1. Working through your ACTION Coaching Program …

2. Six Steps to Massive Results …
Diversification
Results
Multiplication or Acquisition
Freedom
Synergy
Well Oiled Machine
Happiness
Team
Structure for Growth
Time
MASTERY: Get the business out of chaos and get things under control (Survival on Masslow’s Hierarchy of Needs)
NICHE: Goal – Predictable Cash Flow - Do you, as a business owner know how to grow your business on demand with a high degree of control. USP/Guarantee Workbook
LEVERAGE: Goal – Efficiency – Business owner is stretched (existing resources utilized at 110%) – Invest in systems
TEAM: Goal – Structuring for Growth – x-ray the business. Who is doing what? Maybe multiple people doing the same job. Back-up is OK. But, replication and duplication is not. Delegate from the bottom up. (1) Books / accounting / payroll (management) (2) Production (Technical) (3) Entrepreneurial. 4 Hour hiring process.
SYNERGY: People & Education, Vision, Mission, rules of the game/values, build in career planning, build in contingency planning
ENTREPRENUER: Building personal wealth by investment
Mastery is the business owner’s vision
Synergy is the business’ vision
Mastery: Saving time and money
Leverage: Exploit time and money
Leverage
Systematize for Efficiency
Cash
Niche
Predictable Cash Flow
Stability
Mastery
From Chaos to Control

3. Brad Sugars’ def’n of a Business ...
A Commercial, Profitable, Enterprise -
that Works -
with-out ME ...
So, brings up 2 goals … to get more profitability and to work less hours. Design a business that works with-out you.
Explain On V’s IN theory.
Explain Systems and how they should run a company and you should just monitor the company.

4. The Cycle of Business ... YOU Team Business Customers
In most companies the owner tries to run all 3 and thus can’t get it all done. We are going to change that here today …
Use examples for each level supporting the next.
Owner supports the team by giving direction, giving leadership, paying bills, staying profitable, paying wages, giving encouragement, building systems etc etc.
Team supports the customer with great sales skills, great service, great quality and great consistency.
Customers support the business by coming back more often, spending more on each visit and telling their friends about you.
And in the turn the business supports the owner through profits and over time less hours worked.
3 Mins
Customers

5. 6. 100% Involvement/Inclusion
Keys to A Winning Team ...
1. Strong Leadership
2. Common Goal
3. Rules of the Game
4. Action Plan
To get there we will have to make a few changes though … Like becoming a super strong team …
Strong Leadership … get them to list 7 traits of a strong leader and then go around the room.
Common Goal … Over the next 2 weeks the owners will be working on getting that goal down on paper …
Rules of the Game … Culture Statement … give Action’s as an example and say that over the next few weeks owners will have that on paper too.
Action Plan … we will do this at the end of today …
Support Risk Taking … has to become a part of the culture … Only they can do this … get agreement …
100% … up to them … but the WHOLE team has to win, or no-one can win … get agreement …
Total 12 Mins
5. Support Risk Taking
6. 100% Involvement/Inclusion

6. Not Urgent & Not Important
Time Target ...
Not Urgent & Not Important
Urgent & Not Important
Urgent & Important
Not Urgent
but Important
ZONE
Demand
Delusion
Distraction

7. Ownership Accountable Responsible Blame Excuses Denial VICTOR Victim
Above and below the line.
EXERCISE
Blame, do pointing exercise.
Excuses, how many have kids that are experts at this … where did they learn it from ?
Denial … book titled, Denial is not a river in Egypt … Polite way of saying you’re lying to yourself.
Above, point out OWN SHIP
Accountable for Results
Responsible for Actions
IMPORTANT … Get agreement that everyone is willing to play above the line for today …
Total 5 Mins
FAILURE
Victim
Excuses
Denial

8. The ONLY Failure ... PARTICIPATE ...
Is the Failure to
PARTICIPATE ...
Start with just FAILURE on screen … Ask how many made mistakes … raise hand …
Now, how many are experts at it, raise both hands and one leg.
Learnt to walk by falling down … notice your kids are not crawlers etc
Get agreement that everyone is willing to play 100% today at least.
Total 4 Mins
Fish - consultant
Give 100% and you’ll get 100% ...

9. To Make Sure You Get the Most Out of Your Learning…
I KNOW
Anyone with teenage kids … experts at this … Yeah I Know Mum …
When older do it a little more politely … cross arms and say it to yourself …
KILLS Learning …
Get agreement everyone will treat today as a totally new experience …
Introduce ISN’T THAT INTERESTING … ?
Total 2 Mins
FUN

10. Most Importantly … Open & Honest Communication
Good, Bad and Ugly, you cannot fix what you do not know about … list some things that they may have difficulty telling you about but that you need to know about.

11. To Make Sure You Get the Most Out of Your Learning…
... You Must Be Willing to Have Some ...
FUN
Get it called out with a SMILE …
1 Min
BFO

12. Focus on the Dissatisfaction and the Vision…not the resistance!
You may need to change…
How to make massive change!
(D x V) + F > R
Focus on the Dissatisfaction and the Vision…not the resistance!

13. Brad Sugars’ Formula for Life Success ...BE DO
HAVE
Working backwards, everyone can set goals for what they want to HAVE in life … we all know that to HAVE new things we have to DO new things, but what most don’t realise is that we have to change our Identity, to BE a new person in order to do new things. Thus the formula is BE, DO and HAVE … 2 Mins

14. Brad Sugars’ Formula for Life Success ...BE DO
HAVE
ARE
However, even though I have stressed the importance of Being the new person or the new Identity, most will be too lazy … so remember, you can only DO what you ARE … and you are what you THINK … so remember to CHOOSE your thoughts and words well. Discuss languaging and it’s importance e.g.. NOT BAD, DON’T FORGET … At the end of the day I will teach you how to keep your thoughts working for you and not against you. Remember your mind is like a garden bed, if you plant negative thoughts (weeds) then you will grow a negative reality … if you plant positive thoughts they will grow into a positive outcome. What you think about most are the seeds that will grow. That’s why worry is a killer.
2 Mins
THINK

15. Success Push Through Frustration Quit Positive Start Failure
Fear can turn into frustration when you only TRY … You have to DO and keep testing and measuring to see real results.
Explain that at a certain point in the program (normally around month 3 to 4), they may become frustrated because they are having to do things in the business, that they have not done before. Some of these things may not feel like they are working, and some may require a lot of effort. But it’s doing these things that set the business up long term.
Use the example of going to the gym to get fit. Many people start off positive, and move towards success. But around month 3 it starts to become hard work. Muscles start to feel tired and fatigued, and as a result you struggle to run as far, or lift as much as you could when you first started the program.
At this point people feel frustrated, and most will quit and move towards failure. But a few people push through and after 8 to 9 months, start to experience some dramatic improvements. The can run faster and further, lift more and recover more quickly. These people have experienced success. The same thing happens with the coaching program. Those who push through the frustration become VERY successful business owners, who work less, make more and have happier, more productive teams.
Get their commitment that they will push through this, and stay on the program until they get the results they are after.
Quit
Positive
Start
Failure

16. From time to time you may experience …
alse
xpectations
ppearing
eal
FEAR
Without changing your identity or the identity of this company you will be prone to going into a state of FEAR … which means …
Explain that fear is just a though of WHAT IF I CAN’T etc … Have you handled everything in your life to date … YES … Great then we can assume you’ll handle everything else that comes your way … so your new saying should be … I CAN HANDLE IT …
2 Mins

17. Mo Jiwani’s Formula for Life Success ...
Always ask ...
What do I FEAR most ... ?
Moving forward is about doing what you fear the most. Sometimes during the program they will have to do things that they fear, but you will always be there by their side.
Then DO it ...

18. Emotion Pressure YOU POP Perturbation
Probably the most powerful growth lesson of the day … to grow strong we need pressure … Ilya Prigegine won the Nobel Science prize for his work on the subject he called Perturbation. YOU WILL NEED A BLOWN UP BALLOON FOR THIS LESSON.
Use the boiling water example. When pressure is applied (heat) we keep on going until we feel ourselves pushed to the limit (simmering). At this point you are perturbed and you have one of two choices stay under pressure (on the stove), or get out and relax again (off the stove). Most run from any pressure and therefore never grow. If you stay in the pressure which is good you will perturb more and more until in a split second you break through (boil). When you do POP through you will release energy E-MOTION, energy in motion (steam) and it could be tears, laughter, anger etc etc.
Use balloon to show what happens with negative or downward pressure, that the whole team blows out and it’s not good, then show positive or goal stretching pressure and pull from the top, eventually let go of the bottom and remind them of the standards increasing flipchart and how the growth just happened.
Get agreement that it’s OK for you as the coach to apply more pressure to the owner who in turn will do the same to the team …
Total 5 Mins
Perturbation

19. A BREAK THROUGH Follows a ...
B r e a k – D o w n
B r e a k – A p a r t
B r e a k – W i t h
Thus what perturbation teaches us is that for us to get a breakthrough in this business it will have to follow a CHANGE … 1 Min
B r e a k – U p

20. Start Success Failure Frustration Positive Quit Push Through
Which Will
You Choose?
Fear can turn into frustration when you only TRY … You have to DO and keep testing and measuring to see real results.
Explain that at a certain point in the program (normally around month 3 to 4), they may become frustrated because they are having to do things in the business, that they have not done before. Some of these things may not feel like they are working, and some may require a lot of effort. But it’s doing these things that set the business up long term.
Use the example of going to the gym to get fit. Many people start off positive, and move towards success. But around month 3 it starts to become hard work. Muscles start to feel tired and fatigued, and as a result you struggle to run as far, or lift as much as you could when you first started the program.
At this point people feel frustrated, and most will quit and move towards failure. But a few people push through and after 8 to 9 months, start to experience some dramatic improvements. The can run faster and further, lift more and recover more quickly. These people have experienced success. The same thing happens with the coaching program. Those who push through the frustration become VERY successful business owners, who work less, make more and have happier, more productive teams.
Get their commitment that they will push through this, and stay on the program until they get the results they are after.

21. Quality of Results Quality of Decisions
Quality of LIFE
Quality of Results
Quality of Actions
Quality of Decisions
Quality of Questions
Quality of Beliefs/Dreams
Explain that you are their mentor and your job is to educate and also to ask the right questions … In the start you will ask them the questions though.
Total 3 Mins
Quality of Knowledge/Education
Quality of Mentor/Teacher

22. I Will also NOT Be … OTHING NICE NSIDE ME ARES NOUGH
Have to be truthful if we are to grow …
I am not here to be NICE …
Get agreement people will tell the truth even if it’s UGLY …
1 Min
NOUGH

23. Problems on Planet Earth ...
Running away from problems just let’s them get bigger, especially at work … Must confront the problems and make them opportunities … 2 Mins

24. When You Run From Your Problems, They Just Get Bigger
When You Run From Your Problems, They Just Get Bigger ... When You Travel Your Roadway of Life ...
Mack
Trucks
TAPS
Taps on the shoulder.
4 by 2 over the back of the head and Proverbial Mack Truck.
Give health, business and relationship examples.
2 Mins
4”x2”

25. What you can expect from the Program ...
BFO’s ...
Blinding Flashes of the Obvious …
Explain how a link is created in the brain … Homer Simpson DOH …
Opposite is a Skatoma … Blind Spot … can’t find the salt, domestic blindness.
1 Min

26. What to expect from the program …
B U S Y N E S S
Get it called out with a SMILE …
1 Min
BFO
You’ll get BUSY! Your time will become very precious and you’ll need to get organised..

27. Set up Your Reticular Activating System ...W S E
It’s the COMPASS for your brain ...
Goals
What they just did by setting a goal was set their RAS tracking …
Talk about someone who just bought a new car and now they see them everywhere.
Things show up to help those who are truly committed
1 Min

28. Business Coaching Sydney ActionCOACH Client Planning Process
Initial Activity Timeline
You, your family and your life
Ongoing & Review Timeline
Action and activity
Your coach will ensure you keep moving with your coaching and accountability sessions.
Your Business/es
Rear View Mirror
Looks back at last 12 months to make sure we start at the right place
BRAQ
Business Review and Audit Questionnaire
An in-depth look at every part of your business following 6 Steps process.
Week 1
Dream Builder
Reviews everything that you want or dream and provides a platform of achievement
1st
13 weeks plan
Gets you going on a base plan if you don’t already have one of your own.
Weeks 1 -5
Every months
Alignment Interview
Captures the Dream Builder ideals and creates a 1,3 & 5 year Goals plan.
Week 6
6 Steps Checklist
A checklist of all the items to be achieved from the BRAQ
Everest Chart
Your 1,3 & 5 years goals chart
Week 7
90 Day Plans Workbook and Chart
Using the Everest Chart, 6 Steps Checklist and your previous 90 day plan you will review your goals achievement and set new goals every 90 days
Week 13
Every months / 90 Days

29. How the Mentor Program Works …
You will be Coached as per your agreed program…
You won’t be coached every week of the year.
Coaching happens even when we are not face to face or talking directly.
We’ll work to suit the needs of holidays and other critical times we agree.
Where we miss a week/s we’ll make sure you are on track and catch up where we need.
You will need to invest an additional 2 to 3 hours per week working ‘ON’ your business
I will spend additional time each week behind the scenes, critiquing your work, brainstorming with my fellow coaches and learning new ways to keep you moving forward …
Explain each section.

30. How the Mentor Program Works …
Just like you we have a business…
We will coach you to continually improve yourself, and your business. As you change, so does your “value” and your worth.
As you change your prices to reflect your value, so do we. We’ll give you plenty of notice for this so it can be calculated in your cashflow. It won’t change for at least the first 6 months
As you grow so will your coaching…
The program you start on is representative of where you are at NOW!
As your business grows so will you need to grow.
As you get going and your focus changes, so will our focus and the program we use to get you achieving your goals.
Explain each section.

31. You will get … An ACTION Plan for you and for the business …
New Ideas, Tactics and Strategies for Sales, Profits and Cashflow…
Critiques of your work …
An outsiders perspective and someone to hold you Accountable …
Honest feedback and communication …
An International team of Coaches …
Praise if you do well and consequences if you do not …
Explain each section.

32. As your Coach, I will require you to …
Be on time for all appointments …
Complete all work by agreed deadlines …
Communicate IMMEDIATELY if any of these commitments cannot be met …
Make quick decisions and Test and Measure …
Celebrate your WINS and give Praise to your team …
When we get results for you, to give me referrals of people who may also require my services …
Stick with the program for a minimum of 12 months so we can see long term results …
Explain and get agreement on each and every point. Otherwise you’ll make them run laps.

33. What You and I will cover during the Mentor Program …
Planning …
This is critical to achieve success and it’s something we do EVERY 90 days…
Business Mastery
There are some key areas to cover here. This will be the main focus for the first 3-6 months and includes..
Financials … Ratio’s, Key Performance Indicators, Cashflows and Margins …
Time…making sure you have mastery of your time
Team…we’ll need to understand where they are at and get them on board
Sales … Both Conversion and Ave. $$ Sale …
Marketing … Both Lead Generation and Repeat Business …
Team … Both Management and Leadership at the higher levels…
Systems … Design, Documentation and Self Monitoring …
You … Your Goals, your Skills, your Beliefs and your Identity …
Explain each section.

34. I will NOT be …
Someone who’ll let you get away with not doing things …
A Guru, Superstar or Miracle Worker …
An employee you can sack …
Someone you can hide things from …
A Business Consultant …
A Robot, I am also human and may make mistakes
Just explain each section.

35. What to expect from the program …
In 3 months you will want to stop because you aren’t getting what you want…
That’s because you won’t really have got going yet!
In 6-8 months you will think you can do it all yourself…
That’s because when you start getting results it will appear as though you know it all!
In 12 months you will want to stop because you’ve done it all!
Life continues…it’s our objective to assist you to get wherever you need…as long as you stick with it!
Explain and get agreement on each and every point. Otherwise you’ll make them run laps.

36. And now the FIRST STEPS…
Review your Client Folder and coaching feedback sheets.
Your coaching focus sheet is our communication.
I need this 24 hours before our session so I am prepared to coach you in your session.
It also reports your KPIs that we will track
Any questions?

37. Now it’s time to … Get Into ACTION ...
Get commitments to time frame and move on.