impact of change management.
Vancouver Canucks is honored and has the privilege to bring back Trevor Linden to the management. Linden has over 18 years of deep connection with the team. Due to last disappointing season, Linden is approaching to find the way to win.
Jim Benning is originally from Boston Bruins. He sees the potential of Vancouver Canucks and decides to change the environment. He decides to restructure the current environment to a winning environment. He seeks to bring other players to support the existing core players.
Initial Changes
The management team sees Vancouver Canucks team has people with good character. They will bring young players up with good habits. The existing core players will show impact and inspire young players. The team will remain competitive and restock new players. The current team will support what they have and win with the team.
Willie Desjardins believes the team. He believes the breakdown of Vancouver Canucks team is because of losing. He has confident the team will flourish success in future.
No trade clause contact
Jim thinks the no trade clause contract is a negotiation tool from the players. It will reduce salary cap, but players have full control. They can decide where they want to go. Trevor believes players are attached with the city and believe the effect of no trade clause is meaningless in Vancouver Canucks.
Change in play styles of players
The team will focus on attacking. Willie emphasizes the team has the philosophy of “Think fast, play fast”. He believes each players need to have “Quick decision right place” concept while they are in game.
Players flow under the radar?
There are many hidden players in the league. The main attribute the management team seeks is the player who can buy time with the puck. This will create opportunity for the team to execute the play and create the attention for the fans.
Trevor believes Willie is the guy who has the ability to connect with the players. He can get players to buy what he is selling. Last year, the team lost hope and lost the element of fun in the season. Trevor believes Willie will bring back the fun.
Looking for coach
Jim and Trevor believe the coach needs to have these characteristic traits:
Respect players
Treat player well
Hard working
Discipline
Willie has all the traits, and in Willies’ view of the organization, he believes Vancouver is an opportunity to become amazing.
Chance in NHL players
The management recommends all new NHL players to clearly understand what they want and where they are heading. Every player will go through good and bad times. If they have commitment, their chances will come.
Players’ view of the new coach
Players need to trust coach. Based on the previous coach that took Vancouver Canucks to the Stanly Cup playoff, respect is important. Players can figure things out and see through coach. Players are determined to prove to the fans and to themselves. Moreover, players want to show to coach, fans and themselves that they can get the job done.
Change the team behind the team
Aside from the hockey team, the management team puts effort to change fans’ experience. While off the ice, the hospitality is important for fans. The management team brings new chef and creates whole new feelings in Roger Arena. The management team believes in order to fully control the fan experience, they decide not to outsource any catering to external companies
Integrating younger talent
The management team will bring players who can play immediately. They believe players with talents should not hide and they should have the opportunity to demonstrate in the team. In addition, the management team will not bring any players who are not ready.
Change management in future Vancouver and making strategic decisions
The management team will do pro and pre scouting. They will only draft players who can win. Their goal is to move up the draft.
The management team will hire company to do their own statistics. The stats will be analyzed pre and post games. The management will implement new analysis to help players perform well.
Future Ticket Sales
The management team believes the negativity is gone. Trevor believes Willie and Jim will help out and provide positive atmosphere on the team. Fans are excited and the players will have fun again.
Vancouver Canucks organization will still focus and help out on community. The impact from players to the community is huge. Vancouver Canucks will continue to support children in British Columba as their number 1 priority outside of the arena. The organization forms “Canucks for Kids Fund” to support kids who are in needs in BC. Vancouver Canucks is sending a clear message to the community that their fans are their support.
Name: Internet Masterminds – Our Road to a $100K + Kickstarter Campaign
Presenter: John Winebrenner
Internet Masterminds is a networking group that helps business owners to connect with other business owners. The purpose of this presentation is to share business owners that growing profile and showing the world that good design can be found in Vancouver. John Winebrenner, the founder of Hurdler Studios, will share his success experience in his product of “Clug” by using Kickstarter campaign to achieve his $100K financial goal.
Clug is the world smallest bike rack. The designer of this invention is John Winebrenner. In his Kickstarter video, he uses the time-lapse technique to capture the detail of day to day in minutes and market the work in progress in his video production.
Design in Vancouver BC
Based on research, Vancouver is considered the number 9 in top 20 startup ecosystem. The list is measured by startup output, funding, performance, entrepreneurial mindset, trendsetting, support, talent and differentiation. Currently, there is no design firm in Vancouver. Therefore, Winebrenner believes in order to raise awareness in Vancouver, he needs to put design first in Kickstarter.
Designing the Campaign and the importance of video
Winebrenner uses his video on Kickstarter to show the process of phases. He captures the audience with free stuff. He also integrates 3D printing in Kickstarter to provide prototypes to engage audience. Lastly he provides email and website information for audience to reach him. Winebrenner emphasizes his video is only under 2 minute max. He captures audience attention in the first 15 second with his primary message. Moreover, Winebrenner suggests videos should present personality.
The Truth Kickstarter Myths & Realities
Winebrenner emphasizes that Kickstarter campaign is not used for raising money for equity. The campaign should be reward based. Owners should treat Kickstarter as a marketing tool. Kickstarter acts as a market engine, and it can compete with others. It is important for owners to understand that Kickstarter focuses on the startup phase only.
Rewards for audience using Kickstarter
Winebrenner suggests all owners to think over the reward process carefully before launch in Kickstarter. It is important to lay out the procedure and outline what will potentially happen when reward strategy is executed. Winebrenner learns that reward system can create massive work which can derive the primary objective in the project.
Key to Success
In Kickstarter, audience can sense the personality of the business in the video. It is important to show fun and passion in the video. Winebrenner suggests for owners to figure out the story behind the project. Public Relation is relatively important. It creates personal connection. Good public relation will drive the product to their target audience. Winebrenner wants all owners to know every creative campaign starts ugly. It needs to go through many phases of failure and redesign.
“The fail ones stop at the first stage of success. It is important to design into your story”
How Kickstarter works?
Kickstarter is to present a business idea on the website. Business owners will load up the video, describe the idea, and ask any potential investors to donate. Kickstarter is a platform to give people the money to convert idea to reality. The concept behind Kickstarter is gift concept, not sales.
Kickstarter will not market the community for business owners and it will not push ideas for business owners to community. Kickstarter builds up with the importance of “trust” element. Owners will set up an initial goal before release the campaign. If owners cannot reach the goal, all funding will go back to funders.
Kickstarter has a huge value of creating customer base. It can be used to market the new product line. The exposure of client information will only show until the campaign is successfully complete.
Winebrenner suggests all business owners to have fun and enjoy the Kickstarter campaign. As long as the message is align with the message in owners’ story, audience will support it.
Name: Social Media? Using small wins to grow social media revenue
Presenter: Shoni Field
This presentation is formed by Net2Vancouver and sponsored by TechSoup and Hive Vancouver. The primary objective of Net2Vancouver presentation is to share business knowledge in the non-profit organization perspective. The presenter is Shoni Field, the Director of Fundraising Innovation of BC SPCA. She implements many innovative strategies to help SPCA to increase revenue and donor base. This presentation will help organizations who are looking for online strategy to expand their revenue using social media.
Based on the current market trend, the online passive revenue is climbing dramatically from using social media; however, the spontaneous second gift rate is extremely low. The online active solicitations are under-performed, which shows there is no solid mechanism created for new donors and second gift rate contribution.
The symptom of social media is low engagement. Based on statistic, only 4.5% from 35,000 likes on Facebook have continued engagement. The success driving revenue through event registration is less than 3% of donors.
Shoni Field decides to shift the traditional model to innovative campaign model to improve the engagement of using social media. The campaign model includes the micro-site with goal thermometer, leader board, peer to peer capacity and social sharing. Field also implements new strategies to e-blast with their support lists and peer to peer fundraisers. Field redesigns the usage of media vehicles to capture new donors.
The campaign model has improved the online revenue. Field re-targets the model to make peer to peer as priority and create “home” page with goals, and it shows there is increased of visitors and new donors.
Field understands in average of 22% of gifts come from Facebook are guilt gifts. Roughly 66% of donations are from outside of the community. Organizations need to capture these donors information to improve their personal connection. In addition, Field uses contests and matching donation strategies to engage these potential donors.
Field emphasizes the key to increasing online revenue is to have “Home” for the campaign with goals. This will improve the personal connection to stimulate Facebook donors. The geographic is not the main factor in campaign, but organizations need to provide a reason for donors to prevent them converting to other giving platforms.
Most donors are giving their donation based on stories they are inspired. Donors are discomfort with making gifts to general. Field uses the tactic to release local stories to capture their emotion. Each story will have its own campaign page. When positive stories release, it raises social value and promote platform to fundraise for larger stories. Overall, Field has successfully increased the success rate of second gift and donor base.
Field suggests social media strategy must have quick gratification and clear impact. Organizations need to engage with donors when goals are met. The strategy needs to be about personal connection than transactional relationship with organization. In addition, organizations need to provide more comfortable sharing to their existing donors.
Name: StudioThink – How to maximize your business before you sell
Presenter: Bob Lawrence, CEPA, CPA
StudioThink is founded with a primary philosophy to help communicate ideas through branding. The organization forms “Think60” event to give and explore opportunities for business owners to share ideas with each other. The presenter for this event is Bob Lawrence, the president of Breakaway Business Transition Planning. Over 20 years of experiences as a CFO, COO and CEO, he specializes in identifying value drives of any business and maximizes values prior to exiting. This presentation will benefit any business owners who are looking for proper ways to exit the market.
When business owners are looking for exit planning strategy, they need to follow the 7 steps of primary procedures.
Goals and Objectives Analysis
Estimation of Business Value
Preparation of Personal Financial Plan
Value Enhancement Process
Analysis of Exit Options
Estimate of Net Proceeds
Business and Personal Action Plan
The first step will help business owners to understand the result that will impact their families and business. The second and third steps will analyze the outcome of the exiting the business. The forth to sixth steps will help business owners to forecast the path of exiting the business. Moreover, the last step will help business owners to create the action plan.
Many people are fear of doing exit planning because of emotion and financial issues. Based on statistic, 67% of people are not familiar with all exit options. In average, 49% of people have no plans at all.
In developing exit plan, business owners need to ensure they are clear about their post-exit goals and objectives. They need to understand their business current values and actions to increase value prior to exiting. The proceeds need to link with their personal financial objectives. Business owners need to understand the impact of business exit options and prepare for any unforeseen circumstances.
To complete any business exit plan, business owners need to follow these 8 steps.
1. Collect data to provide understanding of business and industry
2. Define and align goals
3. Prepare estimate of business value
4. Prepare / obtain personal financial plan
5. Value enhancement process
6. Identify and evaluate exit options
7. Calculate net proceeds and evaluate alternative structure
8. Identify personal and business action plans
The post –exit goals and objectives are important. Business owners need to understand the outcome of exiting the business will have enough financial support to cover their family objectives. The goals and objectives need to provide direction for any exit plan.
Business owners need to understand the value of business and know what it takes to increase it. The main impediment to successful sale of any business is the expectation gap between the business owners and purchasers. For example, many owners expect to have their sweat equity include in business value; however, purchasers only matter the cash flow that business will generate for future.
Business owners can use this equation to estimate their business value.
EBITDA x Multiplier (usually 2-5) = Business Value
EBITDA stands for Earnings before interest, taxes, depreciation and amortization.
To increase the business value, business owners need to either increase EBITDA or multipliers. The impact from those factors can reduce risk that the business will not continue to generate the present earnings and increase the opportunities that the business will generate increasing earnings. These risks and opportunities are considered as value drivers.
Business owners can reduce the risk drivers and improve opportunity drivers to maximize their business value.
There are 9 options to exit your business
Sell or give your business to a family member
Sell your business to one or more key employees
Sell your business to your employees (ESOP)
Sell your business to your other shareholders
Sell your business to an outside third party
Bring an outside investor and keep a minority interest
Go public
Hire a management team to take over and become a passive owner
Liquid your business
Business owners need to understand that all exit options will impact after tax net proceeds.
Unforeseen Circumstances
Business owners to understand there are factors that can accelerate the exit planning. They are “Death”, “Disability”, “Divorce”, and “Distress”. Business owners need to ensure they incorporate contingency plan. The contingency plan will include the designated person who will run the business, the options of exit planning, the contact information, and other important items affect business relationship.
Business owners need to be emotionally ready to exit their business. Most business owners spend more time in their business than the combination of other activities in their lives. The business exit planning will reduce their uncertainty and make the transition much smoother.
Business owners should start their planning immediately. The planning will help business owners to foresee the values of their business. In future, there will be more buyers than sellers due to baby boomer wave.
In exit planning, business owners will implement goodwill. Purchasers will only consider business goodwill instead of personal goodwill. With good planning strategy, business owners can transform personal goodwill to business goodwill. These include building a brand, strengthening management team, and documenting procedures. Purchasers can come from competitors, customers, suppliers and other business industries. Business owners can use the business exit plan to identify their purchasers, understand the motivation behind the purchasers, develop conditions fit in to the purchasers, and manage implementation with the purchasers.
This special webinar is collaboration between Vishen Lakhiani, the founder of Mindvalley Academy, and T Harv Eker. This webinar is designed to shift business people’s financial blue print. It also assists people to improve the connection to nature universe. People who want to have more money and enjoy their lives more will benefit from this webinar.
Eker believes the mission of life is to be kind, generous, loving, balance, spiritual and become really rich. It is important to make the best life it could be. In addition, money is one of the survival factors in life and many people do not know the method.
In Eker’s early life, he could not concentrate either or money or spiritual to drive his life into happiness. When his life is in stumble, he realizes he can embrace both. Instead of choosing one or another, he believes it is possible to do both at once. Therefore, he starts his business that connects heart and mind. He also emphasizes to combine love and passion with business.
Eker believes it is important to share his insight and principles by contributing to others.
Principle:
Who I was
Habits
Business concepts
Since there are 90% of people making the same mistakes as he did, he can relate and feel others’ frustration. He believes he can use his principles to make the difference.
“Your heart will resonate with you”
“The pain you have now is serving a purpose”
Formula to Success
Eker mentions to become spiritual millionaire, people need to combine spiritual strategy with finance strategy together. People need to work and learn from other people’s successes and understand what works and what does not work.
Therefore, the formula to success is:
Learn
Do what you learn
Learn more
Do what you learn
Learn some more
Do what you learn
The formula will continue until people are successful. If people stop consistently learning, they will stop reaching their successes.
People have a belief that they can only choose either rich or happiness. Eker believes as long as their mindsets shift, they can have both.
“Either you are growing, or you are dying”
8 Millionaire Blocks
Eker believes when people think rich people are bad, they will never be rich and never become them. People should be blessing of what they have and anything people negate, they will never have. Rich people create stories to can support people, help people, and good for people.
People can be rich and wealthy, and the only thing that is stopping them is the block they put in front of them. All types of blocks can be categorized by 8 primary blocks that Eker likes to call it “8 Millionaire Blocks”.
Block 1: Money and Self Worthiness
Many people believe they are average and similar to everyone else; however, rich people think different. Rich people think they are special and they are unique. Average people believe high self-worth will create a high net worth and happiness. Eker disagree this statement. Rich people need to prove themselves first with low self-wroth. In addition, people are rich have low self-esteem.
Block 2: Money, Balance, and Journey
Many people believe they have to sacrifice money to enjoy their journey of life. Eker refuses this statement. Eker believes people can enjoy their love while having money. It is important to make sure they are doing what they love. People who are doing what they love will be on a journey they desire. Many people lose their money because they do not like what they do because their heart is looking for the exit.
Eker emphasizes in order to get rich, people need money. They can get it from other people because people are willing to give if they are helped.
“If you do what you love, you will never work a day in your life”
Block 3: Money Management
Rich people are good at these three things:
Earning money, a lot of it
Keeping money
Growing money
People are bad at money management because they never taught the easy way. Eker believes it is important to become a great money manager to get financially free.
Block 4: Money, purpose and passion
Eker believes people have their special purpose in their life. They need to have a special heart print to give to people. People need to find their passion, and it will redirect people to the success they need.
Block 5: Money, Mind, and Fear
Many people are afraid to lose things they already have for something they are uncertain. Eker believes anyone can do anything to succeed in anything. Most people do not have a route to success, so they are fear to try anything. If they have plan to success, they will not afraid to try something new. As long as their routes to success match who they are, they should get rich and worry about it later.
Block 6: Money and Relationship
In any relationship, Eker believes the number 1 cause of breaking relationship is money. Everyone has their own unique money print that they design when they are young. When people are fighting about money, they are fighting about their money blue print. Eker realizes if people have similar money blue print, they will reduce the chance of fighting about money.
Block 7: Money and Spirituality
Eker believes people’s lives should not be about all money. Money is an enhancement to people’s lives, not a requirement. People need to find the balance between money and spirituality to ensure they are enriching their lives.
Block 8: Money, Income and Freedom
Money is a form of energy. Eker thinks people should need to work hard for a short amount of time since other energy will take place. When money can cover for people, they can concentrate on their life purpose. People are creatures of habits, so it is important to turn happiness to habit. Universe has a flow for people, and they are born to be rich, help other people with their purposes.
Eker wants people to begin to stay open mind and accept new business financial knowledge. All the blocks mention should help people to break their barriers. Eker suggests people to enrich their lives with their purposes by helping other people to solve their problems.
Presentation: Video Interview – Frank Yang, CMA (Certified Management Accountant)
Thanks to MediaKreaters for scheduling the interview.
This video interview presentation is focusing on the accounting aspect of start-up companies. Many new business owners never realize the importance of financial aspect of business. Moreover, many business owners are struggling to invest their resources on accounting. Accounting is the core of any business and new business owners should not discard the impact of poor accounting system. Bookkeepers and accountants have different roles in the organization and it is important for business owners to distinguish them apart. In addition, business entrepreneurs need to understand how to receive the best investments from accountant to avoid any financial crises in the future.
The interview is within 30 minutes
The Strategy
This video interview is using Skype as a broadcast tool. The interview questions are prepared in advance. Since it is on Skype, questions can be view on the same screen. However, during the interview, questions are asked based on the flow of the interview. It is important to work along and keep up the flow with interviewer.
In this interview, since it is on skype, the delivery strategy needs more improvement. The eye contact is wondering on the screen instead of on the webcam. The tone of the voice should be adjusted. The major issue in this interview is the flow of the answers. Moreover, answers could have been smoother and less of the filler words such as “err” and “hmm”.
Overall, the interview has met the primary objective. Most importantly, thanks to MediaKreater for the wonderful experience and the opportunity to learn.
The Publish a Book boot camp is a three day program that consists of five main phases of “Plan it”, “Write it”, “Publish it”, “Fund it”, and “Move it”. The program focuses on how to use book to market business entrepreneurs’ recognition. Gerry Robert changes the traditional publisher techniques to adapt the upcoming trend of business. Nevertheless, Gerry will share his experience and procedures to help new business entrepreneurs to go above and beyond. Gerry has a different perspective and he has demonstrated his different perspective will lead to a different result. Gerry has inspired many business entrepreneurs with his amazing ideas and creativity, and this boot camp provides many effective strategies for all business entrepreneurs to become effective authors.
Gerry Robert recognizes the probability of success is low for business entrepreneurs if they partner up with traditional publishers. Moreover, traditional process of publishing a book will take up to 18 months. Business entrepreneurs should focus on outside of the book sale because money is not in the book, it is around the book.
In this generation, it is difficult to sell books. Business entrepreneurs need to understand it is how the book gives them the opportunity for other than the book sale.
Gerry Robert emphasizes business entrepreneurs should not follow the traditional process of publishing a book. There are two main statements Gerry Robert wants all business entrepreneurs to learn:
Do not sell in bookstores because it is not worth the effort and it is too slow
Hard copy will open doors instead of eBook
Business entrepreneurs reject good ideas when they are fear of leaving their comfort zone. The intensity will change and motive business entrepreneurs. Gerry Robert will provide the resources in the back to ensure entrepreneurs are focused with their work on the book.
“Action is the antidote of anxiety”
Many people believe they need to be fully prepared to publish a book. Gerry believes business entrepreneurs do not need to be an expert to write a book. Moreover, Gerry will show business entrepreneurs his techniques to publish a book effectively.
“What you argue for, you get to keep”
Plan It
Gerry wants all business entrepreneurs to figure out what they really want to write about in their books. Therefore, Gerry has created a system called “The Gerry Robert Book Planning System”.
The system makes up of three steps:
Primary Object (PO): What do you want your book to do for you
Target Population (T POP): Who is your ideal prospect
Needs, Desires, Problems (NDP): What keeps them up at night?
“A book is not written, it is engineered”
Gerry points out business entrepreneurs should write a book that is generic than specific. The book should do something for the author. The book should go wide in content than narrow.
Here are some examples of primary objectives for business entrepreneurs.
Leads 15 – 500
Give away a book as a tool
Create a lead generator
Become a speaker
$1,500 per talk
Increase clients
Increase extra payment
Increase Target population
20% to 80%
Open doors of opportunities
Speaks for CEOs
Publicity
Separate than everyone else
Job
Sell their product
Gerry Robert has generated some common examples in the market for business entrepreneurs to focus on their PO, T POP, and NDP.
Primary Object
Get on Radio to builds a database
Do TV interviews
Create more free time
Get on Radio to book appointments
Become an expert
Travel
Get on Radio
Get better clients
Become a speaker
Get radio to sell seminar
Sell products or services
Create awareness
Speak for a fee
Make money from book sales
Influence your industry
Build credibility
Tell your story
Get a position in an association
Meet People
Get a job
Get consulting contract
Open doors
Get a better job
Speak at conventions
Improve advertising results
Create MSI
Educate people
Impact others
Open a new niche markets
Meet famous people
be taken more seriously
Become more visible
Position yourself as an authority
Change live
Write newspaper columns
open new markets
Build my brand
Target Population
Age
Any trauma
What do they do for fun
Sex
Medical History
What makes them buy
% Male
live
How many of them are there
% Female
Net worth
Where do they
Occupation
Education
In the city
Level
% College
Rural
Children
% High school
How many friends do they have
% Married
Where do they like to eat
What organization do they belong to
% Divorced
Where do they shop
Do they take vacations
% Single
How much do they spend on
What makes them mad
% Students
What political party
Needs Desire and Problems
Stress related
Economic
Feels like failure
Self-esteem related
Family related
Wants to make a difference
Vocational
Future related
Is tired
Relational
Negativity of industry
Tired of conflicts
Financial
Wants more time
Lack of sex
Feels confined
Desire to succeed
Wants to stop struggling
Feels not being heard
Needs customers
Got bad advice
No time
Confused
Needs to stat over
Boss pressures
Unsure about change
Economic Uncertainty
Speed issues
Feels stuck
Distrustful
Fear
Tired of Rat Race
Angry
Hates Government
Skeptical
Gerry Robert suggests business entrepreneurs to stay away from children’s book, biography, and novels because these are difficult to monetize. The best ways to monetize is to write books that are “How to” and “Show them the money”. This is the fastest path to the biggest cash.
Business entrepreneurs should write about audience’s needs, desires, and problems. Therefore, they should understand audiences’ problem and what they are afraid of. Finally, business entrepreneurs will give the audience what they want and they will give business entrepreneurs what they request.
Plan the book not more than six months. Business entrepreneurs should never apologize or be ashamed to sell their books. They should be confident.
Gerry mentions copying someone’s idea is called plagiarize, but copying many people’s ideas is called research.
“The only thing they can grow is the thing you give energy to”
Write it
Gerry believes there are significant money opportunities outside of the book. This includes new clients, speaking, seminar, coaching and advertisement. The return on investment is phenomenal. Business entrepreneurs should look at this as financial asset. Writing a book is used to be daunting. People always have to think about it. However, anybody can write a book. As long as people can get it down first, they can edit it until it is right.
“People do not know the steps to their dream, so they kill their dream.”
“You can always edit a bad page, but you cannot edit a blank page.”
Gerry invents “The Write it System” that will help business entrepreneurs to set their blue print of the book. It forces to use both sides of the brain. The system will also help business entrepreneurs to write a book in 40 hours.
Step 1: Write 15 chapter title
Gerry wants everyone to write down 15 topics in any order. The reason for 15 is to help business entrepreneurs to exceed their limitation and get the best idea out of their mind.
Step 2: Your major topics in sequence
After 15 titles are done, Gerry wants everyone to cross out 5 topics and put the remaining ten into sequence. This will help business entrepreneurs to understand what is important and what is redundant.
Step 3: 18 chapter ingredients
Gerry wants everyone to brainstorm 18 ideas or ingredients that they can write about in one chapter. These 18 items will be the content of the chapter.
Step 4: 15 chapter ingredients in sequence
Gerry wants everyone to put eliminate 3 ingredients and put the remaining 15 ingredients in sequence.
Step 5: 15 significant statements
In this step, Gerry wants everyone to take each ingredient and ask themselves “What is significant about this ingredient?” Business entrepreneurs will need to make a very brief statement about each ingredient. Gerry wants everyone to put emotional energy into statement.
Step 6: Turn each significant statement into a question
By taking the statements from previous step, Gerry wants everyone to turn each significant statement into question. All questions should come from “Why?” or “How?” or “What is the best way to” or “How can I”. Moreover, questions that will elicit some answer are important.
Step 7: Come up with 3 answers for each question
For each question, Gerry wants everyone to write out 3 answers. They should try to make a very brief statement on each ingredient.
Repeat the steps for all topics. If business entrepreneurs write 5 minutes for each answer word, they need to write 15 minutes per ingredient. There are total of 15 ingredients, times by 10 chapters will equal to 40 hours.
Many business entrepreneurs will eventually run out of ideas. Gerry suggests to some ideas that will help them generate ideas.
File System
Speak, transcribe, write
From speeches and seminars
Teleseminar, transcribe
Blog posts
2 pages per day
Hire ghost
It is always a good idea to put free quiz. Audience loves free things and it will become a magnetic. Business entrepreneurs should optimize the white space as well.
“It always seems impossible until it is done”
Publish it
Book title is the main attraction to all audience. It needs to capture the readers’ imagination or curiosity or desire in that short moment. It is important to sell them what they want and give them what they need.
Any book needs a title and a sub title. The main title is generated by your left brain and the sub title is generated by your right brain.
Titles can be shock, controversy, borrow, well-known and bold. For shock, it needs a strong statement that shows an important fact. For controversy, it needs a strong statement that is opposite from the reality. For borrow, it can be similar to other titles in the market. For well-known, it needs to use the words people are familiar with. Lastly, for bold, the words must have a strong image that can trigger readers.
Cover is very important because people in the target population will judge on the book based on what the cover shows. In average, readers will spend the first 8 seconds to look at the front cover and 15 seconds to scan the back cover. The important thing is readers will only care about their NDP, so the cover needs to show them the book can solve their NDP.
There are some components to make an awesome cover.
Eye-catching picture
Need a picture to get attention
Pain point
Remind or highlight people about pain
Gain point
Create promise on the cover
Ultimate promise
Strong statement shows confident
Ask question
Question help people lean towards the book
Humor
Say something funny
Strong author picture
Impact on creditability
Reader-appropriate colors
Color shows different personality
Raise curiosity
Capture readers thinking
Do not be ambiguous
Simple and straightforward terminology
Use second sub title
Focus and narrow the main message
Consider using numbers
If you have numbers, readers expect more content
It is important to get endorsements. Business entrepreneurs should create a template letter to ask sponsors for testimonial. It is essential to figure out who are the important people in the target population.
In the binding phase, Gerry suggests the first time publishing books should be soft cover and 100 pages. As for copyright, the main rule is the content of the book can borrow up to 300 words without any permission; otherwise, it must have properly quotation or credit them on the back of the book. It is illegal to use image without permission.
Every book needs the International Standard Business Number (ISBN). The number can be registered free on the ISBN website.
The suggest price markup margin of the book should be around $2 to $4. Therefore, the soft cover should be around $34 and hard cover should be around $44.
Gerry recommends putting a QR code to attract audience for call to action. Moreover, Gerry also recommends do not put any blank pages. If there are blank pages, business entrepreneurs can utilize those pages for advertisement to a charity.
“It is not the book, it is the hook”
Fund it
Business entrepreneurs can provide the last chapter to a “resource author recommend” chapter. This will help the book generate some money for funding.
Gerry invents “The Fundit System” for all business entrepreneurs to start their funding. The foundation of the system comes from “Preparation”, “Attitude”, “Interviews”, and “Action”.
Preparation
Business entrepreneurs should find companies that advertise to target population. Gerry suggests not going for big company; instead, business entrepreneurs should go for small or medium companies that can write the cheque immediately. Big corporation have slow procedure due to legal checking. The important thing is business entrepreneurs need to get the money as quick as possible.
Attitude
Business entrepreneurs need to have a positive and confident attitude. They need to show them it is affordable and the book can market for them. However, most people will refuse, so keep trying.
“Some will, some won’t, so what? I will do it anyway”
Interview
Business entrepreneurs should find people who can create synergy with their book ideas. Gerry emphasizes all business entrepreneurs to quote everything in the interview. It is important for all business entrepreneurs not to mention their occupation; instead, they need emphasize they are business author. Gerry suggests the interview should be a maximum of 20 minutes. In any urgency matters, business entrepreneurs should blame their publishers if their interview is at risk.
Action
The funding process could take up time, so business entrepreneurs should book off the time in 24 hours. It is important to measure the results to ensure mistakes are recurring again in the future.
Gerry suggests 6 techniques in the system that will help to fund the book
Buy Now Cards
Keep the audience engaged and keep them warm
Sell Ads
Plant people in the book for exchange the presale
Feature profile
Goes within chapters to help them create recognition
“Bonus” Chapter
Increase the value of the book by sell more content to exist customers
Sell Speeches
Create opportunities to do seminar speeches
The order form close
Ask for the order and proceed goes to charity
“Complimentary, but not competing; informational, not commercial”
“Forgo your fee in exchange for them buying books”
“Blame your publisher for being pushy when asking them to buy”
Move it
The hardest part of publishing a book is to market the book. Gerry believes by giving out the ideas to the market, they will eventually see opportunities. When people make decisions, they will see attract more opportunities.
When people build or plant “thoughts” in their brains, there is a vibration from their brain to the things they desire. They will notice the surrounding that attracts their desire. Moreover, the process is very similar to business entrepreneurs and vision board.
“10% content, 90% market”
The easy part is to get the book published, yet the hard part is getting rid of the books. Based on statistic, 99% of people are still using 2004 or earlier market strategies. In this new generation, people will do their research, and they are less trusting and less royal. Therefore, it is important to understand the current target population’s mindset.
“If you do not know how people these days act, you will struggle financially.”
Business entrepreneurs can use book to break those barriers. In this generation, consumers are offended towards manipulation strategy, so their defense mechanisms are high. Instead, appeal their defense mechanism by respecting them.
The reticular activation system (RAS)
This reticular activation system acts as a filter in people’s brain. It will prevent new information going inside of their brain. In this generation, the RAS is increasing significantly.
In order to penetrate RAS, people must feel pain and gain while they are receiving new information. For example, business entrepreneurs can create introduction video to activate consumers’ pain, and then provide contact information to activate consumers’ gain. People are hungry to solve their problems and they are searching for their content.
Interview Campaign
Business entrepreneurs can use their book to get free publicity with media. Based on consumers’ psychological behaviors, they will come back if they receive something free. This is a strategy to plant seeds in consumers’ brains. Every time they come back, business entrepreneurs should increase their value. In addition, Gerry believes something away can change people’s behaviors.
During the interview, Gerry strongly suggests mentioning the book. The book will lead business entrepreneurs more media exposure.
“People are like moving parade. If they might not be ready to buy today, they might buy it later in the future.”
Speaking Campaign
The objective of speaking campaign is to sell to the group. Business entrepreneurs need to be good at speaking in public. The best way is to attend Toastmaster events, study other professional speakers, and mimic others. By changing tones and change different position while speaking will get consumers’ attention.
It is important to get feedback form audience. The best technique is to create demo videos and capture audience feedback to modify for future speaking content.
Book Launch Campaign
The objective of book launch is to celebrate and sell books at the same event. Gerry emphasizes book signing at the bookstore is a waste of time; unless people are famous like Donald Trump. Instead, business entrepreneurs can create a book launch event. They can invite sponsors, testimonials, and everyone that are involved in the book. Moreover, it is important to invite councilors to do short speech because they will spread words around to invite other councilors.
During the book launch event, business entrepreneurs can give away swag bags. In the swag bags, business entrepreneurs can put other people’s business contact to promote other people’s businesses. Before business entrepreneurs do the speech, it is important to invite charity first. They can pitch the book sale again by connecting publishers on Skype for more creditability. Nevertheless, Gerry suggests not doing any self-promotion.
Medias will reconnect with the society with the book launch and it will increase business entrepreneurs’ publicity.
There are other campaign strategies that will help business entrepreneurs. All campaigns are created by Gerry Robert.
“The fastest way to be successful is when everyone is going one direction; you go to the other direction”
Name: Leaders of Tomorrow – Accounting Speaker Series
Presenters: Paul Leedham, Brad Pennefather, and Andry Tanusdjaja
Leaders of Tomorrow (LOT) is one of the programs in Vancouver Board of Trade. The program helps and mentors undergrads about business entrepreneurship. Many students take this opportunity to develop business network along with other members of the program. The accounting speaker series is a seminar that provides business experience in different types of accounting designation.
Paul Leedham, CPA, CGA, CA of Manning Elliott
Paul Leedham starts his career as CA accountant in a mid-size firm that involves technology and fund at Abbotsford. He enjoys his career path because he encounters a mix of variety of public and private clients. Leedham decides to be involved as a mentor in Vancouver board of trade after his completion of CGA. He believes career and life must balance; therefore, he has passion in sport bike as part of his hobby.
“Not all business; must have play as well.”
Leedham always has the interest of giving back to the society. With his two designations, he is able to experience two different career paths in public and industry sectors. His believes accounting is an important skill to have since it can apply to every workforce. He suggests new entrepreneurs to concentrate more on practical than theory. Moreover, he encourages starting in small firm to start the fundamental.
Network is the key for Leedham in his success and it provides unlimited opportunities.
Leadership Lesson
Leedham emphasizes new entrepreneurs need to be ready and prepared when opportunities arrive. It is important for new entrepreneurs to act as advisors, instead of accountants, in front of clients. This will create more values for clients and about to bring value added resources to the table.
It is essential to have mindset of open to new things. In addition, Leedham suggests new entrepreneurs to obtain skills outside of accounting. Work experience will lead new accountants to be more seniority in business; therefore, professionalism is essential. New Entrepreneurs should always have the mindset of transfer knowledge back to community. Furthermore, New Entrepreneurs should always have confident; otherwise, they could not successfully persuade clients.
Benefits of being as a CPA
The global opportunities are endless with the CPA designation. New Entrepreneurs will experience different personality and responsibilities in the market. Moreover, these will also impact or influence skills in creativity and sales in the long run.
“It does not matter your letters behind your name; it matters what you bring to the table”
“Push yourself out of the comfort zone”
“Understand what can make you happy, do not just concentrate on numbers and amount”
Brad Pennefather, CPA, CMA Director of Sales of Vancouver Canucks Sports & Entertainment
Brad Pennefather begins his career at Coca Cola Company as a category manager. He realizes that 80 percent of sales are mostly from top customers; moreover, he learns the best way to communicate to individual is by using numbers.
Pennefather decides to move on to a company called Labatt to expand his ability in communication by involving with marketing and sales teams. He focuses on numbers because he understands everything company does will impact the bottom line of revenue. Because of his love for continuation of learning, he decides to complete CMA program. Furthermore, the program provides the knowledge for him to understand more about the end users.
Benefit in Life
CMA designation educates Pennefather that the art in data can turn into result. The number itself is interesting enough to influence others. His learning experience makes him understand that entrepreneurship is not just accounting, it is about sales, Human Resources, and implementation. Pennefather believes learning and be with similar people are important. Development and friendship are important, but the ability to continue learning is the key to success.
“See what you have done, what makes sense and what is worthwhile. Not many people can articulate the story and sell”
Andry Tanusdjaja, CPA, CA of TELUS
Andry Tanusdjaja starts his career in accounting field with TELUS. As a CA financial analyst, he gains his experience through corporate accounting, business analysis and internal audit. By going through the mentorship program in TELUS, he develops his networking skills in business accounting.
Why CPA?
The CPA designation provides the necessary financial experiences he needs in the working market. CPA has trained him the advanced analytical skill for his career path. In addition, CPA provides him the opportunity to develop the understanding of strategic and operational level of business.
Get a mentor
Tanusdjaja suggests all new entrepreneurs to get a mentor. This will enhance the professional experience in the workplace and receive objective and constructive feedback. Mentor can help new entrepreneurs to set clear goals, deadline and follow-up; in fact, mentor can cultivate the relationship and become more proactive in business.
Ask the right questions
Tanusdjaja recommends all new entrepreneurs to focus on the “why” instead of “what”. Even though small details matter, but business entrepreneurs should focus on big picture as well. Therefore, entrepreneurs should have the habit of keep asking questions because it will help them lead to the right direction.
How can you add value?
New entrepreneurs should always look at situation in unbiased perspective. They should ask themselves if there is any way to improve or do better in the future.
Set Objective and break it down
Tanusdjaja believes goal setting is extremely important for new entrepreneurs. They can break their life goals to one, five or ten years period in writing, and this will help them define an accurate direction towards their career. It is important to provide measurable and concrete objectives with deadline and priority.
Network Network
Tanusdjaja suggests all new entrepreneurs to focus on what they can give to others first. They should start by listening to what other people need. In addition, it is important to be involved in other non-work activities to expand network opportunities.
“Your path is unique and there is no one formal path to success”
Group Answers
The panel believes the best way to get out of the comfort zone is to increase networking activities. It is easy to stay in the office, but life experience should involve both personal and professional aspects.
Small business or family business experience has helped them to be more sensitive to dynamic. They could be more related to the similar clients experience and provide better services for those clients.
Volunteer is important for any business entrepreneurs because it can help them impact on other people’s lives. Moreover, it can energize team members and give back to community.
Andrea Mincov is a professional lawyer who concentrates on trademarks and intellectual property law. Mincov’s presentation contains lawyer’s perspective on business law. This seminar will bring attention to any business owners who are thinking about trademark their logos.
Mincov has been practicing law in Russia for over 20 years. He made his career decision when he helped his father fight for his rights of his music ownership. His passion starts to develop when he focuses on intellectual property lawyer. In Canada, he reestablished his credential and starts his own law firm and the company of Trademark Factory.
Mincov emphasizes there are 7 myths business owners have toward trademarks.
1st Myth: Too Small, Too Early
During the startup stage, many business owners believe it is still an early stage of their company to acquire trademark. Sometimes, business owners do not understand the potential to get trademark.
Qualifying for trademark questions:
Will it be ok to lose brand?
Will it be ok for others to use your brand?
Will it be ok if someone offers you for your brand?
Mincov believes business owners need to think about their business vision in the future. Moreover, brand will be one of the most valuable assets in any business. It is important to set a good foundation to protect the asset. Therefore, business owners need to prepare their intellectual properties to avoid any unnecessary future business affairs.
“It is not about the size today, it is the future”
2nd Myth: Own name, logo, and slogan
Many business owners believe if they trademark their business name, logo or slogan, they are the owner of those names. However, they could not own those names, logos, and slogans because in trademark, they are the ownership of mental link of those names, logos, and slogans.
In other words, trademark is a way to help business owners to protect the goods and services. If the goods and services are different, it is possible to have multiple trademarks of names, logos, and slogans. Mincov suggests business owners to carefully list their goods and services before they apply for trademark.
3rd Myth: Describe
Trademark is a way to distinguish business and describe the quality of slogan. Many business owners simplify their trademarks either too generic or misdirect. Business owners need to be crystal clear about their company directions. Slogan with a lack of company’s characteristic will not get approved by the trademark examiners.
“The name you choose only will tell about your business you do only if other people can understand it.”
4th Myth: Use and Register is the same
Many business owners believe if they use their names, logos, or slogans long enough, they can register. They consider use and register as same principle. However, Mincov points out business owners can use their names, logos or slogans, but they might not able to register because goods and services.
Trademark examiners check on registered trademark database, but not unregistered database. It is likelihood that business owners will get challenged on trademarks that are unregistered. Trademark is a tool that protects the value from business owners; moreover, owners need to consider the risk of unregistered trademark.
“You run your business for you, not for trademark”
5th Myth: Company name and Domain Name
Many business owners believe they have the trademark protection if they corporate their company name or own the domain name. Mincov mentions trademark only protects the goods and services on the name, logos, and slogans. Therefore, business owners can still use the domain name even if the name has been incorporated.
It is important to know where the business is heading. Different direction will have different goods and services; nevertheless, even if owners have the domain name, it does not mean they have the trademark on the domain name.
6th Myth: People think it is quick and easy
Many business owners believe trademark process is similar to incorporation process. Trademark takes 18 months. Out of those 18 months, file application process will take 7 months. Trademark examiners will be assigned to review the application. If there is argument, the process will take longer. After convincing, business owners will be expected to advertise the trademark logo to public for anyone who will object to the process. The finalize process will take another couple of months.
7th Myth: Trademark is expensive
Business owners avoid trademark because of the cost and process. However, Mincov believes trademark can be expensive, but rebranding can be more expensive. If business owners believe trademark can bring values, they will not consider as expensive.
The general fee in Canada is $450 per application. In United States, it is $325 per class. It is cheaper to trademark without lawyer’s involvement, but they will need to face the trademark examiners alone. In Canada, trademark can be renewed after 15 years of usage; in United States, it is 10 years.
Once trademark is granted, there is no ongoing fee.
TM symbol is used for unregistered trademark and the little R with a circle is registered trademark. Mincov suggests all business owners should use TM as much as possible on everything. This will alert other business owners that the trademark is in progress and start to protect names, logos, and slogans. Psychologically, people will treat the name, logos and slogans different.
Name: TYPEABC – The art and science of entrepreneurship, business and startup
Presenters:James Chang, Jerome Ng, and Vincent Yen
This presentation is another business mentorship seminar provided by TYPEABC. The seminar focuses on local business entrepreneurship startup experience. Moreover, the purpose is to provide insight for any entrepreneurs who are planning to startup a business.
James Chang, Founder of YOLO express
Chang believes entrepreneurs are no different from normal people except with different mindset. Mindset sets a strong start in any business startup.
Everyone has their own unique runway in their lives and there are four questions need to consider that can impact the runway.
What type of entrepreneur are you?
What is your martial/personal/family situation?
How much funding can you acquire?
What industry are you in?
Based on the statistic today, there are 2.7 million Canadian entrepreneurs and 1.1 million small business incorporated in Canada. However, 80% of them leave their current jobs for startup voluntarily. Two major groups are generation Y and over 50s.
People are not considered to be entrepreneurs because based on stats, 50% of small business fail, workload over 50 hours per week, and the income is unpredictable and uncontrollable. People are afraid because they do not know where to start.
Some of reasons people decide to be entrepreneurs are control lifestyle, change passion to income generating business, combine skills, personal circumstances and life changing experience moments.
How to evaluate an idea?
Chang suggests starting to develop a 30 page business plan. He recommends the Outside Impact framework that can help entrepreneurs to go through step by step to determine if their idea is permissible in the market.
The framework considers seven categories: opportunity, uncertainty, team, strategy, investment, deal and exit.
In opportunity, entrepreneurs need to consider what kind of industry they should target. They need to pick the market that their business ideas are suitable. They need to calculate business present value. Moreover, they are required to research if it is acceptable and their direct or indirect competition. In addition, they need to know the best time to launch their product and how fast competitors will response to the launch.
Entrepreneurs need to brainstorm the possible uncertainties and the market size. They need to create plan to handle any possible outcomes outside of their business plans. They need to seek for team if they have the right partners, dynamics or leadership. Create the right strategy is important to business plan because it will show the direction of the business in the future. Entrepreneurs need to know if their funding is sustainable or if it is necessary to seek for other investment options. Moreover, they need to know the expectation from investors and develop exit strategy.
After the startup, entrepreneurs need to start developing operations activities. Areas in operations they need to consider:
Production
Technology
Sales & Marketing
Finance & Accounting
Customer Services
Business license / Regulation
Insurance
Legal & Contracts
Partner or Hiring Staff?
Entrepreneurs can use these two questions to determine their need of partners or hiring staff:
Do you need a partner that can create trust? Better communication? Share risk and wealth? Create in-house expertise?
Drowning in daily task that need to divide up time management?
Chang emphasize it is important for entrepreneurs to find a suitable mentor or adviser because they can provide lifetime learning and growing on personal or career aspects.
Chang recommends every entrepreneur to always network. It is important to trust within and do not let doubters affect any decision-making.
“Be prepared to lose, so you need to be resilient, roll with punches”
“Courage to follow your heart; stay hungry, stay foolish…”
Jerome Eg, Founder of Venuespot
Jerome starts his entrepreneurship life from the inspiration of Steve Job’s video. He realizes many company are merging and he decides to take the opportunity to become an entrepreneur. After graduation, he starts to research and learn method of acquiring companies and other leadership courses online.
He realizes business starts by solving a common problem in the world and offering something in value to clients. Therefore, he decides to startup his business of Venuespot to help clients to find meeting room for their events.
Build something, measure and learn
Jerome needs to build something quickly and get it out of the market. He will receive the market feedback and change the product based on the feedback. He starts to build website to receive more feedback from clients. Furthermore, he receives feedback and builds it back to the system. It is a cycle.
Technical and Business
When company grows, Jerome needs a professional that can deal with technical aspects in business while he focuses on business. He finds a qualified candidate for his business, but the candidate refuses due to lack of insecurity of his business. He needs to demonstrate he can take care of business. One of the major business issues is funding. He seeks opportunity at 500+ startup for investment and able to get into acceleration program for training. He receives the funding opportunity and have the ability to joint force with the candidate.
3 Takeaways
Possible
Entrepreneurs need to understand that things around their lives were built by someone like them, and those people will retire. People need to step up and entrepreneurs should take this opportunity to continue to create more innovative work around the world.
Hustle
Sometime is important for entrepreneurs to go backwards and look for solution. Things are depended on each other (A depends on B, B depends on C, and C depends on A). There is no manual to find solution; therefore, it is up to entrepreneurs to figure it out.
It is a journey
Entrepreneurship is a long personal journey that requires long-term vision. It is essential to never give up in life.
“Success is not always clear as straight line”
Vincent Yen, Founder of AirG
Yen realizes his passion in entrepreneurship when he has no passion to continue education. He starts many companies but mostly all fail. After he created the company called AirG, he decides to change his path to help other entrepreneurs to start companies.
AirG is a company over 120 employees to mobile social networking, entertainment, and gaming company that creates platform for users. The business model is mobile micro-billing and cross-platform. The future trend is wireless because it is the only way in this generation to do everything.
Yen emphasizes that look at failure is a part of success. In addition, he designs the art of failing concept for startup entrepreneurs to understand the value of failure.
The Art of Failing
Concept 1: Plan to Fail
Yen believes failing is an art and it is something entrepreneurs need to master. By looking at the failures, entrepreneurs can have the chance to think about all possibilities that competitors can react from the business idea. This will also help them to seek direct competitor advantage about others players in the market.
Concept 2: Recognize Failure
Yen wants all entrepreneurs to know fail fast means fail cheaply. Allowing others to challenge the business idea can make or morph business idea stronger and better. Recognize failure can be helpful at the early stage because it can help entrepreneurs to spend time or resources on something else if they recognize failure early. Therefore, faster they fail, faster they can do other success.
Concept 3: Learn from Failure
There is no such thing as redundant failure because each failure is a valuable experience. Many entrepreneurs do not talk about failures and they will not understand why they fail. It is a cycle and they will make the mistake again in the future. Yen suggests entrepreneurs to learn from their mistakes and review their mistakes. Entrepreneurs need to learn what is working; nevertheless, they need to learn what is not working as well.
Concept 4: Do not Fail to Fail
Failure is a process and successful entrepreneurs do not afraid to fail. Keep on trying because by not trying, entrepreneurs are for sure 100% failure. They will learn nothing and the cycle will continue.
Entrepreneurs need to be different and creative to become successful in business, and one of the traditional ways to get awareness from audience is to publish a book. Entrepreneurs should not think like a publisher or a writer, they should focus on more than just the book sales. Business sales do not come from book sales; they are from speaking seminars, spin-offs, boot camp and etc.
The business mind behind the business of publishing books is to create own reputation and get others to pay for everything. The average cost of cover, layout, editing and printing is about 4.5 thousand, and the average revenue is roughly over 33 thousand plus more.
There are 3 kinds of people:
Wonder things happen
Watch things happen
Make things happen
Entrepreneurs are the one who make things happen.
Business looks for simplicity; therefore, a length of 100 pages per book is the most effective. It is important to not let money get ahead of business. Entrepreneurs should always put client value in front of everything.
“Anybody can publish ebook, but not everyone can publish a book”
There are 8 steps to publish a book
Step 1: Primary objective
Entrepreneurs need to answer the question below in order to start publishing a book.
What do you want a book to do for you?
Most entrepreneurs want to publish a book to get leads, increase clients, or create opportunities to speak in public. Moreover, entrepreneurs need to figure out the main business purpose behind the book.
Step 2: Write the right content
There are many ways to write book. The most common ways are reporter style or interview style. In addition, it is important to write the content that can create creditability so audience and remember the writer.
Step 3: Design awesome cover
The first attraction from audience is the cover. The cover needs to be appealing and creative. Marketing is essential for the cover because it gives a better first impression of the book.
Step 4: Capture leads
Audience need to know where they can get the information about the book. A 30 second intro on a website can give a teaser to audience about the book. This is a call for action which can generate interests from audience and increase publicity in the market.
Step 5: Boost your sales
Entrepreneurs can use book to increase their reputation by giving it away to potential people. Instead of business card, books can create values and audience will spread the words around. This is a tool to do interview prospects and screen out the prospect to become potential clients.
Step 6: Get free publicity
Provide a couple of comments in the book to acknowledge them will increase business credibility. People who get acknowledge will market the book for free by spread around in their network.
Step 7: Get others to pay everything
Entrepreneurs can sell advertisements in the back of the book to generate additional revenue. Provide extra bonus chapters for audience can generate more revenue as well.
Step 8: Decide
A characteristic trait from successful entrepreneurs is that they decide quickly. Wealth people make fast decision making and rarely change their mind. However, broke people procrastinate their decision making and change their mind quickly.
Entrepreneurs need to understand to publish a book, 10 percent is the content and 90 percent is marketing. Marketing comes from creativity and entrepreneurs need to ensure they can get the book out to the market by capturing the right audience and target market.
Name: Increase your reach, response rate and revenue with webinars
Presenter: Patty K, solopreneurs of pattyk.com
Webinar is an alternative way to connect with people around the world using digital technology. Patty helps other entrepreneurs to develop webinars that can generate revenue effectively. This presentation gives a well introduction of how webinars can be used in businesses.
Webinar is a live presentation online that can be recorded or reused. Many entrepreneurs can use webinar to attract new clients or sell themselves in their desire business market. Many entrepreneurs can use this technology to expand or share resources to the business world.
How to make money with webinars
In order to gain new clients, entrepreneurs need to understand how to sell themselves in the market. Moreover, it is important to provide accreditation for clients to better understand the presenters.
Entrepreneurs can create online paid webinar classes to interact with clients. By providing different chapters can help entrepreneurs to promote their products into the market.
It is important to record all webinars because entrepreneurs can resell them to promote their products in the market. Recorded webinars can be resources for new clients.
Traditionally, business owners will use real people meet up to do group coaching. However, many people reject this idea because of fear. Webinar is a way to capture those audiences. Instead, webinars can provide them the same resources.
Webinars can be used as group club meet up as well. Entrepreneurs can provide online personal growth presentation to be a part of audiences’ progress of learning.
Education is the new market and webinars can be setup as classroom for audiences who want to learn from entrepreneurs.
There are four questions entrepreneurs need to answer before developing webinars.
How are we going to use your information in the real world?
Why they need you and how you can help them?
What the audience should do?
How audience can use your services?
It is important to be different from the competition. Creativity is the key to capture more clients.
Magic Marketing Formula
Attention -> Interest -> Desire -> Action
Many entrepreneurs in business take short cut from attention straight to action and end up failure; in fact, any short cuts will only provide temporary solution. Moreover, entrepreneurs need to go through these stages step by step.
However, webinar be used to fill interest and desire stages. Examples of functions that webinars can be used for interest and desire are listed below.
Interest
Desire
More Information
Case studies
Detail
Examples
How to work
Before & After
What it is about
Testimonials
Answer questions
As for action, entrepreneurs need to have call of action at the end of their webinars. For example, entrepreneurs can make offer to clients to purchase the product or invite clients for additional phone call or strategy sessions.
Know, Like, and Trust
People prefer to do business that are or have interests; therefore, connection and relationship are important. Webinars can build “know”, “Like”, and “Trust”
Chance to show entrepreneurs personalities
Hear entrepreneurs voices
Interact and get to know better about entrepreneurs
Entrepreneurs can demonstrate their expertise
Some other facts that can trigger building relationship with clients:
Leave time for offers
Start on time, leave on time
Structure based on attendees
In average, the effective webinar only last one hour long. Extend webinar time can be arranged depends on current audience.
Content Marketing
Webinars can be reused for many purposes. Entrepreneurs can record the webinars and upload to social media to expand their markets. Webinars can be converted to audio and upload to podcast. When webinars are uploaded to media channel, it can be embedded to blogs and website. Moreover, webinars can transform to presentation slides for audience to download.
Three biggest mistakes
When entrepreneurs present their webinars with no interaction or emotion, such as reading from script, audience will feel boring. When webinars is all focus about entrepreneurs, audience will reject because there is no value added information. Audience expects what webinar can teach them and it is important for entrepreneurs to know what audience wants.
Another mistake entrepreneurs make on webinars is input too much sales or too less sales. Audience expects sales and offer, but the entrepreneurs need to know the balance when they present their webinars.
Last mistake entrepreneurs can make on webinars is giving away too much. Audience will respect and value information that is not free. Provide enough give away to capture audience attention and offer additional information from offers or sale.
The ideal marketing webinars
Webinars need to have
Build know, like, and trust
Quality and relevant content
Call to action
Entrepreneurs need to engage the audience with personality, interaction and valuable information. Moreover, entrepreneurs need to capture audience with interest and desire. Lastly, it is important to let audience know there is something to buy and what is the next marketing.
5 Common Myths
Here are the 5 myths about webinars:
You need a huge list to succeed
You need fancy equipment
You need a digital product to sell
You have to appear on camera
Webinar program is expense
Entrepreneurs need to understand that webinar can be very effective with small group of audience. Equipment for setting up webinars can be bought anywhere. Entrepreneurs can sell their services using webinars and almost anyone can create webinars.
Presenter: Elizabeth Larson, CEO of Watermarklearning
It is vital for professionals to be able to influence stakeholders. In addition, it is difficult to influence others without authority. Since the key to successful leadership today is influence, not authority, it is important to know how to influence others.
Professionals, such as Business Analysts, are considered as change agents. They bring changes to the organization. Stakeholders expect positive changes from them; therefore, influencing is the significant key to communicate with upper management.
There are two major pitfalls many to professionals need to know. The first is to “bring solution” and second is to “influence command and control”. In organization, professionals are hired by upper management to suggest solutions, not decision makers.
There are four major barriers that limit professionals to influence others in the organization.
Organizational Hierarchy
Fear of Failure
Time
Incompatible goals
Influence versus Persuade
Influence means compelling force or produce effects on the thoughts, action and feeling of others. On the other hand, persuade means urge to change or use communication to deliberately change. In addition, professionals plan more during influence method, but sense of urgency and less planning that is called persuade method. There is a difference between manipulate and influence. Manipulate is to influence skillfully in an unfair manner.
Five Influence Tactics
Type
Description
Rational Persuasion
Using facts, figures, and statistic
Inspirational Appeal
Use emotion to lead others
Consultation
Act as advisor to make recommendation
Personal Appeal
Use personal relationship
Form a Coalition
Use interest to lead others
Power versus Authority
Power means the ability to impose one’s wills, which means “to be able to”. Nevertheless, authority is a form of power, which means “to authorize to do so”.
There are 6 forms of power:
Coercive (Using threatening punishment)
Referent (Refer someone who has more power to order others)
Reward (Provide incentives when completion)
Legitimate (Using authority or power to give order)
Coercive is the weakest form and legitimate is the strongest form. All power can categorize into two types: expert and personal. Expert power is the ability to influence based on expertise, knowledge and past experience. Moreover, personal power is the ability to use inspiration others, resides others and not being vested by the position.
The Influencing Formula
“Trust” + “Preparation” + Courage = Influencing without authority
Professionals use personal power on Trust and courage, and they use expert power on preparation.
There are 3 steps to complete the influencing formula
Step one: Build Trust
Based on Covey’s 4 core of credibility, professionals need integrity, intent and capabilities to get results, which is trust.
There are some ways to build trust and destroy trust:
Build Trust
Trust Busters
Give credit when credit is due
Gossiping
Build relationship
Micromanaging
Inderstand the stakeholders world
Withholding information
Transparent communication
Creating competition
Owning the road block
Abdicating than criticizing
Take it for the team
It is easier to ask for forgiveness
Step two: Prepare for the influence event
The characteristics of trusted professionals are experience, confident, proactive, and charisma. To become a trusted professional, it is important to know the impact and able to answer the question. Therefore, it is significant to be prepared to answer all questions.
Professionals can use SARIE method, which is Situation, Analysis, Recommend action for decision, Implementation and then Evaluation. Follow SARIE can help professionals to lead their solution.
“Facilitate implementation and evaluation”
“Fortune favors the prepared mind”
Step 3: Courageous
Professionals have obstacle in courage when their minds wrap around “what if I fail??” In addition, professionals also have obstacle when they feel others will not let them.
Professionals need to switch from WIIFM, which is the abbreviation of “what is it in for me?” to WIIFO, which is “what is it in for others”.
“Courage without preparation is foolish, and courage without trust is foolhardy”
“To know what is right and not to do it is the worst cowardice”
5 Tips for influencing others
4 cores of credibility
Treat them as partners – collaborate
Understand their world and timing
Be clear about the goals/ objectives, motivation and how the idea helps other
Name: Turning Terrible into Terrific – Changing your life at the speed of thought
Presenter: Dennis Cummins
This webinar is a follow-up presentation from Dennis Cummins, the coach presenter of Millionaire Mind Intensive seminar. Cummins published a book called “Turning Terrible into Terrific” for his daughter Lauren. His actions and advices motivate everyone deep down to their hearts.This presentation is an introduction of his book and it provides a set of tools to change people’s lives from great to excellent.
Dennis Cummins believes changing anyone’s lives can be as fast as the speed of thought. The main trigger is attitude because attitude changes everything and it is the way to approach things around people’s lives.
There are seven areas people want to change in their lives
Home
Relationship
Education
Recreation
Career
Finance
Health or Fitness
On the average, most people rate their areas of lives as average, which means people are not completely satisfied their lives.
Perspective vs Expectation
When a glass of water is presented in front of people, a majority of people believes the glass is half empty. In fact, some people believe it is half full. The correction answer from Cummins is that glass of water is always full because it is filled with half air and half water. Different perspective gives different result.
People expect things in their lives will go getter because their perspectives expect them to believe that. However, doing the same thing over and over again and expecting different results is never going to happen unless we change the perspective.
Three Keys
Gratitude, focus, and action are the three keys to turn from terrible to terrific.
Sometimes when people are facing difficult situations that are out of their comfort zone, they can be either a winner or a whiner. People should stop whining because their actions are telling the world they are not ready for the solution. How the world works is that the world will only bring solution to people who are ready. When a tight situation comes, people need to calm down and they will realize the solution is already there.
People need should be grateful how the world works because what people put out is what people get. Gratitude is the element that people should never forget.
People always focus on what is wrong instead of what is right. What people focus on will expand; therefore, if people focus on the negativity, they will receive negative result. It is important to keep the focus on the prize.
People will lose focus from other distractions, such as social media. When people focus, their brain will trigger more pathways to find ways to achieve the result. This will become automatic and it is important to activate the correct pathways.
Multi-tasking is a way to diversify people’s attention and focus on many things. Based on research, multi-tasking will slow things down; therefore, it is important to focus on one thing at a time.
“Prioritize your wants, eliminate distractions, and visualize your success”
People are always waiting for something to initiate their action. If people want to wait for perfect condition, they will never get anything done. The time to act is always now.
People are afraid to act because of risk; however, no risk equals no reward. When people are trying to take a giant step, it will trigger their little voice in their minds to prevent people to step out of the comfort zone. Instead of taking a giant step, people should take small steps.
If people are concerned whether they should act or not, they should answer the following questions:
Yes or No?
Does the decision will move me towards my goal?
People should always ask for help. It is important to be willing to ask for help because people do not know what they do not know. Therefore, others are willing to help if they ask.
“You do not have to get it perfect, you just have to get it going!”
Name: The Non-Dilutive Roundup: Funding Alternatives to Balance your Capital N Needs
Presenter: Rizwan Kheraj, Robert McGarry, Stephanie Sang, Paulina Cameron, Marc Drouin, and James Suk
This meeting seminar is to provide funding resources for startup entrepreneurs. There are other alternatives, such as government grants, in Canada that can provide additional supports for startup owners. Presenters in this meeting are specialized in funding and they are willing to assist startup companies to be successful in Canadian economy.
Industrial Research Assistance Program, IRAP, is a federal government program to help accelerate technology companies. The program provides funding support and advisory services for small and medium enterprises (SME)
IRAP works with over 9,385 SMEs and over 1853 companies successfully received funding in 2012. 80% of companies are less than 50 employees and generate one dollar to 10 dollar values ratio. IRAP uses monthly cash flow method, which means companies are required to submit monthly claims to receive funding.
IRAP uses the model of client innovative strategy that focuses on R&D, youth employment, market assessment, technology validation and business innovation access. Companies are encouraged to contact with IRAP advisors for specific requirements. IRAP requires companies to have moderate and reasonable risks and provide benefits to Canada.
During assessment, candidates need to demonstrate their needs and wants. This includes their milestones and their offer. The only obligation is when companies are accepted and decide to move outside of Canada, they are required to pay back the funding.
Robert McGarry, Concierge Advisor, NRC Concierge
NRC Concierge is to help startup companies to seek for opportunities in federal and provincial programs. The service is personalized and free for SMEs and it also facilitate SMEs path-finding.
The service has three phases: focus, expert information, and international linkage. Concierge advisors will advocate SMEs to go through all phases. NRC Concierge will help any companies at any stage of their business cycle.
Candidates are required to be incorporated, innovation and at least have one full-time employee. They are also required to submit a business draft plan with 2 years financial forecast.
NRC Concierge uses matching equity, and expects companies to know their terms and needs in advance.
Stephanie Sand, CEO of Grant Consulting
Grant Consulting is a company that helps startup companies to apply for grants. Their areas of services focus on operational, project, hiring and team training. They have 90% successful rate based on their one on one service approach.
Grant Consulting encourages companies to apply when they are in need of R&D, innovation, new function, employment, improving skills, and market expansion. Overall, Grant Consulting will assist companies that will improve Canada economy.
A successful application will have these elements:
Establish goals
Research
Understand requirements: eligibility, commitment , and reporting
Needs and wants
Deadlines and planning ahead
Other funding resources provided by Grant Consulting:
R&D
Research Net
General
Canada Business Network, Civic info BC, Community Futures
Arts
Canada Council & BC Arts Council
Media
Canada Media Fund
Non-profit
Charity village
Other
Contests
Grant Consulting only look at current available grants.
Paulina Cameron, Business Development Manager, Futurpreneur Canada
Futurpreneur is a nonprofit organization that helps startup companies and pre-launch coaching. They work with 40 different community partners, and they provide many coaching programs, such as Startup Financing or Momentum mentorship.
They are looking for applicants who are in the age range between eighteen and thirty-nine. Their companies must be a startup, full-time, and have good credit score. They expect all applicants to provide formal business plan and 2 years forecast.
Successful applicants are able to receive funding up to $45,000 with low interest rate of prime plus three percent. Futurpreneur uses the model of character-based and 5 year repayment schedule.
Futurpreneur Canada also provides mentorship program that only offer to companies that operates less than 12 months. There is no industry restriction, but the applicants need to have over 50% ownership of the company. They also offer business plan template training and advisor for support.
Marc Drouin, Senior Manager, BDC
BDC is the only bank that dedicates their services to entrepreneurs. Their objective is to accelerate the success of entrepreneurs businesses. BDC focuses on unsecured SMEs and have high risk tolerance.
BDC designs to meet and protect cash flows with terms and conditions with entrepreneurs. In addition, their credit decision goes beyond the number, and BDC offers Lines of credit option for clients.
In most of the banks, they are required high volume of certainty from clients to protect themselves if clients did not pay back. Therefore, they usually increase high interest rates to cover the risk. However, BDC is less risk diverse than other banks.
James Suk, Partner, Boast Capital
Boast Capital is a company that provides non-dilutive financing for SR&ED and IDMTC. They have technology advisors to assist clients with tax credit and other non-dilutive capital. They also offer angel mentorship for clients.
Their advice for future startup companies:
Pay yourself and staff
Understand between segregate development versus commercial activities
Incorporate company and ensure IP ownership
The common pitfalls for companies have these elements:
Poor documentation
Focus on feature & function versus underlying technology
Confusing business logic with core logic
Boast Capital also suggests companies that have high contractor wages and low salaries will potentially trigger CRA audit. Companies with significant increase in Income Tax Credits will also trigger CRA audit as well.
It is important to claim SR&ED and IDMTC properly and Boast Capital can help companies to be risk adverse.
All presenters provide valuable services that will potentially help startup companies’ owners to have a successful start on their businesses. It is strongly suggest all startup entrepreneurs to look for advisors for programs that fit the needs of the current companies operation.
Name: Mastering Your Business for Maximum Profit & Success
Presenter: Colin Sprake
Colin Sprake is a driven individual who encourage business owners to exceed their potentials. Sprake believes people cannot break their limits usually the problem is within themselves. The number one thing to grow business is all about networking and the number one thing to fail business is pre-assume judgment.
In networking, people can classify as 3 different categories: connectors, collectors, and jerks. Sprake emphasizes comfort zone is equal to killing zone, which means it is important to continue learning. Learning comes from visual, audio, kinesthetic, and sensory. The quickest way to learn is from kinesthetic, which involves engagement and involvement. Therefore, action is everything and the way you see things is everything.
“More successful you are, more you assist the community”
“Bigger the network, bigger the success and more profit”
Toxic Ingredients
Toxic ingredients are things that prevent people to be successful. There are five important toxic ingredients that need to address.
Toxic Ingredients # 5: Misguided Arrow
Misguided arrow means people do not have a clear target of their businesses. Wrong targets or directions can misguide people to something they do not want.
This toxic ingredient can be addressed by VDT, which is “Vivid Vision”, “Dynamic Focus”, and “Tenacity”.
Vivid Vision is to have a crystal clear of the business vision and the vision what the business looks like in five years. Dynamic Focus is to ensure not to do anything outside of the business plan. It is not necessary to waste any time on activities that are not aligned with the current vision. People need to ensure they have five years vision and one year plan because plan can change.
Activities can be either dollar making or non-dollar making. People spend time on activities that are not aligned with productivity. Business people consider that as ADD, which represents Another Darn Distraction. It is important to know the intention and the purpose of any activities. Moreover, people should attend to meeting that is income producing meetings/activities. In business, by adding more product or services will dilute business time; unless, the existing products are successful.
Tenacity is to ensure people will do what it takes to accomplish the vision no matter what.
“Vision without action is hallucination, and action without vision is clueless.”
Toxic Ingredient # 5: Ineffective Networking
Without proper ways to network in meeting can create ineffective networking. Ineffective networking waste business time and reduce productivity.
This toxic ingredient can be addressed by WIN, which means “Where”, “Intention” and “Need a message”.
People need to know where they should meet the right network. Many business people are in the wrong meet up group. A rule of thumb is to go to meetings where successful people hangout and hangout where business potential market hangout.
This can be divided into two Vs: victors and victim. Victor means to grow together and Victim is to stop growing together.
People need to know what their intention to attend those meetings. Successful people are out in the meetings to make money and build up businesses. They focus only on money because nice people do not pay the bills. Successful people always have the mindset of going out there and make money. It is acceptable to go and build relationship, but it is important to put the element of money in the process.
People need to know what their message is. It is important to emphasize that “solution creator” is the main message. Elevator pitch is not always effective because it does not explain to people the message. People need to create something that people will capture their attention for more detail. Therefore, people need to craft a message that is out of conventional way of thinking.
Businesses only have 2 rules: your rules or customer rules. Successful businesses set from your rules, not customer rules. Clients respect businesses that run in business owners’ rules, not clients.
“Any clients will remember you on how they experience with you and how you make them feels”
The 4 steps to create an effective message:
1) Do not mention your company name
2) Do not mention your title
3) Create “I want that, but I do not know what it is “ to clients
4) Expect only 2 people to response
In business, rules should be broken and it takes creativity to make money.
Toxic Ingredient #3: Poor Follow Up
People tend to forget it is very important to retain the clients’ database with proper follow-up.
There are two ways to convert prospects into clients: referrals and outrage offers. By creating outrage offers, it will build up credibility. Outrage offer can be created by very set rules and extreme well communication. It is important to know who can give the outrage offer to. These people can help business to get on board with more creditability. People with great attitude tend to have greater success in business.
It is more difficult to convert prospect to clients than receive referrals from existing clients. Current clients bucket list can leak, so it is important to retain and follow-up. Reputation is everything in business.
“You are a solution creator, not “can’t” installer”
Toxic Ingredient # 2: Wrong Focus
Typical business people tend to have the breakdown of 25% production, 65% operation and 10% sales/marketing. However, successful business people have the breakdown of 25% production, 10% operation and 65% sales/marketing.
Typical business people tend to focus on operation because it is their comfort zone. Nevertheless, successful business people will focus on sales and marketing.
Typical business people think it is significant to have the best system in place, but sales will fell apart. In addition, successful business people will think it is important to have the best sales because if business generates enough sales to hire others to do the operation.
“In your income hours do income earning activities”
Toxic Ingredient # 1: You
People can do anything if they put their mind into it. People should stop focusing on excuses and focus on results because people tend to have pre-excuse before the real excuse. People should think about rewards instead of penalties. Most people are pessimistic. However, what people fear of will expand. Therefore, people need to put positive energy and overcome the little voice in their mind.
Based on the article by Roger Martin, people believe they can achieve the same result if they emulate leaders’ actions; however, it is not always the case, so it is important to understand leaders’ thinking behind their actions. This project will use historical examples to differentiate integrative thinking and conventional thinking from leaders’ perspectives.
The presentation is within 15 minutes.
The Strategy
The presentation begins with the mission statement of Roger Martin’s article to capture audience’s attention. The presentation will use two historical examples, Linux and Four Seasons, to demonstrate leaders’ integrative thinking. The purpose of the examples is to tell the audience that successful decision-making and integrative thinking are direct related.
The stages of decision-making process will help to demonstrate the difference between conventional and integrative thinking. The presentation will conclude with Martin’s philosophy and his main quote from the article.
The delivery starts unstable. After the introduction, the presentation will be smooth and continue until the end. The delivery presentation still need improvement.
The transition between each presentation slides could improve. The word choice and the tone need improvement. Based on the feedback from the audience, the presentation is a little bias because the idea of integrative thinking is not always suitable in every industry. It is important to ensure the theories from the presentation are phrased in the way that the audience can choose to accept one way or another.
Name: Packing a Punch – The Business behind the world’s fastest growing sports organization
Presenter: Dana White, and Tom Wright
The Ultimate Fighting Championship (UFC) is a fast growing professional sports organization in the world. Dana White, the president of UFC, will share his business mind behind the organization. Along with Tom Wright, the Managing Director of UFC, and the moderator from Team 1040, Bro Jake Edwards, White is prepared to motivate young entrepreneurs with his business insight and strategies.
Wright mentions UFC is used to be illegal in the sports entertainment due to health and safety issues. In addition, Dana White has inherited many liabilities and risk when he brought UFC. Working along with White, UFC has presented strong regulation and creditability. Within five years, UFC is the top 3 sports entertainment.
Dana White chooses Vancouver to host UFC event is because he believes Canada has a strong market. He originally believes United States, United Kingdom and Mexico are considered as the primary markets for UFC; however, Canada has blown him away.
Dana White considers passion is the key that let him continue his organization. Dana White believes bad things happen every day, so he treats every day is a battle with other people. Moreover, he is never shown friendly towards his business competitors because he has the personality trait of competing until there is a winner.
Dana White emphasizes a majority of UFC fighters has college education, unlike the old street story from the movies. He believes UFC has moved from the old traditional philosophy to new generation where UFC is not just fighting, it is martial art.
“Two people fight, give a punch, and one will run. Fighting is in DNA. Everybody is an expert on who will win. Fighting works everywhere”
People expect sportsmanship and everyone treats others with respect. Dana White uses this strategy to connect fighters from different countries around the world to generate fans.
Dana White believes human beings are fascinating with fighters. Wayne Gretzky will only be well-known in Canada for hockey or LeBron James will only be known in United States for basketball. Nevertheless, Mike Tyson, the boxer, has blown everyone’s mind and everyone knows him. Fighters are everywhere and fighters have no barriers in districts around the world.
The biggest lesson in UFC Success
Dana White believes people do not have a lot of time in their lives because life is short. People should not drive to the jobs they hate; instead, they should work for something they are passion about and try to make money out from it. People are afraid and there is always a reason behind their afraid. People should step out and go for their passion because the worst case is to go back to your old job.
UFC is already out of business at the beginning. Dona White still believes his idea even though people are giving bad reviews. He continues his determination and is able to create the brand to a level no one ever thought of.
“Do not let anyone say your idea sucks. Do not care, believe what you are doing and kick some ass”
People believe Dana White is the face of UFC. In the interview, he emphasizes he only promotes fighters and Fighters are the real stars of UFC.
During 2012, UFC faces a downturn in Calgary due to injury of most fighters. However, Calgary fans are still support UFC and the event is all sold out. Dana White is planning to return to Calgary and return the favor back to Calgary fans.
How UFC is going to sustain for the next 10 years?
Dana White believes UFC is not going to the same route as boxing. In the old times, boxers were in passion to fight in the ring. However, now boxers are trying to avoid fighters. In UFC, He encourages fighters to fight and UFC will continue to expand.
Dana White has the vision to get fighters to represent their country to fight around the world. People will support their own countries and they will respect their fighters. UFC is a young men game and old fighters will get retired. New fighters will step up and the cycle continues.
In the old days, UFC starts with no social media and shows only appear once. Because of the convenience of internet, Dana decides to change UFC to fit the new generation trend and make the shows available everywhere.
Do fighters drive the brand or brand drives the fighter?
Dana White believes it works both ways. He will take anything that can give attraction to young people. The main purpose of any live events is to deliver the “holy shit” moments.
“UFC delivers the brand, and brand delivers the UFC”
Interesting perspective from Dana White
Dana White likes to use swear words in his interviews because he believes it is a trend to reach younger audience. He still uses flip phone because his only text and phone. When his phone is fully charged, the battery can last for 3 days; unlike smartphones where they need to charge everyday and only last for 1 day.
Inspired by the Millionaire Mind Intensive seminar, this video project is a simplified version of the passive income concept. The delivery strategy of this video is to use simple concept arts and key words to illustrate the definition of financial independent.
Without narration, the audience will focus on the key words. The background music helps the audience to relax and reduce stress while watching the video. The video only emphasize one idea because overflow of information will overwhelm audience.
Presentation: Difference between Good and Excellent Sales
Inspired by Jordan Belfort’s live presentation, a rare opportunity was offered from the manager of Richmond Hub Financial. The presentation is to reframe the key elements from the seminar “The Real Wolf of Wall Street” and provide sales perspective to the manager’s sales team.
The Presentation topics include
What Holds People Back?
Relationship Between Marketing and Sales
Overview of Achieving Mastery
Introduction of Straight Line Persuasion System
The overall presentation is condensed to 30 minutes.
The Strategy
The presentation starts with a question to capture the audience attention. Introduce the idea on how the information could direct benefit the sales team. Elaborate the information from each slide with a concrete example from the seminar. Moreover, create the similar frequency to engage with the audience.
This delivery strategy for this presentation is based on tonality. By using different levels of tones to express different stages, the audience is able to draw the importance of each slide. Furthermore, the presentation emphasizes on simplicity and straightforward delivery.
In conclusion, the presentation strategy fails at the last stage of Question & Answers. Audience needs examples from their industry to reference the presentation information. Due to lack of industry experience, it is unable to provide satisfied responses to the audience. This disengages the focus from the audience and creates less certainty for audience about the presentation materials. In addition, the examples from presentations should properly select to ensure audience could adapt the presentation concepts to their understanding.
Name: Company of Young Professional Development Series – Connect Like a Leader and Harnessing the Power of Others through Superior Communication Skills
Presenter: Lisa Martin, Coach of Lisa Martin International
To become a successful leader, communication skill is the essential key success factor. Leaders need to craft concise messages through peers to ensure the proper communication is established effectively. In this seminar, Lisa will help the audience to change from a typical leader to a “RockStar Leader”.
The RockStar Leader Model
Martin believes in order for people to be at the top, they need to acquire and master the 6 skills from the model.
Type of Skills
Characteristic / Description
Capacity
Managing the major stress through demands
Self Managing
Shine Bright not Burn out
Consistency
Continue to create value through personal strength
Play with Strength, not Weakness
Consistent Delivery
Commitment
Passion through Work
Can-Do
Believe the possibility
Optimistic
Get Things Done
Character
Fundamental Skills
integrity and Trust
Connection
Build Meaningful Relationships
Clarity
All Skills are integrated together; therefore, leaders require achieving excellent in each element.
Connection Model
Leaders need have the ability to create meaningful relationship. Leaders should surround themselves with passion. Moreover, leaders are like a connector and they are born to care generously and contribute to others.
Three steps for leaders to improve connection:
1) Connect & Care – Reach out and genuinely get to know all types of people
2) Listen & Learn – Hear and absorb new information and perspective
3) Influence & Inspire – Create visionary, lead with integrity and support others
The best leaders should always have self-awareness. Furthermore, leaders can seek their blind spots from others. People are not motivated by others; however, people are motivated by their needs. Leaders need to show best in interests of others, and leaders should ask great questions to understand others perspectives.
“To be heard, you have to listen well”
Probe for a Clearer Understanding
Martin believes there are three ways can help leaders to listen well. First, leaders can ask more detail about others by saying “Say more about that”. Second, Leaders can clarify others by saying “What do you mean when you say X?”. Lastly, leaders can confirm others by saying “You have mentioned X twice. Tell me what is important about that?”
Leaders need to use more “What” questions instead of “Why” questions.
Leaders can pick up senses based on others body language and emotion. Leaders need to keep in mind that enthusiastic is not equivalent to experience.
Leaders can go deep by follow-up with others by understand their next steps, the best way to mitigate their problems, understand the risks and the true reasons behind their problems.
Leaders seek to inspire and to believe themselves. They can take actions to make the difference. By influencing others, they can make changes happen. Moreover, leaders have to courage to connect like a leader.
Leaders traits can be learn from role models. Martin recommends future leaders to seek role models from different industries. Despite the question of quality versus quantity communication, Martin believes it is more important to create one meaningful relationship then multiple connections with people they might never connect you.
Martin also believes leaders need to take away the bias from different industries to create meaningful relationship. The barriers of unheard communication come from others who are not pay attention or not asking the right questions.
The strategy for leaders to achieve self-awareness is for leaders to be curious about personal growth and open up from feedback.
Presenters: Alano Edzerza, Noriki Tamura, Peter Dupuis, Sid Landolt, Darrell Kopke, Slow Jam Sundays, Panels, Graham Churchill, Theresa Lavrico, Taylor Conroy, and Miki Agrawal
Socialight aims to redefine all entrepreneurs to become socialite. The acronym of Socia”Light” is Leader, Impacting, Global, Humanity and Today. Socialight Conference is held in Vancouver for the first time and they invite local social entrepreneurs who believe “People, Plant, and Profit” as their leadership strategy for the community.
Alano Edzerza, Founder of Edzerza Art Works
Edzerza begins with a fancy job in BC, but he resigns due to the motivational impact from his family member. He sells all his processions and starts to work for himself. He creates Edzerza Art Works because of his passion.
“Work 16 hours for freedom, work for yourself, not other people”
He gives all his employees the tool they can use, and create the friendly work environment that promotes creativity. His product design inherits from his culture and attracts many occupations interests through social media. He takes up small community projects because he believes he can make a difference in the community.
Edzerza recommends entrepreneurs to seek mentors because he believes mentors can accelerate people’s potentials in different areas.
“Finding something you like, work hard and never work for someone again”
Noriki Tamura, Founder of Japadog
Tamura starts his dream of becoming an entrepreneur because of Richard Brandson. His business starts at 2005 and within 3 months, he opens up 7 locations in BC. His vision is to create the number 1 hotdog in the world and he demonstrates language is not a barrier.
Japadog means “Japanese Style Hotdog”. Japadog starts in Vancouver because Tamura believes Vancouver has a huge size of Japanese speaking community. He illustrates his role in Japadog is to solve daily simple problems. In Japadog, he is the quality control where he approves all the food on the menu. He suggests entrepreneurs not to focus on the mistake and try to understand the meaning behind the failure. He defines entrepreneurs as leaders who have the ability to get back up every time they face failures.
Tamura recommends future entrepreneurs should have a grand vision of what their successes. There is only one shot in life and they should do something they enjoy. The bigger the dream, more excitements will come. Grand vision will lead to actions that will lead to achievement.
Peter Dupuis and Sid Landolt, Founders of World Housing CCC Inc
World Housing is a company that provides one to one gifting housing model to the society. Dupuis and Landolt consider them as real estate adventurers. They emphasize instinct is one of the main ingredients that formulate his company. Instinct is built on knowledge and experience, so it is important to find the balance between knowledge and experience.
“Instinct relies on guts, and if there is instinct, act on it”
Social entrepreneurs create social change and they dare to dream. Dupuis and Landolt recommend future entrepreneurs to be prepared for any failure and create Plan B. They believe companies should have flexibility and be adaptable to the social changes. Companies with only one plan are equivalent to no plans at all.
World Housing forms its team based on culture. Dupuis and Landolt believe team with culture will create a direction through the mission and vision. Moreover, it is important to work with people have similarities (Engaging clients, Business partners, create leverage).
“If you want to be a good business entrepreneur, be with entrepreneurs.”
Dupuis and Landolt are considered as connectors who connect people. They believe connecting people is the ability of social entrepreneurs. It is essential to connect people with heart, not ego. If people are going through hell, people should continue. Dupuis and Landolt use “detaching” method, where people realize feeling pain and going forward are different.
Dupuis and Landolt never believe their work is done, and they believe there is no separation between work life and social life. If people do not take action, they will feel the feeling of “You should have”.
“Gesamtkunstwerk, the word that defines everything you done is the total work of art”
Darrell Kopeke, Founder & Skool Principal of Institute B
Kopeke starts his career life in a company that sells zipper in Hong Kong. During that time, Kopeke believe he never live up to 100% potential. He joins Lululemon and then creates Institute B. He believes self imposes limits where people restrict everything in life. People should learn the possibility and find ways to get over the barriers.
People tell stories and create labels about themselves. Words they use make up who they are in the society. People always blame others for mistakes; in fact, Kopeke believe social entrepreneurs blame themselves when problem occurs. People are responsible of their own life story.
People always complain about their lives because they do not have the valid reason to do something about it. Kopeke indicates people should take 100% responsibility.
“Change the story we tell ourselves. If it is not us, who is??”
“No Snowflake in an avalanche ever feels responsible”
Aaron, Marlon, Ariel and Pat, Founders of Slow Jam Sundays (SJS)
Members of the group are best friends since the grade 12. Every member in SJS has common interest of slow jam. SJS starts up with Facebook page that shows videos of 90s. Their marketing strategy is to keep it simple, such as putting stickers everywhere they go. Their mission is to create good times for the community who are in passion of slow jam. They do not feel work is work; in fact, they feel it is their duty to provide what the audience want.
SJS recommends future social entrepreneurs to always raise their bar and always raise their standard. Entrepreneurs should keep things simple and surround themselves with good teams because they will support them one step a time and the right people will come. Poor planning and over expectation of what you can do practically will lead to failure. Entrepreneurs should always give back to society.
“Concentrate, Maintaining, and then Elevate”
Panel:
Vanessa Dawson, Founder & CEO of Evry and Girls Raising
Daryl Hatton, Founder & CEO of Fundrazer
Paulina Cameron, Business Development Manager of Futurpreneur
Meredith Powell, Co-Founder of The Next Big Thing
Ray Walia, Executive Director of Launch Academy
The panel is moderated by Moe Somani, CEO of SHO Business Group. He mentions based on stats, 75% of companies have funding problems, and there are three ways to solve the problem:
1) Sell some Shit
2) Save some Shit
3) Raise Funds
Crowd funding is one of the raise funds methods that use social media to tell story to the society.
The sweet spot of age for target market in crowd funding is between ages 18-29. Based on average, social entrepreneurs need five to fifteen thousand dollars to startup.Vancouver and Waterloo have a high percentage of people with high skill levels. All presenters believe it is time for Canadians to put themselves out in the market. Government provides refunds and programs, such as SR&ED (Scientific Research and Experimental Development), as incentives for startup companies.
Presenters encourage future social entrepreneurs to ask investors for advices. As investors know more about the business, they will have more confident to invest the business. Entrepreneurs need to demonstrate they are aggressive and confident with their ideas. Investors are looking for ideas that can become businesses. Sometimes investors will sell their ideas to their partners or peers to help business raise funds. Therefore, it is important for entrepreneurs to be prepared before the meeting with investors (Angel Investors, Equity Investors).
There is no portal for franchise fund-raising for Canada due to regulation.
Presenters believe mentor is important because mentor can lift startup companies. Vancouver has startup weekend meeting for entrepreneurs who have ideas but do not know what to do. Another suggestion is to create adviser group or meetup group. This will help people promote their idea with people around them.
Investors seek three factors at startup:
1) People
2) Product
3) Pay
Investors will put people as the first priority, then product, and lastly pay.
Presenters suggest future entrepreneurs to look at National Research Council’s Concierge Research or Industrial Research Assistance Program (IRAP) that helps entrepreneurs to filter government funding programs. Entrepreneurs need to ask compiling questions, do not wait for perfect timing, understand the cash flow, do not be prepared for “No”, and do not fear failure.
Graham Churchill, National Technical Executive of IBM
In the future of Innovation, Canada is facing a problem of not invest enough in technology. This will create startup slowdown.
Churchill believes there are four factors to entrepreneurs need to have to face the startup innovation economy: data, mobile, APIs, and things.
Data is the new oil of economy because it data breaks the current traditional procedures, especially in manufacturing model. Companies need to stream data by taking data from different places and put them together to create new patterns.
There is a total of 25 billion dollar size market in the mobile apps. The average people spend 2 hours per day on app. Entrepreneurs should consider mobile app as a new communication to the market.
APIs is business function as a service. It is free because the providers get incentives. The developers can get paid based on usage or transaction fee. Companies can take data, do analysis and sell it. The internet of things has the ability to identify where the problem is and when it needs it. It provides the solution that knows when and where the problem occurs. Precision agriculture is evolving in this generation.
Churchill mentions IBM Softlayer Cloud that helps entrepreneurs to store files at private or public clouds, BlueMix, which is a mobile app starter, and Cloud Market place, a place for entrepreneurs to host their APIs and apps.
“Let’s build a smarter planet”
Theresa Lavrico, CVO of Socialight
Lavrico believes people should ask themselves if they are currently doing things that worth their lives. Social entrepreneurs should understand that people are hungry for love, not food. Leadership is empowering other leaders. People need to combine things they love and things they are burning for.
Everyone has the opportunities to write a different future and it is important to focus on people, planet and then profit. The difference between business and social entrepreneurs is the idea of solving social problems. Moreover, there is always a connection between you, your business, the society and the world.
“I’m not telling you it is going to be easy, I am telling you it is going to be worth it”
“If you build it, it will come, so what is your legacy?”
Tayler Conray, Founder of Change Heroes
Conray believes he can make a difference in Ecuador. To help the community, he promotes the $100 young entrepreneur experiment to a local elementary school. He asks grade five students to use their creatively to use $100 and change to profit. The experiment raises from $1,800 to $18,000.
“Minga” means to drop everything and help with community project in Kenya. Conray is touched by the “Minga” spirit in Kenya and decides to help out the community. He creates a company named “Change Heroes” by helping the community to build school in Kenya. He uses the crowd funding technique to help children to have the education they deserve.
Miki Agrawal, Social Entrepreneur, author of “Do Cool Sh*t”
In this generation, there is no more guarantee out of college. Agrawal emphasizes the society today is created by people, and people have the power to create reality. “
“The mystery of life is when people never know when it will end”
Agrawal starts her social entrepreneur life when she figures out she could not continue her soccer career due to leg injury. She opens a restaurant called “Wild Las Vegas” and produces her own cooking show.
She believes the life span of children in this generation will be shorter than their parents due to lack of health awareness. Therefore, she creates a TV show called “Super Sprowtz” to promote vegetables for kids. Currently, she creates a business in feminine underwear industry called “Thinx” to help million girls around the world who dropped out of school because of her period. She publishes a book called “Do Cool Sh*t” about her own entrepreneurship.
Agrawal believes there are 5 things entrepreneurs want to know before startup
1) You are as good as the 5 closest friends you keep
2) Master a skill
3) Solve a real problem
4) Purpose is your best motivation
5) Ask “How can I help you” vs “How can you help me”
“Leaders do not talk shit. Face people & you will face your own fears”
Name: Small Business Council Meetup – Discovering Opportunities for Growth by Expanding into Foreign Market
Presenters: Alice Chen, Cristina Falcone, Sandra Light, Arjan Stephens, and Rob Arthurs
Many companies are using expanding to new market as a strategy to grow their businesses. Import and Export regulation is important for business to ensure they are diversify the risks they are facing. The focus of this seminar is to introduce techniques for companies going through international expansion. The seminar invites Alice Chen, the CEO of Export Ventures Group to lead the presentation.
Cristina Falcone, VP of Government Relations of UPS Canada
Based on the Comprehensive Economic and Trade Agreement (CETA), UPS Canada creates 80,000 jobs and introduces 500 million consumers up to this date. During the current economy, free trade agreement (FTA) is essential. Understanding the economy sector of Europe, Canada is ranked 12th in the list as global trade partners. Therefore, trade is the engine of the global economy.
In the next 15 years, GDP forecast will grow by 50 trillion and 74% will be expected to come from emerging market. 26% will remain from existing developed company. The main grow opportunities and industrialization will focus on Mexico, United Arab, South Africa and Vietnam.
Companies are recommended to implement supply chain strategy in the future to adapt the changes.
Falcone recommends Canadian Companies to visit CETA Benefit from Canada’s Economic Action Plan and Canadian trade Commissioner Service Resources for further detail.
Sandra Light, Trade Advisor, Small Business BC
Small Business BC is a resource center for business companies. They offer information about international trade, import/export coaches, trade regulation, HS code and logistic training.
Arjan Stephens, VP of Marketing & Sales of Nature’s Path Foods
The Nature’s Path Foods starts locally in Vancouver and believe organic will be a trend in the future. The company’s philosophy is to build on a fundamental value from underground and understand what the value is stand for. Stephens take the company oversea and transform from local to a large international corporation.
“Big Vision can achieve Big Things”
Rob Arthurs, Senior Manager of Export Development Agri – Food & Natural resources, BC Government.
Arthurs’s company sold all over 11 countries, including India, Hong Kong, and US, with the help of Federal and Provincial government. Arthurs recommends companies to look at Trade and Investment Representatives because they are designed to help international businesses discover the benefit of BC. It will help businesses to penetrate the market and avoid the minefield.
Arthurs also suggest companies to register BC Business Network to promote their business for free. There is also BC Business Opportunities Database for companies to access free resources for investments. BC government also provides contracts and grants for companies to startup international trade.
Group Answer
How do companies know if they are ready for Export?
Presenters recommend companies to learn from failure and receive feedback. International trade requires long time commitment and determination. Companies need to adjust their products based foreign market.
“Think International, Act Local”
There is a test from Canadabusiness.ca for companies to see if they are capable of international trade. The test will help companies to understand the general concept of import and export. Trade Data Online can also provide information for companies.
Companies need to have domestic success before going internationally.
How do companies determine what to go first?
Presenters suggest companies to look at geographic advantages, resistance, freight cost, and capital. People will come to companies that provide high quality. Companies should pick country that is closer to them and understand which strong culture that fits their companies.
What are the requirements to access foreign market?
Companies need to look at the Free Trade Agreement for any advantages. Companies need to understand the culture and the barrier of entry. It is beneficial to have roots from other countries. International trade is a two-way trade, so companies need to determine the demand and supplies from other countries.
How do you market in the current region?
Companies should be participating international and local trade shows across the world. Look at government grant, brokers and payment terms. Word of mouth is the best reference.
How do you handling logistic?
Companies need to review their supply chain strategy. Companies need to understand their ocean freight cost.
What are some restrictions in import and export companies need to be aware?
Canada Security Business will check and verify all export products. Government will initiate smell test to ensure products are approved by law. Some products, such as high-tech, require control; therefore, permit will be issued. Government will look at domestic sales. If the sales are too low, they will reject to help companies to export internationally.
Inspired by the original MMI coach T. Harv Eker, this seminar focuses on the money mindset that will help business owner to achieve financial freedom. Coaches use unique ways to break through the traditional seminar style and drive the whole crowd to their peak potentials. Here are the main summary from the workbook of the 3 days seminar:
Comfort zone is in direct proportion to income zone. Therefore, people need to find ways to expand their comfort zone. The main reason is people do not know what they want; therefore, clarity leads to power, power is the ability to act, and act upon the choices people want.
Financial Freedom = Choice to do what you want = Lifestyle without work or reply on others.
Income without work = Passive Income
Passive Income comes from Investment and ongoing business incomes, and the secret is to have multiple streams of income.
Financial Freedom = Working Income + Savings + Investments + Passive Income + Simplify
The World’s Simplest, Easiest and Most Effective Money Management Method
Money needs to separate into the follow categories:
1) 10 % Financial Freedom Account (FFA)
Create Golden Goose that can help people generate eggs (passive income)
2) 10 % Long Term Savings for Spending Account (LTSS)
Invest in long term investments, such as Real Estate
3) 10% Education Account (EDUC)
Create opportunity to learn new skills
4) 55% Necessities Account (NEC)
All the living expenses, such as food and shelter
5) 10% Play Account
Unleash the entertainment side to balance people’s life
6) 5% Give Account
Volunteer and charity
The number 1 wealth rule is to pay FFA. Broke people use the left over strategy by paying everyone else first, and then invest what is left over. Therefore, based on the law of attraction, like attracts like; money attracts money. The FFA acts like a money magnet.
Broke people believes work is to earn money for their current lifestyle. Nevertheless, rich people believe work is to earn money to invest and to create passive income and to become financially free.
Passive Income > Expenses = Financial Freedom
The Power of Beliefs
People’s physical world (Result) is a printout of mental, emotional, and spiritual. The physical printout is made out from blueprints. Each of us has a personal money and success blueprints already engrained in our subconscious mind. To change the result, the process of manifestation is “Thought”, “Feelings”, and then “Action”
People have beliefs and people believe their beliefs are true. However, beliefs are not true or false, they are only opinions. People have the power to change beliefs if people believe they can change.
Broke People believe the traditional “70 year plans”, which is get a great job, work hard and save money until retirement. However, this will not work anymore in the world today.
Rich people only believe three things:
1) The amount of money you earn from FFA
2) Return on Investment
3) Multiple Streams in Passive Income
People beliefs in their subconscious mind come from conditioning, and conditioning comes from method of verbal programming, modeling and specific incidents.
Using Money as example,
Verbal Programming is what they hear about money when they are in childhood.
Modeling is what people act about money when they are in childhood
Incident is what people experience about money when they are in childhood.
People need to recondition their beliefs by disassociate them. Two primary motivators are pain and pleasure. Since physical is memorable, people need to use pain and pleasure to relink those beliefs to new beliefs.
The reason people believe what they believe is because it had credibility from past information and programming. People need to re-examine their beliefs based on who they are and who they want to be.
The Steps to Change:
1) Awareness
2) Understanding
3) Reconditioning
Purpose of Money
The three pillars to make people are investment, real estate, and business. Therefore, all rich people have their own business.
To become successful, people need “the right you”, “the right knowledge” and “the right vehicle”.
The reason most people do not get what they want is they do not know what they want it. Four reasons to be rich: lifestyle, contribution, who, and value added from problems you solve for other people’s lives.
The reason most people never reach their financial potential is that they are poor receiver. People tend to feel unworthy, yet people feel alive when they are worthy. Since people are conditioned to give than receive, universe will stop giving. Whether people are worthy or not worthy is all make up story. Therefore, change the story and start feeling worthy.
Money Personality
There are four types of money personality
Type
Description
Characteristic
Saver
Save money as priority
Use Money as security
Spender
Spend money as priority
Treat Money as escape goal
Avoider
Run Away from money
Avoid Money Responsibility
Monk
Do not care about money
Money and Spiritual are mixed
No matter which type, the two keys for all money personalities are balance and preset structure.
If people relationship with money is full of anger, fear, guilt, shame or sadness, it will have a negative effect on their money. Any decision-making around money will be effected by emotions and emotions will lead your income, wealth and opportunities.
Negative emotions are like stuck energy, which is a form of incomplete communication.
Reframing the Past
Angry creates the negative emotion. People drag their past relationship into their current and future relationship. People who are angry are those who are not getting what they retaliate. Those people want to be right and yet they usually are most miserable. Anger can create sickness. In addition, since people do they best at that moment, people should do necessarily forgive.
Acknowledging Successes
Success breeds success. If the mind is comfortable and used to success, success becomes your path of least resistance. People should recognize and acknowledge successes, and then celebrate successes.
The Power of Action
There are four things people want in any situation: relationship, happiness, health and wealth.
People tend to hold back from taking action is because of fear. Since people’s minds are made for survival and protection, it is automated to signal warnings and danger.
The secret to freedom is to realize that it is not necessary to believe your mind. The secret to success is to learn to act in spite of fear. Successful people have fear, but they do not let it stop them to do what they want.
Name: Residential & Commercial Real Estate Success, Secrets & Tips
Presenters: Ozzie Jurock, Eric Yeh
Taiwan Young Professionals and Entrepreneurs Association of BC (TYPEABC) is a social group that encourages young professionals to build strong foundation in their business worlds. This seminar focuses on real estate investment in our current market.
Ozzie Jurock, President of Jurock Publishing Ltd
Jurock believes the next 20 years trend will focus on Baby boomer generation. The global factors of our current market will be based on timing, trend, cycles, and inflation. In addition, the local factors will be based on inward migration, affordability demand and supply, and interest rates.
People always believe inflation is a certainty, but inflation will continue to increase. The massive change will be change from paper asset inflation to hard asset inflation.
“The rich will continue to park their money, and the rich will continue to flee”
Real Estate is a currently the best investment in the market. Real estate can leverage, create mortgage reduction and defer capital gains for 5 years.
Three important beneficial key points to look for in Real Estate Investment:
Property title and unique niche
The more income a building produces, the higher the building values will create
Select area that is fast growing and under appreciated
In our world today, values grow where people go and people go where jobs grow. Moreover, people do not get what they deserve, and they only get what they negotiate.
Eric Yeh, President of the Real Estate Action GroupTM
When investors are buying existing business, it is important to pay attention to the subject clause. Investors need to review the financial statement and tax return for past 3 years, review the lease and franchise agreements, exam all equipment and current supplier contracts, evaluate all inventory and understand all current employees.
Buying
Selling
Factors on Price
Living or Invest
Reason for Selling
Land Size
Location
Options and Consideration
House Size
Size
Timing
Age
Neighborhood
Pricing
Income Approach
View
Marketing
Cap Rate
School
Offer
Asset Approach
Convenience
Due Diligence
Net Earning Payback
MLS or Exclusive
Closing
Zoning
Comparable
Grow Potential
If investors are leasing a rental property, investors need to understand the purpose of the location, area, and usage. Investors need to know the property zoning and accessibility. There are two types of leases: gross and net lease. Moreover, term options, sublease agreement, property tax, and building insurance are significant factors for investors.
Special clause is extremely important for investors. The special clause includes the regulation of demolition, development or sale. There could be special instruction for the escape and termination clauses. Therefore, investors need to make sure they have the right to first refused purchase or to lease clause and stay open clause in their agreements.
When offers come, there are 10 components investors need to understand:
Time / Date
Buyer / Seller Representation Warranty
Asset
Deposit
Price / Term
Training
Closing Date
Non Compete Term
Conditional Precedent
Condition of Closing
There are 4 important key success factors for Real Estate Strategy. First, investors need to measure the risk. Second, investors need to know their list of money for investing or borrowing. Third, investors need to determine their return on cost. Lastly, investors need to understand the investment period
The strategy for low risk investors is to invest a property that has existing tenants. The average Return on Investment (ROI) for low risk investments is four to six percent. Low risk investments are easy to liquidity.
One the difference between low risk and medium risk is the size of the investment. Medium risk investments need to borrow less, and the ROI is six to eight percent. The ROI comes from the land and it takes longer to buy and longer to sell.
High investments consider development projects. These are large size investments that have investment term. The investments have high ROI of 20 – 30 percent. Investment return comes from land and the buy or sell is influenced by the market.
Name: Company of Young Professionals – Leadership Forum
Presenters: Ashleigh McIvor, Victor de Bonis, Susan Dolinski, Terry McBride
Company of Young Professionals (CYP) is one of the main leadership programs for young professionals in the Vancouver Board of Trade. It is a pleasure to have the opportunity to learn from all the presenters in this event. All presenters will share their valuable experiences to help out all members of CYP.
Her inspiration originally comes from her idols, community heroes who love about their work. She believes by eliminating negativity will increase joy in her life. Her determination helped her to get back on her feet when she failed due to injury. By following her heart and passion, she once again proves to be the best of what she is doing. Her advice is to “make work not like work”.
“Doing what I love and maximize the quality of life”
Victor de Bonis, COO of Canucks Sports & Entertainment
His life lesson surrounds by one important word, which is relationship. All his career moves relate to his networking opportunities. His first job started in PNE; however, due to a rare opportunity, he created a networking relationship with his professor and helped him advance to a different job opportunity in KPMG. He made anther career move from KPMG to Canucks Sport based on his work relationship. His advice is to “create relationship no matter what because you do know where you will end up”.
“Be nice to everybody because you do not know what is around you.”
Susan Dolinski, VP of Communication & Social Responsibility in BCLC
Her passion starts by listening to people and engaging with community. Her career fulfills her passion because it fits her value. In addition, she demands herself to be a value member of high value team by continuing growth challenge. In BCLC, she switches from being a subjective leader to a thoughtful motivated speaker.
Her life success is based on three steps:
1) Follow my Heart
“You got to say “Yes” even if you are not confident. There will always people beside you and helping you.”
2) No Short Cuts
“No one is going to tell you the secret path”
3) Success comes from being prepared
“Actions and choices determine all opportunities”
Terry McBride, CEO of YYoga and Nettwerk Music Group
Terry chose music because of his passion and desire. When he realized the music he loves was not in the local radio, he started to produce his own music. He began to create partnership and incorporate his own company.
His physical condition starts to change when he joins yoga. He starts to understand music and yoga share the same philosophy, which is all about healing drama. Due to lack of capital, he sells his home to make his beliefs come true. Now both of his companies are national wide all start with his passion and desire.
His advice is to “believe you can make the world a better place”.
All presenters’ answers
They always follow their gut reaction because that is the right reaction. They always listen to their own intuition and be true to themselves.
The balance between work and family is important. When people are good at work, it does not mean they are good partner. Moreover, family’s spirit is one of the keys to get to where they are today.
Their advice to entrepreneurs who work with different generation in the workplace is to become a listener, humble and not to be afraid to work hard.
This is not just a seminar to become a successful salesman; in fact, this is a seminar to be a successful business owner. His presentation skill is aggressive and intense, yet his words and wisdom can open doors of opportunities in any working field.
What holds people back from achieving massive wealth & success?
He believes there are five aspects that hold people back from their dreams. The first is when people are in overwhelming state. The second is people do not understand why they want to be successful. The third is they do not know the rules and regulations to become entrepreneurs. The fourth is people do not know the strategy to ask or utilize other people’s money. Lastly, the last aspect is people do not know how to close the deal in business.
People need to believe in themselves. They need to find a motivation with strategy to drive them in success. It is important to sell yourself to others.
Two Types of People
Reason People: People with reasons that they cannot succeed in their life
Results People: People make you happy and find ways to solve problems
The relationship between marketing and sales are correlated. Marketers will bring the right people to the funnel. Sales will close the deals and generate revenue.
Belfort believes the core of business to monetize the value. He always asks himself the worst possible outcome before any decision-making.
“See your life as they are. Being Honest, not as worst as they are. See higher and find strategy to get them”
Belfort’s theory of achieving mastery of wealth & success consists of two worlds:
Master the Inner World of Wealth & Success
1) Emotional State Management:
People who want wealth & success have a common emotional state, such as certainty, clarity courage and confidence. On the other hand, uncertainty, overwhelm, fear and self-doubt should be overcome.
2) Empowering Beliefs:
People create two types of beliefs: Empowering and Limiting. Examples of Limiting beliefs are statements stop people from being all they can be, such as “If I get rich, I will be greedy” or “I am not good with money”. People with limiting beliefs tend to do three things: blame everything except themselves, justify everything, and they complain.
3) Vision Focus:
People need to have a clear vision of the future. They need to know where they see themselves in the future. People do not follow goals, yet they follow vision. It is important to share the vision and focus on things attracting your vision. If you complain, you will focus shit. This means you attract shit.
4) Thermostat / High Standards:
People need to set high standards. High standards will force people to overcome obstacles and find ways to break the bottleneck.
Master the Outer World of Wealth & Success
5) Entrepreneurship:
Being entrepreneurs will make mistakes, and those mistakes can help themselves to grow. Therefore, failing elegantly is important factor for entrepreneurship.
Entrepreneurship needs to know
Corporate Structure
Delegating Authority
IT Communication
Human Resources
Operations
Compliance
Accounting
Art of Brainstorming
Corporate Finance
OPM
6) Sales and Ethical Persuasion / Influence:
People need to sell themselves to the market to influence your beliefs to others.
Sales and Persuasion / Influence
How to get into Rapport
Creating Closable Presentations
Art and science of prospecting
Overcoming Objections
Tonality
Art of Looping
Being a Leader and visionary
Generate Massive Referrals
How to get intelligence
Creating customers for life
7) Marketing
It is important to find ways to funnel the right people and create awareness
Marketing – Offline
Direct mail / Response
Word of Mouth Campaign
Telemarketing
Network Marketing
Door to Door
Community Outreach Programs
TV / Radio
Educational Marketing
Promotional
Joint Venture
Newspaper / Journals
Testimonials
Outdoor Advertising
Public Relation
Marketing – Online
Website
Search Engine Optimization
PPC – Ad Words (Google)
Video Sales Letter
Re-Targeting (YouTube)
Sales Funnel / Email Marketing
Conversion Rate Optimization
IPhone Application
Social Media Strategy
Blogs
Google Hangouts
Affiliate Marketing
8) Multiple Streams of Income
Success people will find more than one ways to increase the revenue stream.
Multiple Streams of Income
Stocks and Bonds
Currencies
Commodities
Venture Capital
Real Estate
Including two worlds, successful people need to understand how to raise money and have the desire to learn and be mentored.
Successful businessmen require identifying the real target market because it is impossible to turn non buyers to buyers. If people feel fear, it could be excitement and Belfort refers that as reframing. If fear comes, Belfort suggests acting if you have the answer even if you do not.
Perfect plan does not exist in this world, so it is important to learn from the mistakes.
Belfort defines “Happiness” as “Not where you are right now, it is when you know the way or direction where you want to go”
Basic Entrepreneur Formula
The breaking point is to make massive actions. Therefore, people need the right plan to get the right actions. If something goes wrong, change one thing at a time.
Reciprocity
How the world works is to give value out first and they will return one by one. Belfort technique is to sell people things that are easy to buy. This will get them into the funnel and sell them something bigger.
During the communication with riches, Belfort believes the first 4 seconds of any conversation can determine the deal breaker. To establish the 4 seconds rule, Belfort needs to “Sharp as a Tack”, “Enthusiastic as Hell”, and “Expert in the Field”.
With these three tactics, Belfort becomes someone people want to listen to.
Any communication can be breakdown to two major sections: body language and tonality. Two things that must come across: “You care” and “You are just like them”.
Three elements of charisma from Belfort
Effective Tonality
Appropriate Body Language
Not saying stupid shit.
This will help create confident, persuasive, and professional in communication.
Five Elements of Human Influence
Love your product
Connect & Trust with you
Connect & Trust with your company
Action Threshold (Driven by Actions)
Pain Threshold (People make decision when they are in pain)
By understanding the human influence, people will create effective communication and create potential deal breaker.
Belfort introduces his famous Straight Line Sales Psychology, a sales technique that he implemented to build a fast growing brokerage firms at Wall Street.
Name: Small Business Council Meet up – Building and Maintaining a Remarkable Brand
Presenters: Jerry Gratton, Carley Bakker, Anne Donhoe,David Childs
The purpose of this seminar is to present techniques from a various presenters with their extensive background experiences. Techniques are to help the audiences understand how to build and maintain successful brands.
Here are some of the highlights I receive from the presenters:
Anne Donohoe, CMO of Mountain Equipment Coop
A strong brand requires being relevant and responsive. Brands should be differentiated. An effective brand can be a story teller and a listener. A good brand should be consistent, authentic and inspired.
“Building a strong brand is a journey; a strong brand starts from within”
It is important to understand consumers’ point of views. To maintain a remarkable brand, it is significant to response to bad reviews privately. Ignore the bad reviews from local directories will harm the reputation of the brand. Every open channel is a liability, so monitoring is necessary.
“Less is more”
Jerry Gratton, VP 1-800 Got Junk?
Communication is essential, especially internally. It is necessary to communicate within the company. If something is not working within the organization, it is important to step back and change.
“Hire the right people; treat the employees right”
David Childs, Founder and BRand Strategist, Living Blueprint
A remarkable brand comes from within. Pay attention to who you are and what you are tomorrow. The essence of brand is formed by decisions; therefore, it is important to study every decision you make.
All presenters answer:
A strong brand requires many essential keys. First, it is important to connect with emotional level. Second, it is important to establish a strong relationship. Third, instead of looking at others, we need to look at who we are. Lastly, brand drives loyalty, and we need to create values for customers.
The matrixes of a strong brand are listed:
1) Talk to everyone in the company
2) If any executive leaves, it is working
3) If employees leaves, it is not working
4) Stop looking outside, look inside of the organization
5) Tell customers who you are
If you inherit a bad brand, you need to “acknowledge the responses” immediately. You need to get more reviews from customers and understand the voice of the internal staff. Organizations need to own the problem by fess up to avoid any attack from customers. The best way is to open up with the customers by letting them know you are taking up the responsibility, and then move on.
Presenters: Seth Godin, Keith Ferrazzi, Nancy Duarte, John Jantsch, Brian Wong, and Mitch Joel
The seminar is very interesting and creative. All presenters provide their own unique views of their own marketing strategies. By learning from their experiences, we can create more stronger and effective marketing brand towards our current organizations. I will briefly summarize the knowledge I learn and inspire from each presenter.
Seith Godin
Traditionally, we believe if we push the market, people will buy because they want to be like others, but now the current market defeats that purpose. We need to show up differently and treat different people differently. We are in the connection economy, which means we create values by connecting with people. Human tends to like to do what other human beings are doing. We are trained to be followers because we want to fit in our society; therefore, we need to lead them, so we need to lead them by adding values of “Connect”, “Culture”, “Communicate”, Commit”, and “Clear”.
We need to bring passion, trust and care, so we can lead them. We shouldn’t be afraid or hide our fears because fear is a symptom of something and it is on to something.
“if we work a place that do not want us to do the art of marketing, we should leave.”
Nancy Duarte
We use symbols and stories to create a movement in our society. Our communication needs to move from report (Exhaustive) to Story (Dramatic). Furthermore, communication is like a journey, where we bring the big idea to many unique point of views. In any presentation, audience is the hero of the story instead of the presenter.
Presentation Structure can be displayed as sound wave. It always move from “What is” to “What could be”, and then to “What is”. At the end, it ends with the new norm.
“You have the power to change the world”
Mitch Joel
Marketing follows the four(ish):
1) Direct Relationship. The war of direct relationship is now all connection relationship with consumers. Everyone is entitle to have direct relationship with anyone. We can create different channels to create relationship. When we create values in the system, the values will return.
2) Sex with Data. Traditionally, our market strategy is linear or straight line. Now our society involves with circular relationship, which includes social media and network. Therefore, we need to personalize the data to create the ability to provide different values. Example will be Amazon and price check
3) Utility. We cannot just advertise the products to our consumers, yet we need to create values with utility for the consumers. Dish tip app, Sit on squat app, and LEGO 3D are examples that provides more than services. They provide useful information to enhance consumers’ experiences.
4) One Screen. We are moving from multiple screens (computers, laptop and mp3) to one screen (Iphone). The only screen that matters is the screen in front of the consumers.
John Jantsch
We need to stand out of the crowd and rethink the customers’ experience. In addition, we should avoid the crowd because the crowd makes us boring, predictable and change.
“Creating loyal customers is mostly about the right customers choosing you”
Three main keys are Clarity (Why, Who, and What), culture (Transparency, Autonomy, and Consensus), Context (Narrative, Language, and Community). All three keys together create the drive of marketing.
The traditional organization map follows from marketing, content, sales and then service. However, 57% of a typical purchases decision is made before a customer has been talk to. We need to modify the organization map that follows “Know”, “Like”,”Trust”, “Try”, “Buy”, “Repeat”, and then “Refer”.
“Listening is prospecting, teaching is presenting, Insight is information sharing, story building is nurturing, networking building is closing”
“Anyone can make anything, but only the new breaks something else”
Brian Wong
Mobile life is like a series of moments. We live in moments, we consume in moments and we want things now. The ability to generate emotion is significant because it creates happiness. The science of happiness is PERMA (Positive Emotion, Engagement, Positive Relationship, Meaning, and Achievement).
The Five learning in moments are
1) More Can Happen than just an impression.
2) Not All moments are crated equal.
3) Respect the user and magic will happen
4) Behavior defines rewards; rewards do not define behavior.
5) There is scale, but not in reach and Frequency.
Keith Ferrazzi
A simple rule of relationship in our society is that they think they do not want to have one with you. Instead, relationship links with generosity. We start to grow our relationship from the age of 3. As we get older, the world will show less relational. In order to be related, we need to be care, bonded and generous. We need care for each others’ success.
Great brand starts when they are vulnerable because that is when you reach out and create value for others. We can accelerate relationship by prepare (Research people), proactive (Mindsets) and follow up (Generosity). We need to lead with generosity, intimacy, candor, and accountability.
“Never be afraid to ask, the worst anyone can every say is NO”
![IMG_3201[1]](https://mynextgoal.files.wordpress.com/2014/11/img_32011.jpg)
Presenter: Shane Gibson![IMG_3199[1]](https://mynextgoal.files.wordpress.com/2014/11/img_31991.jpg)
8 Key ingredients of principle based negotiation![IMG_3196[1]](https://mynextgoal.files.wordpress.com/2014/11/img_31961.jpg)
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