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How to Win in Life and Enjoy the Journey.
All the information, techniques, skills and concepts contained within this publication are of the nature of general comments only, and not in any way recommended as individual advice. The intent is to offer a variety of information to provide a wider range of choices now and in the future, recognizing that we all have widely diverse circumstances and viewpoints. Should any reader choose to make use of information contained herein, this is their decision, and the contributors, authors and publishers do not assume any responsibilities whatsoever under any conditions or circumstances. It is recommended that the reader obtain their own independent advice. First edition 2007 Copyright 2007: The Business of Life Pty Ltd. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or Transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission from the publisher.
To Brett and Bradley, you are an inspiration to me. You have both grown up to be fine young men and I am so proud to be able to call you my sons. To my loving wife, Jane, thanks for always being there for me, through the good times and the steep learning curves. You are a fantastic friend as well as a loyal partner in both love and life.
Content How to Win in Life and Enjoy the Journey Foreword Pg 5 Acknowledgements Pg 6 Introduction Pg 9 Six Fundamental Qualities of a Leader Pg 16 Communication Pg 27 Conflict Resolution Pg 30 Goals Pg 33 The Seven Essential Business Secrets Pg 41 Mastering the Art of Delegation Pg 52 The Four Keys to Becoming Rich Pg 64 Creating a Golden Chain of Referrals Pg 71 Conclusion Pg 95 4 .
There are many business coaches and advisers out there trying to teach from textbooks. however with Ronnie’s personal hands-on experience you will enjoy the benefits not only in your own business life. I have over 500 books on the art and science of personal excellence. Robyn Henderson.Foreword Ronnie Kagan's advice is original and valuable. and I rang Ronnie amongst the very top experts in this field from around the world. Networking Coach and International Author 5 . but in your personal life as well.
You have all contributed towards life. The lessons I have experienced in life could have made me bitter or better. If you chose to learn them from others you will save yourself a huge amount of time and a lot of pain. or you can learn them from others. absolutely. from your own experiences. fun and enjoyable. but it will 6 . those that have been kind to me and those that have been cruel. definitely not. I chose to go down the better path. Was it always easy. but with hindsight was it worth it.Acknowledgements Thanks to all my teachers over the years. The reason behind this e-book was that I realised a while ago that you can either learn lessons for yourself.
anyone can do that. long after the initial mood in which you 7 . As I learnt from one of my mentors. can live an extraordinary life today. so can you. but to continue through with what needs to be done until it is complete. a desire to start the journey now. true leadership and character is not the desire to start something. other than the lessons I have learnt along the path of life. and then a commitment to stay in the race. If someone like me. Irrelevant of your education or upbringing you can succeed. to complete it and see it through to the end. but it will take two things. (this is the only time you will ever have). To stay in the race. with no education.require you putting your ego in your pocket and being prepared to learn from others.
without which I would be even scarier than I am today.made the decision in the first place. As I mention these I reflect on their caring and generous contributions. has passed. as I have walked a long path and have crossed many paths. but a few have stood out over the years. 8 . There are many people I could thank and the list would be extensive.
or watching sport. and when we see all the people who are succeeding in a very short time period.Introduction Welcome to The Winning Way. We may catch ourselves asking. the conversation will usually turn to success and how to make money in today’s evolving world. in the board room. down at the golf course. How to Win in Life and Enjoy the Journey Whether you’re at the local pub. we see people becoming millionaires within a couple of years of venturing out on their own. Usually age and education are not the common denominator. “So what can the problem 9 . we start to ask. “What’s wrong with me?” In today’s quick times. Our fascination with success is endless.
many answers to the question of “How do I become rich and succeed in business?”— and I don’t profess to have the answer. of course. and opinions will be strong.be with me? How can so many other people be making so much money while I’m still struggling to pay off my credit cards. Over my years of being in business. I’ve succeeded several times—and failed as well—along the way. They are. I shall share with you some of the common traits that have led me from poverty to success and from failure to extreme wealth. 10 . and be financially free?” Everybody who enters into the conversation will have different points of view. get rid of my debt. but conclusions will generally be few.
Statistically. you really have to question why most businesses fail.With the amount of valuable information that’s readily available via the Internet and books. people don’t know how to apply the knowledge correctly. The key to your success comes down to people—not only the people whom you may employ or work with. You must ask yourself why this happens. This equates to a horrific 4% of all businesses starting out that actually reach the 10-year mark. 80% go broke or close their doors before they reach the 10year mark. I’ve come to the conclusion that although knowledge is available to everyone. 11 . we know that 80% of all businesses don’t make the five-year mark—and out of the 20% that do reach the five-year mark. but mainly you.
not only do they end up feeling discouraged. demotivated. we realise that they’ve invested everything they have in the business. despite all their efforts. If the business fails. fail and become a statistic. When we look at the average people who start businesses. and often financially destitute. we bring about. I shall focus on the dos rather than the don’ts. but they’ve lost time—which is probably the most important commodity.This e-book has been designed to enable you to focus on the relevant information that will assist you in becoming part of the 4% who do succeed in business—rather than the 96% who. So let’s enjoy 12 . What I’ve learned is that you should definitely focus on the positives and what you should be doing rather than the negatives and what you should not be doing—because whatever we talk about.
13 .the journey together as we walk through these pages towards achieving your success. but rather understand the growing process you’re going to be taking along the way. Knowledge is not power. Don’t rush through this e-book just to get to the end. It is the application of that knowledge on a consistent basis that creates and delivers powerful results. and my recommendation is that you actually implement these exercises and check whether you’re actually doing what’s suggested rather than simply agreeing or disagreeing with the information that you’re reading. I’m going to make several suggestions throughout this e-book.
My goal in this e-book is to help you change the base of your thinking.I’ve come to realise that the most difficult step for most people to take towards changing their lives is learning to change their internal dialogue—the one that’s going on inside their heads. that internal dialogue that’s kept you where you are for far too long already. This is a huge task. as your past thinking has created your current circumstances—and yet. 14 . This is understandable. you’re going to rely on that same thinking to create a different outcome. even though they so desperately want to. Now you probably realise why so many people can never change their circumstances.
or whether you’ve heard this information before or it’s being brought to your attention for the first time. And along the way. don’t question whether you like or dislike what you read. let’s get going. and the results you’ll attract into your life at the conclusion. The Winning Way in How to Win in Life is designed to provide you with the information you need to achieve the goals you set for your participation in The Winning Way. the person you’ll become. Just give it a go—all of it—and you’ll be eternally grateful for the lessons you’ll learn along the path. whether you agree or disagree with what I share with you.So. 15 .
Why is no one talking to me? Why do we have no real communication? In this book.Six Fundamental Qualities of a Leader I’ve come to realise that most businesses have three areas they’re constantly trying to address: 1. Where are we going? 2. I’ve learned that there are six fundamental qualities that all leaders need to possess if they intend to succeed in business. and if 16 . It has been organised into sections covering every area of activity that you’ll need to undertake in order to get the best out of your business and your life. How are we going to get there? 3. These are neither optional nor conditional. I’ve looked at addressing these areas amongst many others.
you will not succeed. he will fall and hurt himself. As a leader. you need to see what you’re striving for with total clarity. The clearer your vision. you will fail in business. even though he’s ignorant of the laws of gravity. If a child crawls off of a two-story balcony. the greater the likelihood of attracting into your life whatever you’re seeking. If you have negative thoughts. 17 . if you’re ignorant of these fundamental laws of leadership.you don’t apply these qualities. you will attract negative results—so have total clarity around what it is that you want. ignorance of these “laws” will not release you from the consequences of ignoring or denying them. Just like gravity. The first is vision. Likewise.
The second is courage—courage to do what needs to be done. If you constantly try to conform to society. you need to risk being unpopular and not flow with every other person’s wants and needs. I’m reminded of a time when a sales director was in one of his regional manager’s offices and the phone rang. but rather. when it needs to be done. you need to have integrity all the time. But the manager told the person on the phone that the sales director was in the office and handed him the phone. The sales director was furious and reprimanded the 18 . The third is integrity. This isn’t something that you can turn on when it suits you. The sales director told the manager to lie to the person on the phone and say he wasn’t in. you will lose your individualism. As a leader. because it needs to be done.
As I learned. true leadership is doing what you said you would do long after the mood in which you said it has passed. not what you want. Have a passion for what you’re doing. The fifth is responsibility. The manager replied. “If I’m prepared to lie for you. Be responsible to your clients.” This is true integrity. and your staff—and be known as someone who’s as good as his word. Do you want to suffer the pain of regret or the pain of discipline? 19 . I will lie to you. and stay committed until the end— not just until it’s no longer convenient—and complete the tasks that you start. You attract what you are.manager after he finished the phone call. your customers. The fourth quality is commitment—a commitment to complete what you set out to do.
Do what needs to be done. 20 . This life-changing information sets out procedures that are the best tried and tested ways of doing things to ensure the highest possible level of success in your life. when it needs to be done. True leadership is leading by example and staying focused on the basics without being constantly distracted.The sixth quality is concentration. because it needs to be done or you said it would be done. Bring out the best in others through your examples. Quality of service is an essential part of the philosophy of The Winning Way. and service is an integral part of all dealings that The Winning Way has with all current and potential clients.
Most importantly. This e-book has been designed to be used as a working journal to enable you to change your life forever. We strongly encourage you to participate actively in all 21 . this e-book is here to help you get as much out of your life as possible.It’s necessary to follow the procedures to ensure that all of the required information relating to the program is captured accurately and in a timely manner. It’s not a substitute for the training sessions or other personal assistance available to you through The Winning Way. this e-book is just one of the range of resources we have available to help you. This will ensure that your business succeeds and is able to fulfil your goals and aspirations. Finally.
they will enable you to live a life of health. wealth. and prosperity.The Winning Way events and to maintain a high level of communication with The Winning Way. This book presents information and ideas that are designed to be of assistance in contributing to successful participation in The Winning Way’s Entrepreneurs’ Business Secrets program. 22 . It’s our personal experience over the past decade that if the lessons herein are applied consistently.
The Winning Way coordinates. and distributes business education programs 23 . and confidence that can only be acquired from 29 years of personal. and oversees the planning. marketing. directs. Australia. hands-on experience and operations in eight countries. develops. With our corporate offices in Sydney. and successful execution of business education and leadership development around the world. In addition. The Winning Way designs. knowledge.Who Are We? About The Winning Way Our Expertise The Winning Way approaches both domestic and international business activities with the skill.
Our Advantage The Winning Way supports business owners with exceptional personal coaching and professional training.globally. state-of-the-art technology. 24 . From a multiday. The Winning Way has the vision. both personally and professionally. experience. and resources to handle all aspects of national and international business training.000-attendee sales training seminar to global personal development training programs. and business development functions around the world. 10. The Winning Way’s global team is committed to the values and strategies that lead to balanced success.
seminars. The Winning Way’s focus is to develop. and 2001 marked the beginning of our international expansion. business owners are never far from The Winning Way’s support. 25 . The Winning Way The Winning Way was initially launched in Australia in 1993. CD and book programs. and strengthen the effectiveness of business owners everywhere. and events in multiple languages provide business owners with incomparable resources.Our Approach With our established global infrastructure. encourage. The dynamics of a close family relationship are generated in this simple yet extraordinary infrastructure of support.
This will enable you to dramatically increase your income while freeing up more time so that you can live your life to the fullest. experienced keynote speakers globally to aid in the development of other markets. and personal development books—are made available by the Australian team. A full array of motivational and leadership events—as well as training CDs.We provide professional. DVDs. Ronnie Kagan’s Role My role is to share my life’s knowledge and personal experiences with you. 26 .
What I mean by that is not that you need to learn Italian or Spanish.Communication Communication is often the biggest asset we have—or the biggest liability. powerful choleric. Florence Littauer talks about the four personality types: popular sanguine.” If you were 27 . you would say. I recommend that you do. if you were trying to get people to a meeting and you were talking to a “melancholy” personality type. In her book Personality Plus.) We need to be able to talk many languages. perfect melancholy and peaceful phlegmatic. but you must learn to talk to people in a way that makes them listen. “Come to the meeting and bring lots of paper and pens. For example. and you’ll get all the information you need. (If you haven’t had the opportunity to read this book.
speaking to a “sanguine.” I believe that one of the biggest problems we have in communication is that we try to communicate with other people according to our values and/or terminology. There’s a distinction between personal values and business values. After all that I’ve experienced. “Come to the meeting. I’ll talk about finding your core values and aligning the individual’s values with the company’s values. Once you understand peoples values you can 28 .” you would say. Further on in this book. I can state without any hesitation that teamwork can create fantastic results—and a lack of teamwork can destroy even the greatest opportunity. and you’ll have fun and meet a lot of great people.
communicate in a common language. This leads to greater results with a fraction of the effort normally required when you are both pulling in different directions. 29 .
People like to do business with people that they like. If you’re experiencing conflict within your business. or do I want to be rich?” I have found a simple four-step process that I follow every time I’m confronted with an issue with regard to another person and I wish to move through that issue. If you doubt whether it’s worth your while. ask yourself. Just as if 30 . even if a competitor tries to offer them a slightly better price. “Do I want to be right. Satisfied clients will stay with you.Conflict Resolution Conflict will usually be the major cause of losing staff members or clients. sit down with the other party and follow the recommended rules for conflict resolution in a discussion.
If you say no.you wish to win in a game. we don’t use hands. but in rugby we do. Rules for Conflict Resolution 1. 2. These are the rules I’ve learned to play by if I wish to have a win-win outcome in the game of conflict resolution.) So to win in the game everyone needs to understand the rules before they start the game. you may not make me feel guilty. I must accept that and not manipulate you into feeling guilty. 31 . I will accept that your needs are as important as my needs—if you’ll do the same for me. (In a game of soccer. all the parties playing in the game need to understand the rules or you cannot play the game successfully. If I say no.
Admit that there’s a problem. Always refer to the solution. provided that we don’t violate the rights of the other party—and the rights of the other party are: a. and c. (This is often the hardest part of the solution process. Look for a solution. Try to identify the problem. We’re allowed to express our opinions. 3. We must both accept that it’s okay to make mistakes.3.) 32 . b. 4. (Both parties need to do this. 4.) 2. and never mention the problem again. There are only four points to remember to resolve any issue: 1.
33 .Goals The difference between working with a goal and working without a goal is results. An uncomplicated method that’s often used is the GOSPA model: Goals Objectives Strategies Plans Actions The GOSPA model is used by large and small companies to maximise productivity. GOSPA One of the most important skills you can develop in growing your business is that of strategic planning.
Use the GOSPA method to ensure that you haven’t been flying in the face of the law of complexity and Occam’s razor—and thereby attempting to defy the principle of simplification. go back to the beginning. Goals Clear. It’s for this reason that we concentrate so heavily on gaining clarity with respect to both 34 . If you find yourself becoming frustrated or even disillusioned when an important goal defies all of your diligent planning and persistent execution. precise thinking—the ability to clearly identify the essential. 1. core components of your goals—is the first prerequisite when applying the principle of simplification.It can work in your business as well.
It can save hundreds and even thousands of hours and dollars down the road. enabling you to benchmark your progress? • Is your goal Aligned with your core values? 35 .personal and business goals. quantifiable terms. summarised in the acronym “SMART”: • Is your goal Specific? Have you stated it in its simplest and most precise terms? • Is your goal Measurable? Is it stated in clear. Fuzzy. A properly stated goal has five characteristics. unclear goals lead to procrastination and inefficient plans. Time spent in gaining clarity before diving into the planning process is like depositing money in the bank.
Objectives In working towards a goal. Strategies With goals and objectives clearly defined in the simplest specific terms.• Is your goal Realistic? Do you believe you can—and will—achieve it? • Is your goal Time bound? Do you have a deadline for its achievement? 2. 3. objectives are like minigoals and must meet the same SMART standards. In essence. you must now determine the strategy 36 . you must establish clear objectives or milestones— predetermined steps that will lead you to the achievement of your goal.
000 units sold The question now becomes “How will I reach my objectives?” Will you use direct mail? Email? Will you advertise? If so.you’ll adopt to reach the objectives and thereby attain your goal. Your objectives might be as follows: Month 1 100 units sold Month 2 250 units sold Month 3 500 units sold Month 4 750 units sold Month 5 1.000 units of a product at a price of $100 per unit within six months.150 units sold 6-Month Total 5. what advertising medium will you use? And so on.250 units sold Month 6 2. For example. 37 . your goal may be to sell 5.
the process has been strategic. It now becomes practical. to understand. if your strategy is to use direct mail to reach your objectives as spelled out above. build a plan to implement the strategy. offering you the best chance of success? 4. and the strategy set. the objectives established. For example.The best strategy for you should meet these three criteria: • Will it be easy to define. Planning Once the goal has been clearly defined. Up until this point. and to execute? • Will it be based on the skills and resources most readily available to you? • Will it be practical. lay out the practical steps you’ll take to 38 .
39 . Include deadlines and performance accountability—e. copywriting. who will be held accountable for each tactic. Like every other stage of this GOSPA analysis. be specific and precise. Action Finally. Monitor your progress. Remember. 5.. and so on.carry out this strategy—such as list selection. be flexible. what gets planned gets done. Follow your plan. mailing method. always on the lookout for changes in the external environment that requires changes in your strategies and tactics.g. at the same time. Be persistent—and. take swift and decisive action.
and actions.Whenever you find that you or your business is getting bogged down. Your battle cry must be “Keep it simple!” 40 . remove them. strategies. objectives. with little progress towards your goals. Be on the lookout for unnecessary processes and complexities that so often take hold—and when they do. plans. Most importantly. remain forever vigilant. Re-examine your goals. perform a GOSPA analysis.
you must leverage your strengths and abilities. Other people’s ideas 7. Essentially.” This principle applies to you as well. there are seven ways to leverage yourself: 1. Other people’s successes 5. Other people’s money 4. “Give me a lever long enough and a place to stand and I can move the world. Other people’s contacts 41 . Other people’s energy 2.The Seven Essential Business Secrets The Greek philosopher Archimedes once said. In order to get the very most out of yourself. Other people’s knowledge 3. Other people’s failures 6. Leveraging is the key to achieving vastly more than you could on your own.
One key piece of knowledge applied to your situation can make an extraordinary difference in your results. It can save you an enormous amount of money and many hours—even weeks or months—of hard work. 42 . Highly effective people are always looking for ways to delegate and outsource lower-value activities so that they have more time to do the few things that give them the highest payoff. Other People’s Knowledge The second form of leverage is other people’s knowledge.Other People’s Energy The first form of leverage is other people’s energy.
You won’t live long enough to make every mistake yourself. energy and money. successful people are like radar screens. constantly sweeping the horizons of their lives and continually seeking—in books.au to gain more information as to how you can learn from others and save time.com. so learn from other people’s mistakes.For this reason.WinningWay. Visit our website at www. articles. magazines. The Internet now makes the job of researching other people’s knowledge easier and faster than ever before. and conferences—ideas and insights that they can use to help them to achieve their goals faster. 43 . CDs.
savings and loan associations. to name a few. including chartered banks. and both public and private offerings of shares. There are numerous sources to explore. Your ability to borrow money.Other People’s Money The third form of leverage is other people’s money. and to otherwise tap into the financial resources of other people. You should be continually looking for opportunities to borrow and invest money and achieve returns well in excess of the cost of that money. can enable you to accomplish extraordinary things that would not be possible if you had to pay for them out of your own pocket. venture capitalists. The wise entrepreneur 44 .
develops a solid relationship with a bank from the beginning. you’re going through this exercise in order to be able to create a good credit rating. Don’t invest the money in high-risk ventures. such as margin accounts or the options market. in a few months. under the misperception that you’ll be able to make a profit. Remember. fixed-deposit account—and. you’ll establish a strong credit rating and a positive track record with your 45 . place it in a safe investment—such as a security of deposit or short-term. pay it back. Repeat this process several times. Borrow a small sum. In this way. This may sound crazy. but it’s true. The best time to borrow money is when you don’t need it.
bank. This strategy of consciously building a strong credit rating will pay big dividends on the day when you do need a loan. And rest assured, that day will come! Other People’s Successes The fourth form of leverage is other people’s successes. You can dramatically improve the quality of your results by studying the successes enjoyed by other people and other businesses. Successful people have usually paid a high price in money, effort, emotions, difficulties, and disappointment to achieve a particular goal. By studying their successes and learning from their experiences, you can often save yourself an enormous amount of time and trouble.
Read biographies of successful people. Study the careers of those who have achieved great success in your field. Seek them out and ask them for their counsel. You’ll find that many successful people take great pleasure in helping individuals who are sincere about wanting to make something of their lives. Their advice can prove priceless. As you become successful yourself, remember the gifts received from those who blazed the trail before you. Make an effort to give back to those who follow. This will bring you its own store of riches. Other People’s Failures The fifth form of leverage is other people’s failures. Benjamin Franklin once said, “Man can either buy his wisdom or borrow it. By
buying it, he pays full price in personal time and treasure. But by borrowing it, he capitalises on the lessons learned from the failures of others.” Many of the greatest successes of history came about as the result of carefully studying the failures of other people in the same or similar fields and then learning from them. What or who has failed in your field? How can you learn from these invaluable lessons? You’ll discover that truly successful people who genuinely wish to support you will share not only their successes but their failures as well. Pay close attention to their stories. This is often where the true gold lies.
learn. If only I’d done something with it!”? The person who acts on an idea will reap the benefits. Of course. The more you read. 49 . ideas in and of themselves are not all it takes. One good idea is all you need to birth a fortune. the more likely it is that you’ll come across an idea that.Other People’s Ideas A sixth form of leverage is other people’s ideas. combined with your own abilities and resources. will make you a great success in your field. The world is full of people who will eagerly share with you their “if only” tales. discuss. someone else came out with it and made millions. How often have you heard this: “I had this great idea. but before I could get around to doing something with it. and experiment.
Other People’s Contacts The seventh form of leverage is other people’s contacts or other people’s credibility. many of whom can be helpful to you. good for you. Whom do you know who could open doors for you by introducing you to the right people? One introduction to one key person can change the entire direction of your life. Becoming skilled in these seven forms of leverage will have an enormously positive 50 .If it’s your own original idea. when wrapped up in a sound plan and put into action. can form the basis of a highly profitable venture. But some research can open your eyes to a never-ending stream of other people’s ideas that. Each person you know in turn knows many other people.
most importantly. Learn them. Then enjoy the remarkable results in your life and your business. 51 . And.impact as you relentlessly work to become more productive. apply them. Study them.
000 per year. thereby freeing you up to 52 . therefore. the key to increasing your income and freeing up your time. Another way of stating this is: delegate any tasks that can be performed by a person earning less than your desired hourly rate of income. Do what you do best. and how should we delegate? Delegation is a key to leveraging yourself and. The following summarises the fundamental principles of effective delegation: 1.Mastering the Art of Delegation What. delegate any tasks for which you would not be willing to pay $50 per hour. why. for example. If your goal is to earn $100. and delegate or discontinue the rest.
focus your own time and energy on tasks that are worth $50 per hour or more. So $100. Note: Calculate your annual income by multiplying the number of hours that you work each week by 50 weeks—e. Define the task clearly. Then divide your annual income by the number of hours. Delegate to a person with demonstrated competence in the required field. Any time that you spend on tasks of lesser value represents an inefficient investment of your time and energy. 40 hours per week x 50 weeks per year = 2.000 income divided by 2. 3..000 hours = $50 per hour.g.000 hours per year. What is your intended outcome? 53 . 2.
explain the differences in detail and have the person resubmit his or her understanding in writing. Discuss and get agreement on the resources required to achieve the task. the task. If his or her description is not an accurate reflection of what you want accomplished. 54 . or consequences of not completing. 6. Explain the task clearly.” 5. Define and get agreement on the deadline for completing the task and on benchmarks to measure the progress. 7.4. This step of writing helps enormously in achieving “buy-in. Then ask the person to repeat the details of the task in writing. Discuss and get agreement on the benefits of completing.
e. Have the person add these three elements to the written description of the delegated task and then sign the written understanding. but never the responsibility. Keep your word regarding the consequences of not following through.8. I have found that.. Delegate the task. 10. this final step transforms the understanding to a commitment. 55 . Inspect what you expect—i. 11. psychologically. 9. carefully monitor the progress by checking on agreed benchmarks and timelines.
We refer to this principle as “task-relevant maturity. you’ll use a directive style of delegation. the intended outcome. assuring that the 56 . and must be managed accordingly. there are three levels of competence.” 1. Low Task-Relevant Maturity Individuals with low task-relevant maturity have little experience in the required field. In such a case. They may be new employees.Task-Relevant Maturity Generally. Carefully explain the task being assigned. and your delegation style and technique should vary according to which level the individual possesses. or at least new to this job. and the required resources.
Then outline each step in the process. In other words. Offer constructive feedback to help them learn from any mistakes they may have made. 57 .latter will be made available. After the individuals have prepared and signed the written performance agreement. Finally. asking them to take notes and ask questions. inspect the work just accomplished to ensure that it has been satisfactorily completed. debrief the entire process with the individuals. Next. Then repeat this cycle for each of the remaining steps until the delegated task has been completed to your satisfaction. you’ll instruct them to perform the first step and then report back to you. you must then carefully monitor the process.
the objective is first to get the job done and also to develop effective. and confident employees. competent.offering feedback and encouragement and seeking feedback yourself as to how they experienced the process. Give them some positive feedback about something they’re doing well. use the “hamburger” approach. and how they might improve it the next time.) 58 . then address an area where they need to improve. and then end with something that you acknowledge they’ve done well. If you do need to address an issue. but rather the action. (Never criticise the person. Remember. what was learned from the experience.
If there are several areas that need to be improved. Medium Task-Relevant Maturity Individuals with medium task-relevant maturity have probably been in this position for some time. 2. Nevertheless. it’s best to address the main issue first. you’ll use a management-by-objectives style of 59 . They’ve demonstrated a certain level of competency in performing tasks similar to the one you’re currently delegating and have earned your trust. then address another issue the next time. In this case. their experience may be somewhat limited and their judgment and task-related knowledge still developing. either with you or in a previous job. get that rectified.
Otherwise. encourage them to come to you only when they get stuck or confused.delegation. Avoid the trap of reverse delegation or upward delegation. and then ask them to figure out how to accomplish it and come back to you with a plan.” 60 . “Leave it with me. where the person to whom you’ve delegated the task comes to you with a problem or challenge and you respond. The onus is on them to determine the steps and the required resources. Monitor progress by periodic reports they’ve agreed to provide at critical points along the completion chain. Clearly explain the goals and objectives—the “what”—of the assigned task. I’ll handle it.
At such a time. remember your goal: to get the job done and to develop effective. and confident employees. Keep in mind that time spent helping the employee to think through problems and arrive at workable solutions will pay enormous dividends down the road. Your job is that of coach and mentor.This can be a huge temptation. especially if you’re rushed and know it will take less time to do it yourself than to work with the individuals to help them solve the problem themselves. 3. competent. High Task-Relevant Maturity Individuals with high task-relevant maturity have a great deal of experience 61 .
you’ll use a leadership style of delegation. They might be described as an expert. 62 . Then step aside and give them the room to perform. Clearly. make it clear that they’ll be held accountable for the results.in the specific field. Focus on gaining a clear agreement of the objective. possibly bringing an expertise in the area superior even to your own. this level of delegation depends not only on the task-relevant maturity of the individual but also on a high level of trust between each of you—trust based on experience in working together on similar projects in the past. and then grant them the authority to make the decisions required to get the job done. In this case.
Apply the concept of task relevancy.As you continue to grow in your career. and watch your productivity increase while you also contribute to the growth of those around you. The results will be truly remarkable. 63 . continue to look for ways to leverage yourself through delegation.
because it is not true. or not making money. is controlled by our paradigms or beliefs about money. are never the result of hard work. not by chance or luck. —Napoleon Hill Key #1: Being Rich Is a Choice—So Is Being Poor The choice of making money. perish the thought. Riches. if they come at all. Riches come. in response to definite demands based upon the operation of definite principles. 64 .The Four Keys to Becoming Rich If you are one of those people who believe hard work and honesty alone brings riches. when they come in huge quantities.
Beliefs I currently have about being rich that may not serve me I have tried all my life. I deserve to win because I’m a wonderful person. and it still eludes me. and the money will appear. traveled the distance. Create a need for it. or not— there’s no trying. 65 . I have paid the price. with many wonderful opportunities. and become patient enough to attract it. Beliefs I must now adopt about money and abundance I never win. decide what you want. I use money to move powerfully and add value to others. Either you do it. It’s always someone else. This is the law of attraction.
Key #2: Decide What You Want The more clarity you have. • Fear is a thought of lack of abundance. the greater the likelihood and the sooner you’ll attract into your life what you truly desire. Decide what you want in detail By when? (the greater the detail. 2009 gymnasium. the sooner it will appear) A four-bedroom house on the beach 15 May with a tennis court. swimming pool. • Money is an energy source. and mooring for my 42-foot yacht 66 . four-car garage.• What you say and what you expect are sometimes different. It will flow to you.
Key #3: G.O. and it will eventuate. Key #4: How Badly Do You Really Want It? Make It a Must. Most people overestimate what they believe they can achieve in a year and underestimate what can be achieved in a decade. it’s up to me. You’ll never have the perfect circumstances to get going. but it’s not a must.A. The reason that most people don’t achieve success is that they would like success. so if you’re going to start. Most people are waiting for everything to be perfect before they do anything. If it’s going to be. = Get Off Your Ass Take action. So get to work. Are you committed to the 67 . stay consistent with expectations.Y. when would be the best time to start? Now.
having all you desire. and fulfilment a must for you? _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ _______________________________________ 68 . “I see only the objective.” Why is being rich.actions or attached to the outcomes? One of the great leaders of the world. always said. the obstacles must give way. Napoleon Bonaparte. living a life of abundance.
If you sympathise with him. Would you empathise with him or sympathise with him? If you empathise with him. “Do you want my sympathy or my respect?” If there was a man on a boat who was sea sick. Change your thoughts the next time someone complains about being financially poor.We inherit most of our beliefs from our parents and the people with whom we associate. I always ask people who are complaining. You may want to adopt a little saying that I repeat in my head: “I am so happy 69 . don’t try destroying your old thoughts. you take him below and give him some seasickness tablets. Create a new belief. you stand next to him and throw up as well.
and grateful. money comes to me in abundance in increasing ways through multiple sources of income.” 70 .
The aim of every business is to reach the level where it continually amazes its customers. Referrals are the best source of leads that you can possibly generate. the more success you’ll achieve.Creating a Golden Chain of Referrals The higher you rise on your customers’ satisfaction scale. The highest level of customer satisfaction will enable you to do just that. Why? Simply this: your job as an entrepreneur is to create and keep customers. You may consider a referral program whereby new clients who are referred generate some form of acknowledgement back to the original referrer. You may 71 .
The best form of reward is giving products or services that you supply to the client who refers new customers. They’re more inclined to continue giving you their business once they’ve referred 72 . Have these letters drafted. and put them onto the letterheads of those clients. This not only generates new business. These should be placed in a presentation folder and used for further reference during presentations. the perceived value is high. but it also locks in your satisfied customers. It’s recommended that you obtain letters of satisfaction from previous satisfied clients.contemplate offering free participation in further programs or discounted products as an incentive. The cost is low to you—however.
Sales and marketing budgets can consume an inordinate amount of cash. A major hurdle in the selling process is earning the trust of a prospective customer. Prospecting and cold-calling can consume an enormous amount of time. a new customer who is referred to you by an existing satisfied customer is a jewel to be sought and treasured. When you’ve been referred by a satisfied 73 . Creating Customers Today’s business climate is ever more competitive.e. and customer acquisition costs are high—i.. as they feel obligated to retain your services. the price you pay to generate new customers is increasing at a rapid rate.friends or associates. For this reason.
you stand a much greater chance of getting in the door. Your goal should be to reach the point where you never have to cold-call again.customer whom the prospective customer trusts. it’s often said that a good referral is 15 times easier to enrol than a cold call. it will also be easier to close the sale. As a result. you inherit part of that trust. as the rapport-building stage will be a lot easier and the objections will be far fewer. commit yourself to devising a sound strategy for developing a “golden chain” of referrals. where you sell by referral 74 . In fact. At the end of your presentation. You’ll also be much more likely to move through the sales process quickly. To gain a huge competitive advantage and to assure a jump start in growing your business.
In his book World’s Best Known 75 . Your most likely source of referrals is your existing client base: those customers who represent the highest levels of customer satisfaction. Why would your customers want to use your products or services? What motivates people to drive past a certain store in order to support another business that’s further away? What are the key elements that you need to meet or surpass in order to retain satisfied customers? We’ll look at these later in the book.only. The Power of Word of Mouth One of the most powerful determinants of the future success of your business is the little understood phenomenon of word of mouth.
without a well thought-out 76 . on average. What this means is that just one disgruntled customer ends up poisoning the minds of 45 other people. What company can afford such adverse publicity? Yet. The same study also concluded that.” A study conducted by the White House Office of Consumer Affairs discovered that 90% of dissatisfied customers will not do business with that company again. A similar study conducted by an independent market research firm found that each of these people is likely to tell five other people. Ivan R. each dissatisfied customer will share his or her dissatisfaction with at least nine other people.Marketing Secret. Misner refers to this as the “W-O-M Factor.
77 .customer service program—and a relentless commitment to its application—there’s a good chance that this is exactly what will occur.
or your product is one-tenth of the number who will share a negative story. pass on the good news to five others. your company. studies show otherwise. while excellent customer service is essential in reducing or even eliminating negative word of mouth. the number of customers who will tell a positive story of their experience with you. relatives.Creating a “Golden Chain” of Referrals While dissatisfied customers will share their bad experiences. Unfortunately. you cannot rely on positive word of mouth to 78 . and associates—who will. it’s often argued that the inverse is also true: satisfied customers will share their “delight” or “amazement” with nine of their friends. in turn. In other words.
produce a stream of referrals. Would you be willing to meet with me?” Although this would be wonderful. Building a satisfied and loyal customer base is certainly the first step. it rarely happens. “Hi. But more is required. this is Sue calling. you must design a workable referral plan. Referrals don’t just happen. Waiting for the phone to ring is a lousy marketing strategy! 79 . Have you ever answered your phone and heard the party on the other end of the line say. A friend of mine is a client of yours and she recommended I call you about [your product]. I will lay out some important steps you might want to consider in building your “golden chain” of referrals. Let’s discuss the importance of building this. Next.
Depending on your product or service.If you’re to build a pipeline of referrals. you must create it yourself. Ask for referrals after the meeting. Be referable. That’s right—ask! Consider the following steps in building your own bank of prospects: 1. Send a small gift of appreciation to the source. 7. 4. 5. This means that you must ask for them. 1. 6. 3. 2. you may want to consider setting this 80 . Ask for referrals from satisfied customers. Send a thank-you note to the source. Ask for referrals in advance of selling. Ask for referrals in advance of selling. Report back to the source.
I’m going to show you what I’m going to show you. Does that sound fair enough?” By doing this. A way of doing this is as follows. we can discuss it further. These are no 81 . but I’ll be able to at least walk away with four or five referrals. I’m going to ask you to introduce me to people you know—whom I don’t yet know—who might be interested in how we can help them. I’m not relying on my new potential client needing or wanting to purchase my product or service. “This is a threestep process. if you’re interested in what I’m going to share with you. And thirdly. As I sit down with my potential client. Secondly. I say.up before you even start showing it to your potential client. Firstly.
would you be willing to introduce me to someone you know who does?” Provided you’ve built trust with your prospects. before asking for the sale. I know it’s not for everyone. “Although I believe you’ll find that our product is exactly what you need. as you’re coming in on a referral. because you have a referral—and you have a greater likelihood of being able to enrol them in your products and services because you have some credibility when you walk through the door. there’s a strong likelihood 82 . even if you don’t personally have a need for it at this time. you might say to a new prospect.longer cold calls. Early in the closing process. If you find my offering attractive.
again ask for names and contact information. “Thank you so much. Customer. As you’re preparing to close the meeting. This is a wonderful time to ask for referrals. thank you for your business. you might say. 2. you can ensure that a lost sale is not a lost opportunity. “Mr. The closing of a sale is often accompanied by an emotional high for your new customer. If they provide one. I assure you I’ll treat your friend with the same care and respect I’ve shown you.they’ll agree. Should this sale in fact not take place. Ask for referrals after the meeting. don’t hesitate to say. In this way. I know you’ll be 83 . Whom else do you know who might be interested?” Always attempt to leave with three or four referrals.
ask. thank you. who else might need [again. and wait for some more names—don’t talk. “Which number do you think I should call first?” With each step. then you can go back and ask for their phone numbers?” If the client gives you more than one number. say. and who else can you think of?” Keep quiet. “Great.pleased with your new product or service as it will [share the benefits he’ll gain from the product or service he just invested in]. 84 . more and more committed to helping you. share the benefits of your product or service]?” When your customer offers a name. Let me ask you. your new customer becomes more and more involved in the process and. Once you have several names. subconsciously.
Again. (Ensure that the caller doesn’t try to sell the referral your product or service over the phone. but rather just sells the appointment for you to meet.You could also ask about the referrals.) 85 . Would you be willing to do this for me?” Don’t be surprised if he reaches for the telephone right then and makes the introduction on the spot. your goal should be to leave with at least three to five referrals. “Why do you feel they would be interested in the benefits of [product or service]?” and listen. You might now follow up with another question: “It would be really helpful if you could call and introduce me so he won’t be put off by my call.
If he makes a request. If not. say to him. then treat this as a customer service call.3. If you’ve done a good job of servicing your customer after the sale. “I’m so pleased you’re enjoying your new [product or service]. you can be confident that you now have a satisfied customer—one who will buy from you again and who represents a potential source of excellent referrals. Ask for referrals from satisfied customers. Can you put me in touch with anyone else who 86 . Contact your satisfied customer and begin the conversation by enquiring if he’s happy with his purchase and if there’s anything more you can do for him.
Didn’t you want to immediately tell the closest people in your life to be sure to see it? Or recall an occasion when you were delighted or even amazed by the delicious food and quality of service at a new restaurant.would appreciate the same experience as you’re enjoying using our [product or service]?” The wonderful thing about highly satisfied customers is that they often want their relatives. Think of the last time you thoroughly enjoyed a movie. and associates to share their experience. Did you recommend it to others? Beyond a doubt. friends. there’s no better source of referrals than a highly satisfied 87 .
But. and you must follow up with those referrals. It’s up to you to initiate the referral-building process. The initiative must come from you. don’t expect him to pick up the phone and start calling.customer. Within one day of receiving the referral. You must ask for the referrals. the odds of this person getting in touch with you would be remote at best. drop a quick note to your customer to thank him for his recommendation. unlike a situation with a great movie or a fabulous new restaurant. 4. Send a thank-you note to the source. and again reassure him that you’ll treat his 88 . Even if someone were to recommend you to another potential customer.
and it will pay dividends in the future in the form of repeat business and further referrals. This step is a demonstration of good manners. he’ll be open to your asking if he knows 89 . but it’s also more. the referral is someone who is meaningful to your customer. if you succeeded in selling to his friend. 5. Firstly. Report back to the source. This is an important part of cementing your relationship. Remember. After you’ve followed up with the referral. be sure to call your referring customer again to thank him for the introduction and report your results. and he’ll naturally be interested in what transpires.friend with respect.
A word of caution: regardless of the size and dollar value of your gift. A further way to express your gratitude. if you were unable to close the sale. and to reinforce your relationships with your referring customers. ensure that it’s of the finest quality. your customer might choose to contact his friend to find out why the friend didn’t chose to go ahead and to reiterate his own pleasure in using your product or service. Either way.anyone else whom you might contact. Send a small gift of appreciation to the source. for it 90 . you stand to gain. 6. Your gift should be appropriate to the size of the sale. is to send them a gift after you’ve closed a sale with a referral they’ve provided. Secondly.
will be a direct reflection on you and your taste. a company I know learned an important lesson. When the fruit basket was then 91 . She graciously thanked the company for the kind thoughts and explained that she was sure they would want to know what they were getting for their money. Several years ago. An accompanying handwritten note explained that the food was of such inferior quality that the recipient wouldn’t share it with her fellow employees. On one occasion. the gift was returned within a matter of days. Their custom was—and still is—to send fruit baskets as thank-you gifts.
and top-quality biscuits. delectable nuts. some nuts. and a few stale apples. Since making the change. they were shocked. The gift to the referring customer—and its subsequent return— turned out to be a gift to them. this company has received countless calls and cards from very satisfied customers to thank them for their generosity! 92 .examined. While the new supplier’s packaging was attractive. but the contents consisted of a variety of cheap crackers. They then searched for an alternate supplier and found a company that stringently monitored the quality of its offerings. The basket was beautifully decorated. their emphasis was on a variety of beautiful fresh fruit.
you’re on track. Be referable. to my most esteemed associates?” If the answer is yes. it’s your character. to my closest friends. In the final analysis. your commitment to excellence. rethink your resolve to 93 . and your genuine concern for your customers that will determine the number and quality of referrals that your customers pass on to you. Every day. The foundation upon which they must be laid—the glue that holds them all together—is you. “Am I the kind of person I would recommend to my family.7. look in the mirror and ask. I’ve laid out a number of tried-andproven strategies for building a pipeline of referrals. If not.
become that kind of person. You’ll be happier for it. You’ll also enjoy unparalleled success in developing a strong referral network. Leave no stone unturned in your efforts to develop a golden chain of referrals. Use every strategy possible to transform your customers into advocates for you, your business, and your services and products. It’s the wisest and most cost-effective marketing strategy you could possibly design.
Well done. You’ve completed the e-book. I believe that the main reason most people don’t succeed in business, or in life, is that they don’t complete whatever it is that they start. They get distracted or impatient. But you have followed through on your commitment to improve yourself, and I would like to take this opportunity to congratulate you for staying on the path to The Winning Way. As I mentioned before, knowledge is not power. Rather, it’s the application of that knowledge, on a consistent basis, that will deliver powerful results. You now have the knowledge of how to win in business, make money, and enjoy a balanced life.
Now go back, look at each section, and start taking daily steps of implementation and understanding. By applying these basic fundamental steps, you’ll ensure your growth and success. If you have information that you’ve found to be beneficial, please email me or visit our website www.WinningWay.com.au and I’ll be proud to include you in our global network of business leaders who are committed to both personal and business growth. This will enable you to interact with business leaders who are committed to winning in business, creating more profit, and enjoying a balanced life. If you would like to receive our monthly newsletter or become a global leader, learning and growing through a team of business people committed to growth and
Now is the time to live.com. I hope that you’ll spend it wisely. Your choices are yours alone—they are the minutes of your days that either prohibit or provide life.profit. Your future is not some far-off mystical dream. Take an honest inventory of your life. After all that we’ve said and done. log onto www. The look of your future is merely the culmination of how you most frequently spend your time.au and we’ll be proud to help you add value to your life What new choices do you need to make in how you’re using your time? No one can make new choices for you. filling up time? Now is the time to act. 97 .TheBusinessOfLife. Is it a reflection of your uniqueness or are you on autopilot. just going through the motions.
today and every day thereafter.au . We would love to hear any feedback you have on any aspect of the information contained herein—or on any other areas that you feel could usefully be included. That alone leads to freedom. Please contact us at info@WinningWay.com. 98 .