Dream With Your Eyes Wide Open!

‘It seems universally true that people who have direction in their lives go further and faster and get more done in all areas of their lives’ Anonymous


I am often asked ‘what is one of the most important ingredients to succeeding in business and achieving a balanced lifestyle?’. Many an answer comes to mind, however, one flashes brighter above all others – the need of a dream, a goal or plan.

All successful business owners are visionary. They develop a dream of what they really want. In the most basic terms it can be explained like this – think about what you ate for breakfast this morning. Before you sat down to eat your breakfast you thought about what you were going to grab from the pantry or fridge.

As humans we create everything twice – first in our head and then physically. First we imagine and then we do.

A dream, a goal or plan is the one thing that will provide you with direction. Clarity as to what you want to accomplish.

This vision will cause you to stretch yourself further and develop the necessary skills to accomplish your goals.
Many businesses fail simply due to a lack of direction, a lack of clear goals that see them building their business on shifting sand rather than a solid foundation.

Hitting a high turnover goal is actually pretty easy if that's all you want to do. It starts to get difficult when you begin interlocking that objective with other objectives, such as a certain amount of profit, a certain level of quality in products and services, positive and lasting customer relationships and so on.

For example; it is easy to turnover high volumes of money charging outrageous prices with a mediocre service, however, if this is achieved with a lack of integrity what longevity do you think your business will have in the market place?

It is therefore important to construct an interlocking structure of goals, objectives and values to direct your business activities.

Do you know what lifestyle you want to lead? Do you have a life plan to clarify this?
(Module1: Getting Started, page 66)

What does the business need to look like to achieve this lifestyle?
Do you have a business plan to clarify this?
(Module 1: Getting Started, page 111)
Working out this dream, for both your life and business, will give you clarity to your direction.

It is the birth of a new beginning…

You can now see your destiny with fresh eyes and a burning desire to succeed and achieve your dream.

This is the first step on your journey of business and self enrichment – one of self-discovery and new challenges.

‘All men dream, but not equally. Those men who dream by night in the dusty recesses of their minds wake in the morning to find it was all vanity, but those men that dream by day – these are dangerous men, for they dream with their eyes wide open to make their dreams come true.’ T.E.Lawrence

If you want more information on the modules mentioned in this article go to our website

Professional that sells or a sales professional

Which one are you?
Understanding the difference between these two could reap rewards…

I think I just saw you cringe when you read the word salesman… or was that a sigh of despair? Because the truth to the matter is you just visualised some sleeze-ball car salesman with oil slicked hair doing anything to get you to open your wallet.

Well let me shed some light on the subject that might just result in a huge ‘sigh’ of relief!

So, is this really your perception of a salesman?

You wouldn’t be alone in thinking – this, and hence it’s time to rattle your perception, the ‘root of all evil’. Let’s get this straight – you are a tradesman and it is imperative that you make sales to keep the business alive.

Without you taking on the role of sales your business will eventually die. In saying this, how can you accept this position with open arms instead of running a mile every time you think about sales?

Let’s try a new meaning on for size – a problem solver. Someone that asks the customer a bunch of questions to understand the core issue and hence provides a solution.

Yes, that’s what a professional that sells does and a primary responsibility within your business.
A professional that sells has the customer as the key priority to find a solution to their problem.
A sales professional/salesman has the business as the key priority to make a sale to benefit the business.

If you keep this in mind every time you’re training your team about sales techniques with your customers, or when you’re suggesting to the customer to spend an additional $1000 with you to solve the issue at hand (ethically that is), you too will reap rewards.

Not sweating anymore are you.

Say Hello Billy Bum Crack, Familiar?

30 minutes? What was the owner doing?

The question to ask here is this: how many people, friends and family, heard about this event from the guys that did the ‘saucing’? The name of the restaurant or café the key topic of conversation.

And in a very short period of time, like dropping a pebble into water, the original group of 5 at a family gathering has now increased to 25 within 24hours and 125 within 48hours. The result of every person telling 5 of their friends.

The main worry for people hiring a tradesman is timing. People don't want to be sitting around all day waiting for a tradesman who never turns up. If you can give the customer a window of time eg. between 9-11am this will make the customer much more comfortable. If you can call them when you are on your way this will create a great rapport before you even arrive.

I know you are all saying but sometimes you can't help but be late, something goes wrong and all of a sudden you aren't going to be able to get there until 12pm. CALL THE CUSTOMER! People understand that sometimes things happen, just ensure them that you are definitely coming and they will feel much better.

Another issue is Presentation. First impressions are important so tuck your shirt in, wear a belt. The customer may not comment on your uniform directly but it is the overall image of your company that is at stake!

Not a good sign for any business.
Hot tip: Be conscious and active about keeping your customers happy. Don’t let this gossip be about you.

Driver/Servicemen Wanted

If you’re looking for a quirky way to find a new employee, our local Kennards Hire have made use of a very efficient, practical and cheap method to communicate an available position and have successfully CUT through the clutter.

The answer: A variable message sign.

Yes, the standard variable road signs tradesmen can hire for a job and an item Kennards Hire have sitting in their inventory.

Why not take advantage of your own inventory to assist with employment.

Could be an interesting way for your business to find a new employee.

30 second SMS Equals $$

A 30 second SMS Equals $$

How a simple text could be the difference between $$ and a cancelled job/booking

(Profitable $ Marketing Techniques to Boost Conversion)

Just today I booked a surprise lunch date for our buddy’s 40th b’day at award winning restaurant Rick Stein at Bannisters, located within well known boutique hotel Bannisters perched on the cliff tops above the southern coast beach of Mollymook. Apparently a highly desirable location for an adult break away. We thought our mate and his wife could enjoy a lunch date while we minded their beautiful daughter– especially seeing they have no family near-by to call on.

Anyway, I tell you this because I was pretty impressed with their service. Let me tell you why…
Only 10 minutes after hanging up the phone I received a text on my mobile that read:

‘Dear Andrew, thank you for your reservation for 2, we look forward to seeing you on 21st of July 2010 at 1300. Kind regards, Rick Stein at Bannisters’

My first thought, seeing it was a surprise was, “I’m glad I didn’t give them my mate’s number. It would have spoilt everything!”

And my second thought was, “Wow, I’m impressed”.

Why was I impressed?

Because it was literally sent within 10 minutes of me hanging up the phone. A reminder service that doubles as a checking mechanism that I booked the right date/time. Now that’s service.
Because I was immediately excited about this lunch now that I had physical proof it was booked. I personally think this would reduce any cancellations because the customer feels connected to their up and coming outing. They’ve already taking their first bite of the sautéed crystal bay prawns with garlic butter and sipping a glass of Sauvignon Blanc. Mmmm, take me there now!
Because it made me think about my own business and how my customers would feel if I did this to them. A plumber that sends a confirmation text as soon as they’ve hung up the phone. I ‘reckon there’s something in that. Do you know of any trade business offering this service? Would it WOW them? I bet it would.

It would take 30 seconds and a few cents to guarantee the booking.

Now I’m only venting that I didn’t selfishly give my kids to my mate and take Ange there myself (just jokes of course). Maybe next time!

Andrew Smith

Profit Is not a dirty word

I am not ashamed to say that I love making a profit in my business. I am addicted to seeing the figures every week. Watching the numbers to understand how far above target we have ended up each week, each month, each year. It is almost a game to see how much profit we can achieve above our breakeven!

In reading this the first thing that may come to mind is ‘what a crook’, ‘he must be screwing his customers’, ‘what underhanded selling must they be doing to make a profit every month?’. Well I have an answer for you my friend – firstly, what sort of negative mind trash is that? And secondly, if you didn’t already know it then listen up…

Money is not made through deceitful and sneaky behaviour but in fact through customer attraction to a professional business.

Fact is, it should be only those highly ethical, customer service orientated businesses that make money. And I mean serious money.

Why is that I hear you ask?
Because it is these businesses that put their customer first. They see ‘everything’ through the eyes of their customer. There is truth in the fact that all your customers want is for you to solve their problems once and for all and make their life easier. They will part with good money for a job well done, on time and hassle free.

If your soul aim is to supply your customers with what they want, then you deserve to be profitable, to make easy money!

We go out of our way to serve our customer, to treat them like a king or queen. For the best way to earn good profit is to deliver exactly what the customer wants.
I am sure you have all heard the sayings: ‘you get what you pay for’

‘If you pay peanuts, you get monkeys’

I don’t know about you, but I certainly do not want to be remembered as a ‘cheap’ company, nor do I want to be remembered expensive, but I am okay with someone saying ‘you get what you pay for’ in relation to our business for this simply means that you pay for exceptional service, guaranteed quality workmanship, friendly staff and a hassle free job completed right first time.
If you are a dishonest person that resorts to underhanded behaviour to make a buck or two, or if you have poor morals and values then don’t kid yourself to think that karma won’t get you in the end…

In fact, when integrity is placed high on my list of traits, the last thing I would be doing is risking the reputation of my business simply to make an easy dollar!

Quite simply - Profit is NOT a dirty word!

I have never understood the ‘tall poppy syndrome’ that is so ripe on our soil…the tendency to criticise successful people. I understand wanting to keep an ego in check (Russell Crowe cops his fair share of flack thanks to his arrogance) but for those that deserve their good fortune (Cate Blanchett – need I say more…), then leave your comments at the door.

What’s the cliché – ‘If you don’t have anything nice to say, then don’t say anything at all!’

New site soon!

Hey Guys,
Andy here, just getting our website ready to go live, very exciting, stay tuned!