Ghosts,Ghouls and Business Planning...

...is the Ouija Board a valid Management Tool...?

According to Tony Robbins we each have six basic Human Needs;

1. Certainty - predictability of the future

2. Uncertainty - need for variety

3. Significance - ego and respect from others

4. Love - both giving and receiving

5. Growth - personal development

6. Contribution - making a difference

In business we tend to want clarity and high degrees of certainty - and there is a "proven" technique that can be employed to enable us to achieve higher levels of certainty...

Business owners and Entrepreneurs all over the world are using different techniques in the pursuit of certainty and predictability; including...

• Hoping...
• Worrying...
• Visualisation...
• Incantations...
• Best Guessing...
• Copying Others...
• Crossing Fingers...

Do any of these strategies work...?

Probably not..

So this Halloween, I thought I'd introduce you to the world of the Occult and technique that is both dangerous and effective...

Welcome to the Ouija Board Technique of Business Strategy...

The name Ouija comes from joining the French and German words for Yes - Oui and Ja...

On Feb 10th 1891, a US Patent was issued to a Mr James Bond that confirmed and protected the Ouija name and the basic design of the actual board itself. The product was sold extensively as a novelty board game from 1901 to the 1960's.

The principle of the "talking board" is that messages and instructions can be derived by the movement of a cup that is touched by all the participants in the game, whilst asking the "spirits" for advice and guidance...

As the cup magically moves towards individual letters or symbols a message is described which gives people insights from the other side...

It is interesting to note that a lot of Religious Groups came out in protest at the use of a Ouija Board as a method of communication with spirits. In 2001, along with several copies of the Harry Potter series of books, Ouija Boards were burned as symbols of Witchcraft.

So should you run out and bring your Ouija Board to your next meeting - brings a whole new twist to the term "Board" meeting - and sit round chanting and connecting with spirits from the "other side" in pursuit of strategic insights and certainty..?

Well, if you are used to adopting any of the techniques listed above on a regular basis, then the answer is clearly YES...

If you use Hope and Best Guessing as a Strategy then the Ouija Board technique will be a valuable addition to your management armoury...

If, however, you prefer to plan your business on solid information, proven tactics and informed evidence - then the answer is NO...

Business almost by definition is uncertain; we cannot predict the future with any real degree of certainty - in fact the further ahead we look, the less certainty we are able to predict...

As you can see on this "Certainty Curve" predictability drops dramatically as we proceed into the future; unfortunately it picks up at the very end, death is almost guaranteed...

So if the only thing we can predict with absolute certainty about our future is that it will end - we need to give ourselves a competitive advantage in the meantime that will enable us to raise our levels of certainty over and above our competitors, and achieve a better result...

The Answer to this conundrum...?

Simple - SYSTEMS...

Edwards Deming famously stated that "if you can't describe what you are doing as a system, then you don't know what you are doing..."

Understanding Cause and Effect with regards to your Marketing, Sales and Customer Service tactics your financial, fiscal and cash flow performance will give you the ability to predict with higher levels of certainty what the future holds.

Once we have the levers of power under our control, and we understand how to positively influence then such that the outcomes can be manipulated in our favour, we have higher levels of certainty and performance.

We can never be 100% certain about what the future holds, but compared to Hope and Best Guessing, Systems represent our best opportunity for consistent success...

Or you could of course simply get the Ouija out at your next Board Meeting...

Apple have a Sales Secret - and you can learn it here...

...use it and you can double your sales in 90 Days...

Back in the Old Days, we were taught how to "close the sale..". We were taught the Puppy Dog Close, the Benjamin Franklin Close and even the Rebound Close...

Elegant ways of getting to "sign on the line that is dotted..."

Now while a gentle nudge in the right direction is a great tool to use with your prospects from time to time; the days of the high pressure close are Officially Over...

In fact they are so over that you'll lose more sales than you gain by being the best "closer" in the company. Now while we all know that "coffee is for closers...", there is a better and more effective way to qualify for your caffeine fix...

I call it the V&A or Victoria and Albert Closing Technique...

V stands for Value and A stands for Attractive..

When your product or service passes the V&A test - you can stop closing deals and start to attract the clients you want who will track you down and ask for your help..

In fact - there is a formula for Sales Success...

Where the amount of Effort required to Close a Sale is inversely proportional to the amount of Value and Attractiveness perceived by your prospect and soon to be client...

The higher your V&A score the less you'll have to close - in fact when you get this right, you'll have to ration what you do not sell it...

In other words, if you find yourself getting these objections in your Sales Process..

1. I want to think about it..

2. I can't afford it...

3. I don't have the time...

4. Its too expensive...

5. I want to check with my boss /wife/ husband...

Then your levels of V&A are simply not up to scratch...

You'll need to be both Valuable and Attractive, just being great at one of them is not enough. 

Valuable...

This scores highest where the is a clear benefit to your prospect when they decide to utilise your product or service. You have to be so far ahead of your competition in this area that you become the only provider that makes sense...

This doesn't mean that you should be the cheapest, far from it, you should be charging more than your competitors - providing the Value that is perceived is way ahead of any price you may charge, you will win the deal...

Attractive...

Are you good to do business with...?

Will you keep the promises that you make, are you able to actually deliver the Value promised to the client not just in the short term, but in the medium and long term too.

Will your invoices be accurate, will your team look after the client and keep your promises even when you are not around...?

Being an Attractive proposition in business simply means that you are trustworthy and will be beneficial to both you and you client in the long term.

So the next stage is to take a long hard look at your business and score yourself honestly in terms of your levels of Value and Attractiveness; here are some questions to help you on the way...

1. Is my service truly unique...?

2. Are my clients better off with me than without me - by how much...?

3. Are we at least twice as good as the viable alternatives available..?

4. Do we keep our promises every time...?

5. Do we do more closing than "V&A" ing...?

6. If there was one thing we could do to make us indispensable - what would it be..? 

These may seem like tough questions, but the benefits to your business when you can find the answers are compelling - look at Apple and Zappos to see what can happen when these are both maximised...

Very few people going to the Apple Store have to get "closed", most buy the product they love with the certainty that the service and support will be excellent..

Apple achieve great scores on both the V and the A - and therefore the amount of Closing required is brought to a minimum..

This is why people queue for the latest I Phone - they have to ration them not attempt to hard sell them...

Get this right and so can you - then you can double your sales in 90 Days...

Why should you contact me...?

Simple - you and your team will be better off with me as your Coach than you are without me.

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next.

I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

Success and Achievement - how to get more of both...

...ever heard the phrase - "Life is a drag...?"

There is a reason for it - people actually experience drag in their personal and professional lives, its what holds them back and slows them down...

Let's get the techy bit out the way first...

Cars have something called a Coefficient of Drag or Cd - it defines how well a car interacts with the air around it as it is being driven along.

The higher the value the more disturbance is generated and the more effort or energy will be required to push the car along - the higher the speed, the more profound the effect of drag...

For example...

One of the most aerodynamic - vehicles ever built is the PAC Car II that holds the Guinness World record for fuel efficiency achieving 5385 km on the equivalent of just 1 litre of fuel...

It's Cd is just  0.075...

The VW XL1 is a 2013 concept car that has a Cd of just 0.189

An original VW Camper has a Cd of 0.51

The Caterham 7 sports car has a Cd of around 0.70 picture credit Steve Marsh - Lotus 7 Club GB

For comparison - a house brick has a of around 2.1

The higher the drag the more unstable the object will be at high speed, and the more energy will be required to get it there...

Strange how the VW is better than the Caterham - looks can be deceiving...

Reducing drag on a car involves the  shape, surface texture and the ability to lower the amount of turbulence that is created as it moves through the air. Wing mirrors, roof racks, exposed wheels etc. all play their part..

Basically the more bits that are attached to a car that create turbulence, the higher the drag and the slower and more unstable the car will become...

Same with people...

First, it doesn't matter what shape you are - we are not talking about your actual drag through the air - it's what holds you back in life and drains all the energy from you that we are interested in here...

Successful people have plenty of energy - they tend to be on the go, planning, creating and achieving all the time...

People who are achieving less may have the same level of energy, but they experience so much drag that they cannot go very fast and when they do they become inherently unstable...

Some people behave as a VW XL1 and others behave like a house brick...

What is the difference, and how can the drag be reduced...?

On a car the designers change the shape and curvature of the vehicle, they remove anything that protrudes and causes turbulence.

With people it is similar - we have to remove the things that cause us turbulence in our lives and streamline ourselves so that we are more efficient, effective and successful...

Turbulence Generators - remove for awesome performance...

1. Drama - from family friends and colleagues...

2. Procrastination - this is like putting a parachute on the back of a racing car...

3. Excuses - creates turbulence and slows you down...

4. Limiting Beliefs - will steer you round golden opportunities...

5. Ego - gets in the way of learning and achievement...

6. Chaos - build your Vision, and only work "on your purpose"...

It's really simple to go from behaving like a brick to behaving like a streamlined and super efficient achiever - the only question is, will you do it...

Removing these appendages can be painful, in fact you may have become dependent upon them and need anaesthetic - otherwise known as Red Wine - to be administered first. 

In sensible quantities of course...

Have fun removing your Turbulence Generators - and go careful with the anaesthetic... 

Why you should be nice to those who serve you...

...never upset the barman, waiter or chef...

We have offices in the best office centre in Luxembourg, at Buros, Strassen - owned and managed by the one and only Janice Allgrove...


Click on the LINK to find out more...

Last week, Janice had organised an Art Event, where local artists display their pictures, sculptures and creations so that invited guests can both view and purchase items they like...

At these events there is a FREE Bar with Wine and Champagne available to everyone, but unfortunately the Barman didn't show up..

So - I was asked if I'd "manage the bar.."

Bit like putting the Fox in charge of the Chickens...

As the evening went on I served dozens of people their drinks and learned a few lessons about the character of people in the process..

Negative Lesson from behind the Bar...

1. The Know it all - some people insisted on looking at the labels on the bottles, smelling the cork and tasting before I was allowed to fill their glass.

Bad Move - I know that most people can't tell the difference between a white and a red let alone a Pinot Noir and a Merlot. The cork that was passed to them was not from the bottle they were being served from and yet they insisted it smelled good and passed the test.

2. The Dismissive - walking up to the bar and not saying a word but simply pointing at the bottle from which a drink is expected is not a good move either.

It's really easy to pretend you haven't seen them, and completely ignore them until they have the courtesy to engage properly and politely. One chap kept pointing and waving, but didn't get a drink all night as far as I can tell. And no he wasn't deaf or mute...

3. The Arrogant - "red wine" is not how you should ask for a drink. "Could I have a Red Wine PLEASE..." is the right term..

I answered this lady with the simple "yes it is - well done..." to the lady who simply barked "red wine.." at me and then checked her I phone while holding her hand out..

4. The Ungrateful - checking the label and then asking if we have any Luxembourgish Cremant instead of French Champagne is silly..

When asked this question - you can guess the reply - but I pointed out that this was a FREE bar and that if he wanted a specific vintage or brand perhaps he should get is wallet out...

Positive Lessons from behind the Bar...

1. The Polite - smiling and saying please and thank you goes a looooonnnnnnggg way..

One lady asked if I had any still water at room temperature, not chilled. I had a bottle that had not been put in the fridge and so was able to help. My mom doesn't like chilled drinks so I know how she feels; she was happy and said thank you..

I told her that I would keep this bottle just for her when she wanted a refill, when she came back to the bar next time - no words were needed, I just filled her glass with her water and all was good.

2. The Friendly - entering into a brief conversation with those that serve you, even though you don't have too will help too...

One chap was there with his wife and young child, looks like he had been nominated to drive and his wife was "allowed" a couple of glasses of wine - they were friendly engaging and chatty...

When I saw that her glass was empty, I walked from the bar and topped her champagne up without expecting her to come to the bar with all the bags and stuff that going out with a young child requires - she told me I was the best Barman in the World..  

3. The Helpful - seeing that I was running out of glasses, a couple of people actually offered to help, which was really appreciated...

Help is always reciprocated - guess who got served quicker with bigger glasses when they came back for a top up...

4. The Trusting - a couple of people simply asked what I recommended, they trusted my judgement and left it to me...

This is a great move, they only got the best - no sediment from the Red wine and the biggest of the glasses available, I was also able to chat freely to them and say why I'd chosen the selection for them.

Conclusion...

It was a treat and lesson to be working behind a Bar again - it reminded me of how people can treat those that they believe are "beneath" them, it also taught me that the majority of people are polite, pleasant and fun to be around...

The key lesson is that those who were, Know it all's, Dismissive, Arrogant or Ungrateful didn't have a great experience - the experience reflected their attitude...

Those who were Polite, Friendly, Helpful and Trusting had a great experience - their experiences matched their attitude too..

In life and in business we get back what we put out; life, relationships and results are a direct reflection of us - if we want better we simply need to be better and behave in a way that attracts positive outcomes...

Be happy, be successful and both play and be NICE...

Why should you contact me...?

Simple - you and your team will be better off with me as your Coach than you are without me.

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next.

I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

The 8 Toxic Situations that Successful People avoid...

...and how you can avoid them too...

Success leaves a pattern and so does mediocrity. I am extremely fortunate that I count among my clients successful Entrepreneurs, Executives and even World Champions, so I can spot the common traits that they display...

This doesn't mean that they are somehow miraculously born with the ability to be among the Top 1% of performers globally, far from it; some of them started with me when they were about to quit and go and get a J.O.B - Just Over Broke...

Usually there is a pattern to success and achievement. There are always those who inherit, win big or "get lucky" and almost in spite of themselves find themselves in the right place at the right time - Mark Zuckerberg take note...

For most, however, there are a set of principles that if applied consistently will improve the chances and increase the opportunity  for success, these principles are well documented and can be found in publications and websites - you can of course get my Book - Life Rules OK and find out for yourself...

However...

With all the best techniques and principles, there are 8 Toxic Situations that people seem to forget to remove from their lives - 8 Toxic Situations that will poison any opportunity and potential for achievement no matter how many times you walk the hot coals in cold car parks chanting "cool moss"... 

These 8 Toxins appear less in the mind and world of the high achiever; 

1. People - negative people in your network will destroy the possibility of you being successful; the challenge is they may be your family and closest friends. 

2. Belief - the inner voice in your head that talks you out of taking risks, making changes or getting out of your comfort zone.

3. Knowledge - thinking that you know enough and don't need to keep learning new skills principles and techniques.

4. Help - having the ego and arrogance to not reach out for help and advice when you need it; hiring a Coach for example.

5. Focus - on the money and not on the value that you offer and the benefits that people derive as a consequence of working with you; the money will show up.

6. Conformity - believing that you have to conform to the rules of others and also some rules you make up for yourself. 

7. Karma - forgetting that what you put out there comes back to you and that life and business is a mirror of you; better you = better results.

8. Excuses - if your list of excuses is longer than your list of achievements, then you will get nowhere real quick. 

So to get a better result, before you read Napoleon Hill or try and figure out what The Secret is all about - simply remove these life threatening toxins from your life, and see what happens... 

See if you Qualify for one of My Coaching Programs...

If you'd like to find out more about how working with a Business Coach will be the best investment you ever make - drop me a note to davidholland@resultsrulesok.com

You can even come along to one of our events, meet the team and some of our Clients and find out for yourself just how effective Business Coaching will be for you...

Click on the LINKS to find out more...

Birmingham - Friday 17th October 2014 SOLD OUT

Luxembourg - Friday 7th November 2014 THREE PLACES LEFT

If you don't think you could transform your business and your results by working with one of the Top Coaches in the Business, or simply can't be bothered to attend a One Day Workshop to find out more - then clearly you don't need contact me; in fact nothing you do will work so probably best if you give up now...

In that case, here's another website you may find helpful - www.samaritans.org

Don't let your Boss read this...

...it's the secret she doesn't want you to know...

At a recent Dinner, Lynn and I were sat marooned in a sea of corporate navy blue suits, patterned ties and lace up shoes...

Out of 120 people there were only 8 women too - initially I thought we had wandered into the a Gay Pride event, which in my experience would have made for a great party...

Alas, it was not; we were surrounded on all sides by Bankers, Brokers, Treasurers, Lawyers and Accountants..

In her startlingly bright white patterned low cut dress dress with stilettos, Lynn clearly looked out of place and with me in chinos and cowboy boots, I wasn't far behind...

At the table we found the people to be extremely friendly, charming and great company - and as always happens, someone eventually asked us...

"So what do guys do...?"

Lynn responded...

"Well you know how lots of Executives work hard to get up the corporate ladder and then look round when they get to 45 and wonder if this is all there is to life...?"

Everyone nodded in agreement...

"We fix that..."

Stunned silence - no one knew what we did but they sure as hell knew they wanted what we had to offer...

As the evening progressed, a few individuals approached Lynn and I looking for more information, what we told them is the unfortunate truth for so many employed people..

We explained that there are few Unwritten Rules of Work that you should bear in mind...

1. Your Career is only as secure as the thread by which it is attached to the Market...

2. 40 Year Careers do not exist - you will be fired at some point...

3. The higher your salary, the more vulnerable you are...

4. Your job is just your apprenticeship for running your own business...

5. All your knowledge is just Market Research for the future...

6. It's called compensation for a reason...

7. The older you get the more chance that you'll be outsourced...

8. If you don't love your job now; wait for 5 years and see how bad it gets...

9. You only tolerate your job because your Mortgage is bigger than your Pride...

10. They know you'll stay because the FEAR of change paralyses you...

Now, some people make great employees, they value the predictability and relative security that employment offers, however, others don't...

These people are the ones that need to go it alone, be the independent free spirited consultant, contractor and entrepreneur...

Your Career is just part of your journey, it is a trade between you and your employers; your job is to add value while you are working there, do a great job and help them build their business...

It is also your job to learn everything that you can, go on every course, attend conference and listen to those around you; watch how the top players perform, ask them for guidance, and get a Coach to guide you...

Then you can make a choice about your future...

Your job is the best Training Program in the world; just don't tell your Boss...