Archives January 2014

Lazy People Suck! Hardworking Business People Rock!

The photo I uploaded to Facebook that really hit a nerve.  Awesome Australian's Hate Lazy People.  And so do I!

The photo I uploaded to Facebook that really hit a nerve. Awesome Australian’s Hate Lazy People. And so do I!

What a positive heading? I bet my critics are reading this article going “Oh yes, we got Edward again and he is a negative sod”.  Well it’s true! When it comes to Awesome Positive People I am nothing but positive and encouraging and when it comes to negative people – I am nothing but negative and “No Way”.

I was meeting an awesome friend / client of mine the other day in Parramatta (Sydney) and I saw this great headline newspaper photo that I uploaded straight to Facebook.  It became incredibly popular, it was shared and because quite a focal discussion point.

Including myself – people were fed up and sick with people taking advantage of the welfare system in Australia.  To emphasize our point here, almost everyone I know is pro-welfare (I give plenty to charity and donate my time!).  North American politics is quite more polarized on this issue but in Australia both sides of politics are pro-welfare.  If anything, it’s one of the areas almost everyone in our British Based Parliament believe in which is a testament to the Australian culture and way of life.

As this post continued, it was shared multiple times and you could see the frustration and borderline hatred come out against people who are lazy and just ripping off the system.  I think it’s a great thing this frustration came out as “Hard Work” and “Fair Pay” are really Australian Values and people just taking advantage of the system.  Yes, we love helping Single Mothers, Injured and Long-Term Poverty Stricken – true people who need a hand, but we are all drawing the line at people that just enjoy living off others.

Bringing this conversation more to a Small Business and Entrepreneur respect we see this all the time.  Fortunately most people are totally awesome and work hard and as business owners I would argue the opposite – most aren’t paid fairly for the work they do.

Then you get some people out there that are really out for a laugh at our expense.  These are the type of people that say charge really unreasonable prices, use people for free and play people off against each other just trying to screw honest hard-working people out of the money that they deserve.  I have seen this myself first hand – business people who expect a free meal, expect everything for nothing, want to charge top rates – but pay / do nothing in return.  Fortunately I don’t deal with many of these scum-bags, but I have had a few lately to contend with for sure.

This is actually quite against Australian Values and the evidence that I wish to provide is that they go against our awesome “Hard Working” / “Fair Dinkum” Australia virtues.  Regardless of the motives being fear that is manifesting as laziness, greed or even just being “vague” on what they are doing – people are assessed on their actions ultimately.

I do not like getting up at 5AM in the morning and if I have a cold and I have to be all bright eyed and bushy tailed for a Networking Event – I will make myself do it! Why? Because I want to make sure I am in the zone to help others, create a compelling experience and also continue building my business.

My awesome friend Martha Arifin is one sharp operator and I have been very lucky to not only work with her, but see her business grow from start-up to established over the past few years. She is insane like me, works very long hours, delivers value for her clients and is truly a woman of her word loaded with integrity (check out her awesome business site right here).

In our Networking Environment she is not only well liked, but popular and is often one of the top choices when people are considering who should do their website or give them a hand with Facebook Marketing etc.  Ironically she is Indonesian Chinese and is one of the truest / bluest “Aussies” I know who I have complete respect and admiration for.

Talking pure Marketing, Business and Making Money – being lazy is one of the worst “Marketing Strategies” ever.  Sure, you may be able to lie to people for a month or two – but these people often don’t last years long, being revealed and generating a really bad word of mouth (meaning they don’t get many if at all any ongoing referrals).

The opposite is so true too! And going back to Awesome Martha as the poster girl of this post, people know she works hard, charges fair prices and they are going to get a great deal from her.

My advice and learning’s from all this? If you are a “Bit Lazy” then may I invite you to change that behaviour.  Figure out why you are a “Bit Lazy” get motivated and get focused.  This may be tweaking your business to make it more interesting, outsourcing what you don’t like and really focusing on your goals and what you want in life.  It could be a great reason to get yourself a Motivational Coach of some form or whatever floats your boat.

If you are hard-working already – please keep that up and make sure you communicate to your clients how hardworking you are! If you are say charging $3,000 for something and it takes you 20 hours of time to earn that – then tell people exactly what it takes so they know they are getting a great deal.  It’s a great way of doing great work, being rewarded and getting awesome word-of-mouth and referrals.  As you get better, your reputation goes up, sure you can charge more but you still deserve the fine premiums you are earning.

Martha lives and breathes it which I am very proud to not only work with her and call her an awesome friend!

And speaking of Awesome Friends, check out my Awesome Marketing Vault – full of Top Sales & Marketing Strategies (do you love how I always get that in?).

Thank you for the awesome read, have a fantastic day / night and appreciation from Edward Zia – Marketing Mentor who loves hard-working awesome people!

Awesome Entrepreneur Interviews: The quiet achiever Sean Pieres and his PERSONAL SECRETS!

Sean Pieres is one amazing self-made entrepreneur with such a personal and emotive reason for being in business.  From zero to HERO this guy rocks and you can learn his story right now and get awesomely inspired!!

Sean Pieres is one amazing self-made entrepreneur with such a personal and emotive reason for being in business. From zero to HERO this guy rocks and you can learn his story right now and get awesomely inspired!!

As a seasoned Marketing Mentor, Entrepreneur and Networking Group Leader I have worked and seen almost everyone from every walk of life.  I have had the unique pleasure of meeting so many awesome SELF-MADE successful people which I think is just amazing.  Sure you get a few villains – but they are few and far between and most people just totally rock and I enjoy spending time with them.

One big great trend I have noticed is that often at a Networking Event – quite often the wealthiest and most successful people in the room are the quiet achievers.  They are the honest, ethical, soft-spoken BUT make no mistake, sharp as and know how to make money in a sustainable win / win fashion.  Very early on in my business I was lucky to get my first client ever and that was Matt Craig and Sean Pieres from MindArc Digital Agency.  To this day I still work with them years on and they are the online creators of my Awesome Marketing Vault and the brilliant website you are probably reading this article on.

We have become close personal friends over the years and I have watched in particular Sean grow from this quiet introverted start-up to a quiet introverted SUCCESSFUL AWESOME ENTREPRENEUR who is a leader in his industry and a practical rock-star.

I always knew he was brilliant so I had to interview him to dig a little deeper and get his own story of success.  It’s all available on YouTube right below with the transcript included.  Totally raw, unprepared, real with no editing I got his story from childhood today in how in one of the most competitive industries (Web Sites) he now has 6 x Full Time Staff and does amazing work.

Out of his story I learnt some amazing things too – so I hope you enjoy it!

The transcript is as follows for your reading enjoyment!

Edward Zia: Hello there and welcome to the Awesome Entrepreneurs series. This is Edward Zia, marketing mentor, business journalist and Persian, right here with the amazing Sean Pieres from MindArc. Say hello to the audience, Sean.

Sean Pieres: How are you going? How is everyone out there?

Edward Zia: Yeah, it’s great. Be it you’re listening to this on my blog or you found it on YouTube or you’re reading the transcript of this is that I’m very lucky to be sitting here with Sean Pieres. Sean Pieres, as you can see from this photo … I grabbed that from your Facebook page. You don’t mind me grabbing photos from your Facebook page, do you Sean?

Sean Pieres: No, we’re friends. Feel free to grab anything you need from my personal …

Edward Zia: Look, the reason is I’ve got … If you don’t know MindArc, MindArc is a Sydney-based, boutique, eCommerce, online, specialist website developer. They actually do all my websites and they’ve been amazing. I’ve known Sean for a good … It’s been about 3 years now, Sean.

Sean Pieres: That’s right.

Edward Zia: And where I’ve known Sean from … Sean is an amazing entrepreneur. If you meet him, Sean’s what? You’re half Filipino and half …

Sean Pieres: Sri Lankan.

Edward Zia: Half Sri Lankan and half Filipino. He is the quietest, kindest man, but make no mistake. Sean is an amazing entrepreneur that as the quiet achiever has achieved some amazing things that not only inspire me, but also have inspired many people around him. I’m here with him today to really learn his story and learn what makes him tick. You don’t mind being interviewed Sean?

Sean Pieres: No, let’s run through everything.

Edward Zia: Absolutely. What I’m sort of asking you to think about is we don’t know where this interview is going to go. Nothing has been prepared. Nothing has been scripted. We want to keep it as natural as possible, so you get Sean’s real story, so you can listen to what inspires you and what you learn and of course you can contact Sean. Visit www.mindarc.com, then you can learn more about it. So let’s get into it.

Sean, I don’t know what you’re going to say here, but tell me your story how did you get here from start to finish?

Sean Pieres: From start to finish? We’d have to go back to high school days really. Growing up, my dad was a finance, accounting-type guy, but he liked to dabble in technology. Growing up as a young teenager, my dad was really heavily into audio, hi-fi equipment. The 90s dream was to have an awesome home-theater system in your house. That was the dream of the 90s. My dad was really into the projectors and the sub-woofers and all the crazy gadgets that would have a home-theater system set up. He’d like to dabble in purchasing these items and collecting up wires and making sure everything worked together for that ultimate home-theater experience. That led into getting involved into computers and having me break computers down and build them up.

Back in high school, I was really heavily into gaming, as any young teenager was, but the difference with me was that I took it to a level of seriousness where I used to compete on a competition level for real prize money and sponsorship. I used to play a game called Counter-Strike, which was a tactical shooting game. I actually got to represent Australia in year 10 and 11 of high school, and they flew me to Korea and everything to compete on a world level in a thing called the World Cyber Games. Really, I draw a lot of what drives me today from those days and having that committed execution to doing tasks to strive to some level of achievement and a reward. You don’t want to do anything that’s half-hearted.

Since high school, I haven’t touched a game. I have a very addictive personality to games. I don’t own any consoles. I literally snapped all the CDs that I had back in high school that would have any access to tough games. I decided now life is the game and you really want to make sure that you’re playing the game to stuff that rewards you and gives you greater sense of achievement in life.

Edward Zia: So you’re saying quite easily … In other words, playing video games has made you money?

Sean Pieres: That’s where it’s led me to today. You know your mum will always say growing up video games will get you nowhere. When I actually got sent to Korea for 2 times to represent Australia, my argument back to my mum was games have taken me somewhere, and it’s opened doors for me to go to places.

Edward Zia: I think that’s just an amazing story you’re telling there, Sean. So you play video games for all these years. You’re playing Counter-Strike. You were fighting Koreans.

Sean Pieres: That’s right.

Edward Zia: We all know that they’re the guys that die at their computers playing video games, don’t they?

Sean Pieres: Going over there and actually training, we had to go over there a couple of weeks earlier to train the Korean team and we just saw how much they really respected the gaming industry. They had players that were treated like celebrities. They had a sponsored house, a sponsored driver, noodles up to the roof, so they could just pretty much stay in the room and play games all day.

Edward Zia: Wow.

Sean Pieres: But for me, I did always have a sense of knowing where your addiction should have parameters and boundaries to contain it. I always made sure that there was a path that was to move onto greater things and not hit a ceiling.

Edward Zia: I think it’s an amazing insight. I know you know this Sean, but I used to be in the government and I left pretty traumatized after that. Like a typical post traumatic stress disorder person, I was addicted to alcohol for a few years. I think that’s an amazing insight. You had an addiction, which could be argued as a negative, but you turned it into a positive asset that not only provided for yourself, but how many staff do you have these days?

Sean Pieres: We’ve got a team of 6 in the Sydney office.

Edward Zia: Wow. Do you have more offices?

Sean Pieres: Yeah, we’ve got a hand-picked team in the Philippines that a family member manages, but they directly work with us and for no one else. You have to do that in this sort of industry to leverage, but they’re great guys. We’ve gone over there and recruited personally that team. We treat them just like an extension of our own family. We do webinar sessions and screen sharing with our team here as well.

Edward Zia: I think it’s amazing. You’ve taken a vice, you could say. A lot of my people I work with have children and they’re always telling them “Get off your Xbox. Get off your PC”, but you’ve taken that vice and you’ve turned it into a positive asset.

Sean Pieres: Yeah. If you have that drive and a personality that you can be addicted to something, point your focus onto something that is going to give you a return on your investment and time. Don’t play massive multi-player online worlds and things, where there’s no outcome at the end of it. Play the game of being an entrepreneur. From now on for me, it’s about servicing our clients and making sure that you can micro-manage all your team members and the jobs you’ve got going on all at once. That’s the new game that you can play.

Edward Zia: I’ve got to ask you Sean, how did you have that discipline to stop something that made you and redirect a vice into this amazing thing you’ve created. Can you remember that moment, that experience, where you made that decision?

Sean Pieres: Yeah, I can actually. It was pretty much a couple of months leading up to my HSC exams that I knew whether or not I was confident that I was going to make a career out of gaming or I’d need a safety blanket; I chose the latter. I literally had to break every gaming CD in the house, remove any trace of any game on my computer and just cram for months to try and build a safety blanket with a HSC result that could help me move into university. I think it was a good move because the gaming industry, as popular as it was back in the 2000s, it’s since dwindled in terms of sponsorship and focus. There’s less competitions. There’s less money involved. There’s less international competitions even. I think it’s taken a back seat from sponsors realizing that there is a large gaming audience out there, but there’s just less focus these days. I’ve seen that going to the BB Games Conference this year. There was such a small section for the competition level, where back in 2001 we had the grand stage and crowds of thousands watching us.

Edward Zia: On a side note, being a gamer myself, who is playing a lot of XCOM: Enemy Unknown and Enemy Within right now, why do you think … I know it’s off the topic, but I’m interested. Why is that? Obviously, video games are a growing industry, why is the competition side of it shrinking?

Sean Pieres: At the end of the day, it’s a cyclical process for the gaming industry to sell more games. Competition is now becoming faster and easier to be done from the comfort of your own home because of multi-player and fast internet.

Edward Zia: Is it perhaps not just that exciting any more because we’re all doing it anyway?

Sean Pieres: I think there is definitely more people getting involved, more young people getting involved. The likes of Call Of Duty and Battlefield. That would be the equivalent of what I used to do. I haven’t played those games either. I know they’re amazing. I’ve seen cut scenes and everything.

Edward Zia: Do you feel the urge coming back? Do you just want to tie off and get the syringe to your arm?

Sean Pieres: I think one day, when I’m retired perhaps, I’ll tick that off the bucket list.

Edward Zia: The way you’re going, that will just be a year or 2, won’t it?

Sean Pieres: Who knows?

Edward Zia: That’s amazing. That’s quite a compelling story. What did you study when you were at university?

Sean Pieres: I didn’t initially get into the course that I wanted to. I wanted to get into a course that semi-focused on the creative side and also the technical side, so the programming and IT side. The course that I really wanted to get into was called Design Computing at the Faculty of Architecture in the University of Sydney. Unfortunately, I didn’t get the marks that I needed to get in there, but they said if I took a year in something related and earned my credit points, I could reapply a year later for special consideration to get into that course. So I took a course called Arts Informatics, which was databases and information systems mixed with half arts subjects, so I got to do psychology and Japanese and cool things like that.

Edward Zia: Wow. Okay. A real hybrid sort of degree you were undertaking.

Sean Pieres: I worked really hard because I knew I wanted to get into that course and I didn’t get the marks I needed. I applied for special consideration and got it. The year that I entered that course, I noticed that my peers in that course kind of didn’t appreciate the course, as they got in so easily. I had a drive there to outperform and out-achieve others, so I had a very healthy sense of competition in the course.

Edward Zia: Was this because you didn’t get into the first time, you come as the underdog. You had to demonstrate to everyone you’re the best.

Sean Pieres: That’s right. If you’re going to take the long route to get to where you need to get to, make it count for something. I guess people were taking it for granted that … My peers who had got in so easy, they got the marks that they needed, whereas the guy that takes the long journey to get there, he’s always going to work harder to prove that it was worth something.

Edward Zia: If I may go on that point there, Sean, I think what’s very interesting is that we’ve just identified a unique trait about you, which I think is part of the reasons of why you’re so successful today because … If you don’t mind me asking, can I ask for the record how old you are?

Sean Pieres: I’m 27.

Edward Zia: I hate you. I’m 35 and the stuff you’ve achieved at the age of 27 is beyond what I achieved as a 35-year-old man. My hat off to you and I think that’s an interesting insight. Of course I love you. I hate you out of pure jealousy and envy, but I’m honest about my tall poppy. I think what’s amazing about what you’ve achieved there Sean is you had this drive. In other words, you actually missed out on what you wanted, but it gave you this drive to come back. It turned out that this drive that’s come back … Is it fair to say that this drive has contributed to you being the successful entrepreneur and businessman you are today?

Sean Pieres: There’s got to be a motivation for you to doing what you’re doing, whether it’s negative or positive. Positive always trumps negative any day, but if you feel like you’re competing within your industry and with your peers, find a reason to drive a bit harder. If it’s you took the longer journey to get to where you are or you’re playing catchup, that should be a reason enough for you to work harder and work longer to get and achieve what you want.

Edward Zia: It’s funny you say that. 1 of the reasons why I work so hard is exactly that. I got washed up at the age of … 2 years from you now, I got washed up and I had to start again. It’s funny you’re talking about that drive. In your case, with that drive and you really coming back strong, what is your motivation? What gets you out of bed every day? Why are you so successful and competitive? What’s compelling you?

Sean Pieres: I live by a few core principles. There’s a really good site that really sums up a lot of my thinking. It’s called Startup Vitamins, and I shared it with Cathy [inaudible 00:14:54]. They’ve got some cool motivational motivational posters and mugs.

Edward Zia: It’s called Startup Vitamins?

Sean Pieres: Startup Vitamins, yeah. It’s a online store to buy mugs and motivational posters. 1 of the mugs that you can buy, it says 3 words on it. It says “Get Shit Done”.

Edward Zia: Wow.

Sean Pieres: That’s a really cool way to sum up. Just execute. Don’t talk it out. Get it done and do it hard. In terms of how I work day to day, I think that there’s varied levels of quality that people view acceptable for putting out work and if your standard is always a little bit higher than others, it will show. Some people will let 70% or 80% go out the door, whereas for me I’ll keep working on it until it’s at least 95+ quality to send it out the door. You’ll quickly distinguish others, when you get into your industry. Some people can live on putting out lower quality than what you’re accepting to put out.

Edward Zia: I can answer on that one. As a marketing mentor and entrepreneur accreditor, I’ve worked with thousands of people from all works of life and I meet at least 100 people every week in the networking I do. I’ve personally found the people that put out 70%, they’re not the top performers in the industry. Let’s face it. Digital online marketing webdesign is probably 1 of the most saturated industries and you’re up against the developing world, but you are succeeding and you are growing like crazy. I think that’s part of the reason. If the whole industry does 70%, you do 95%+.

Sean Pieres: Yeah, well, that’s what we aim for. It’s not complete until it’s shipped and it’s not done until the customer is happy, so just a few key things you can live by. Just use that as your key decision-making process, it will change the level of quality you output.

Edward Zia: I think that is a very amazing insight. The question that I think that some people will ask and what remains is how do you keep up that energy all the time? How do you stay focused all the time? How do you from day to day, year to year, keep up that high level of performance?

Sean Pieres: It definitely is a balancing act. When I was working full-time in the workforce, for about 4 years, I found ways to convince myself that you could achieve things small or big. Going into the workforce, I was pretty skinny kid, and my first goal that I set for myself was to kind of put on weight and just get a little bit bigger. In a year and a half, I’d put on 14 kilos by having a strict diet regimen and training 4 times a week. Since becoming an entrepreneur and starting my own business, the gym has had to suffer because of the time that I’m spending additional to set up the right systems and infrastructure to make sure that MindArc grows.

There is sacrifices to be had and I don’t recommend to anyone to sacrifice their health, but for me I see there’ll be a short-term period of suffering and that might be 1-3 years, 1-5 years. At the end of the day, you pass that point, you’ll reap the benefits. If you’re happy, you’ll put in the hard yards for a short period of time, you’ll have a long-term gain at the other end. You might have to forgo sleep. You might have to forgo a relationship with a partner because they just won’t put up with you spending so much time working on something you’re passioned about, but it’s all about sacrifice and suffering I think. The longer you can hold out through that period and make it through it, there will be benefit and reward at the end of it.

Edward Zia: Can I ask you when was your darkest moment that you thought “Is it worth it? Why am I doing this?”?

Sean Pieres: Darkest moment? In terms of the darkest moment, when I first started out making the decision not to return to full-time work, that was probably just at the beginning of the journey when I was making the right decision. All my friends and peers that were my age were going to climb the corporate ladder. Me making a decision to build on my own, I started to question whether or not people would be attracted to anything I would create. That passion, could it show through the stuff that I created? Did I have the right skill set? Was I ready at the right point in time to go out alone? I couldn’t make that decision for at least 3 months, so I had to go to Japan and live for a bit, just to take a break and reflect.

Edward Zia: You just had to go to Japan, did you?

Sean Pieres: Well, my girlfriend at the time was living there and I’d just left my job full-time. I couldn’t make the decision whether or not I was going to do my own thing straight away or if I was going to go back and look for another job. The decision literally took 3 months for me to make my mind up.

Edward Zia: So I understand, Sean, so you went from Sydney to Japan? And what your girlfriend was with you or you left your girlfriend or … ?

Sean Pieres: Well, she was there teaching English.

Edward Zia: Ah.

Sean Pieres: It was a country town in Japan and I purely just went there to reflect on what I wanted to do. It was kind of like a …

Edward Zia: A bit like Hugh Jackman in Wolverine 2?

Sean Pieres: No, it was more like riding a little girly bike around to the supermarket. Nothing like Hugh Jackman, but … I didn’t have a car. I went to a lot of temples and gardens and stuff like that. Japan was a real zen-like experience for me to focus on doing things humbly, but with discipline as well. I’ve always had a great affection for Japan and how it’s just so clean and disciplined and no one will mix in on the train and there’s no … There’s just manners, and it’s just a really good culture. I really kind of intertwined well in that. That spoke internally to me on how I should treat everything in my life, but the darkest moment was literally those 3 months me trying it round in my head the consequences of whether or not I should start a business or I should go back into the workforce. Is my journey to start a family shortly or is it to suffer and see what comes out in the end? Would I feel my life fulfilled if I hadn’t started a business? These are the things I battled with internally. After 3 months, I decided to come back to Sydney and start it.

Edward Zia: What helped you make that decision? As you were on this inward journey, what was going through your mind? What made the decision for you? What ultimately made you say “This is what I’m going to do”?

Sean Pieres: I guess the most important things were feeling like you had a support network to take a risk. There’s obviously risk that you’re accepting to take and then you have to go a little bit further to suffer. Those that will consider taking the greater risks and putting it all on the table will always achieve more than people that played safe, but at the same time I wasn’t completely taking on full risk to do what I was doing. I had the support of my family and the support of my girlfriend. I had a bit of a nest egg saved up, so that I did have some runway to play with. I meet entrepreneurs these days that are 19, 21; their runway is really short, but I really admire that they’ve got the energy and drive to try and do something in that short runway. That’s the kind of difference that I think is changing, in terms of entrepreneurs coming out these days. They’re not considering a calculated risk taking process when decided to do or execute a project and their runway will run out too quickly.

Edward Zia: Being an old Persian man of 35 now and thinking about these damn kids, why do you think these younger kids are taking a shorter runway? What’s going on in their minds?

Sean Pieres: I think there is an urgency created by adventure capitalists in the US investing in these 19-year-old hackers in the US, these kid geniuses that did something with Google or Yahoo and now they’ve been acquired or they’ve built a tool. I think it’s important to first get your skills in place, build a bit of runway and then try and do your project or create something unique. Those people that get picked up and invested in is so far and few between that you can’t bank on being 1 of those people. You want to build a safety blanket for yourself or a safety net. That’s the route I’ve taken. If you make it past the first year of business, then you’re doing good because a lot of entrepreneurs I’ve met, after the first year they’re not around any more. Make sure you have that kind of runway and safety net.

Edward Zia: Wait a minute. Can I ask some numbers? Obviously, you’ve met a lot of people and I’ve got my old stats, which I’ll tell you after hearing your answer. Of all the entrepreneurs you meet, how many make it past their first year? Let’s say out of 50, how many do you think would make it after their … ?

Sean Pieres: Probably less than 20 or 15 would make it out of 50.

Edward Zia: Wow, so less than half would make it.

Sean Pieres: Yeah.

Edward Zia: Of those half that make it, what are the unique traits and characteristics that you’ve personally observed?

Sean Pieres: I think there’s no dependency for them to work with anyone else but themselves, so if everyone in that project had left them, they would still be able to drive the business forward on their own. You have to be able to be independent in your business. If all your business partners left you, or whatever the case may be, they have interest in other projects and they leave you, you can’t be dependent on someone that has technical skills that you don’t have. You need to be able to either have good relationships with people that you’re confident that they’re going to be around in the next year or learn those skills and internalize them yourself.

The other thing is runway, as I’ve mentioned. Have a bit of savings to create that runway to experiment and fail in your first year and still be able to keep going, so you know exactly what direction or focus you want to take. Just a real drive, in terms of there has to be something driving you and that there’s a reason. It might be you want to pay off your mum’s mortgage or it might be that you want to bring your cousins over from your native country. There has to be some positive impact that is driving you that is greater than just financial renumeration.

Edward Zia: You mentioned before quality of work and your drive. What was exactly your positive reason that drives you?

Sean Pieres: For me those 2 things I just mentioned. The ability to pay off my mum’s mortgage …

Edward Zia: Oh, okay, that was them. I thought you were using them as examples, but that’s actually your motives.

Sean Pieres: Yeah. I’m pretty much drawing from my own stuff. Just the fact that my mum has come over here as an immigrant and she worked as a nurse in country hospitals in Manly and now she’s in Mandurah. To really be able to just take the gift that she’s given me and my brother and sister and say “We’re really going to make an extraordinary leap here and not just turn the wheel from generation to generation. We need to set our foundations in this country and really give back to the Australian community”. The other being my cousins. They are in very povety-stricken areas in the Philippines. They’re literally in rice fields, so I’d love them to have an opportunity to have an education and see what potential can be unlocked in them.

Edward Zia: What? Literally in rice fields?

Sean Pieres: Yes.

Edward Zia: As a man from Australia, what does that mean exactly? Paint a picture for the audience.

Sean Pieres: There’s no hot water. They just live off the land in terms of they grow rice and they butcher chickens to eat meat. There’s a river that everyone kind of bathes in. You have a bar of soap and it’s freezing cold water, and you’ll go into the river and wash yourself. That’s the way you take a shower essentially. They’re profession is wood carving, so they’ll chop down trees and carve furniture out of it and hope that Japanese tourists or American tourists will ship exotic furniture back to their native country; that’s how they make a living. It’s very rural / tribal.

Edward Zia: What? No hot water?

Sean Pieres: No.

Edward Zia: They don’t have the technology that we take for granted.

Sean Pieres: There is a bit of electricity, but there is …

Edward Zia: A bit of electricity.

Sean Pieres: Well, it’s scheduled. They have scheduled burnouts to save the electricity for the village, so the only way you can get hot water is to boil it in the kettle and let it cool to a certain amount and then you can pour that over yourself to have a hot shower. That’s what we experienced when I went back with my family. Just the very essentials is … As I mentioned, the driver has to be more than just financial renumeration. It’s got to be getting your relatives or family out of that situation because you know they might have the same potential in them. You unlock that, they’re going to achieve great things as well.

Edward Zia: May I ask were you born in Australia?

Sean Pieres: I was born in Australia, yeah.

Edward Zia: Ah, that’s very noble of you. In other words, your actual drive is to get your extended family out of a developing world and a potentially hostile situation.

Sean Pieres: That’s right. My mum’s always been about extended family. She’s tried to sponsor my cousins to come over and we have 1 of our cousins living at our house at the moment, taking a nursing degree, so 1 of the few successful cousins that were able to pass the bar, in terms of the examination and come over as a student. That’s only a drop in the ocean in terms of how many others we’d be able to help. I believe that in their minds lies greater things than just things that are related to IT. They could do amazing things in the medical industry or … You never know unless you give them the opportunity to find out.

Edward Zia: In other words, everything you’ve built it’s not about the point of building it. You’ve built this as a means to really help your extended family and give them the life that you were blessed with.

Sean Pieres: That’s 1 of the main motivations I have, yeah.

Edward Zia: I think that’s a very good insight and I think for anyone listening to this interview, I think it’s critical that people have that compelling reason.

Sean Pieres: That’s right. It means that you’ll forgo 1 hour more of sleep. You’re not going to think about your suffering because others that are suffering out there is much worse than what you’re going through. You just want to suck it up and work through. You’ll do the long hours. You’ll do the hard yards because nothing you’re going through right now could compare to the people that you’re trying to help.

Edward Zia: I think that’s an amazing insight. I think comparing let’s say yourself compared to plenty of other people who talk the big game, but rarely play it, is you have that unique mindset and that unique compelling reason to help you achieve the marketing and sales success that you have.

Sean Pieres: That’s right. It becomes not a want; it becomes almost essential that you need to grow the business. If you’ve got that on your mind, then how could you fail?

Edward Zia: I think it’s amazing. To other people out there … Let’s change the narrative a bit. To people let’s say from Australia that don’t have the extended family in the developing world like your … What would you say to them to help dig into their compelling reasons? What would be a motivational message you would send them?

Sean Pieres: I think family is a strong motivational driver, whether it’s your parents giving the opportunity and you want to give back to them, whether it’s your kids, the next generation that you give them independence and the ability to really undertake what they want to do in life and potentially unlock their potential in their given industry. I always go back to the medical industry because my mum is a nurse, but your son or your niece or nephew may be a heart surgeon or something like that. They need to be given an ability to thrive and if you don’t have that independence and flexibility, you’re always going to be restricted with what options you can do.

Edward Zia: You’re saying … It sounds a bit like Terminator and John Connor, so you’re like Sarah Connor. Are you saying that your choices now will greatly impact your unborn children?

Sean Pieres: Definitely. How you choose to spend your time will always have an impact as to your kids and their kids. It’s whether or not you want to live a life that you feel fulfilled for yourself or you feel fulfilled for others. That’s the decision you have to make. If someone out there is looking for a driver that is beyond financial renumeration and they don’t have extended family that they can rely on, look to the immediate family. You can also look to the Steve Jobs motivation, which is leaving a lasting impression on the world. Just to know that you had a positive impact to the world; that is a massive driver as well.

Edward Zia: I had a very good one and this is 1 of the things that got me going. As you know, I had screwed up my life very badly just as I met yourselves. This is just coming up for the fallout of that. I remember the day my fiancee left me changed everything. I heard 1 good line and this sounds a bit macabre, but I’ll say it anyway: “Imagine that you died tomorrow, who would be at your funeral? What would they say?”. When I was asked that, I freaked out because the answer was probably no one, maybe my mum and dad if I’m lucky. Not because of any reason, but at the time I was very estranged from my mum and dad. I realized maybe my mum and dad if I was lucky. I remember you … It was funny what you said. That reasoning changed me for everything. It totally changed the direction of my life. I think it’s funny that you bring up on that. Is it fair to say our society today is more just focused on the here and now and never thinking about other people?

Sean Pieres: Definitely. I think our range of vision is very tunneled into immediate needs and wants for ourselves. It’s real easy to satisfy our needs and wants quite easily because we are in a thriving country and a great economy, but I think everyone needs to travel and just to put into perspective where exactly we sit in the world. How is our economy compared to others?

Edward Zia: So you’re suggesting if you haven’t already, go visit the developing world?

Sean Pieres: Definitely. It will add perspective as to every decision you make. In business, you might find that driver you never thought you had. It will put a fire up under your arse maybe. Who knows?

Edward Zia: It’s funny you say that. After my government days, I actually went to Vietnam for a holiday and I had the similar sort of experience. I then made the mistake of climbing the corporate ladder, only to fall off into a raging volcano during the global financial crisis. I think it’s a very, very compelling story. So question for you, Sean, where is it for you from here? What are your next moves? What are you thinking?

Sean Pieres: We’re just putting out that 95+ quality. We’re really trying to empower our team to become thought leaders in the industry, not just participate, but give back and provide commentary into our industry …

Edward Zia: Can I stop you there? Tell me more about thought leadership. What do you mean by that and what does it mean to you?

Sean Pieres: I think when you’re starting out in business, you’re just going to try to do everything you can to pay the bills, but if you get to a level where you’re starting to … You’re not too stressed about whether or not you’re going to be here tomorrow and you start to find you have the time to educate others into best practice, best business ethics, best systems or approaches to solving problems. If you’re actively giving back to your industry and community, you start to stand out in your own way as well, in that you’ve been able to survive this long and got past that pain barrier and pain threshold. Now you don’t want others to go through the same mistakes you did. You want to start to pass on advice and mentorship to others.

Edward Zia: You’re saying you gladly help your own competition?

Sean Pieres: In terms of it will bring up the level of quality across the board. If you pass on your knowledge to your competitors to avoid pitfalls and mistakes, the quality of work across the board will rise and that means that your own quality will have to rise to outperform them. In the end, the positive impact is your work will become even greater.

Edward Zia: In other words, you’re actually engineering the market? You’re thinking far beyond yourself and creating a lasting change for the market and lifting everyone’s websites across town.

Sean Pieres: That’s right. You have to always think about it as what positive take can I take out of everything I’m doing? If that improves your work at the end of the day, then it was a good reason to do it.

Edward Zia: That’s very, very compelling reasoning. I like where you’re going. I think you’ve raised some very interesting insights. I suppose 1 big question that I do have is if you could let’s say go back in a time machine right now, in Back To The Future style, with Marty McFly in the DeLorean? And you go see yourself let’s say when you were 12 years old, what would you do? What would you say to yourself if you saw 12-year-old Sean Pieres sitting there playing Counter-Strike, or whatever the case may be?

Sean Pieres: What would I tell my 12-year-old self if I could go back in time? I probably would say “Just do what you’re doing. Stay on the path and make every mistake that I’ve made. Go along the same journey.” I wouldn’t change anything.

Edward Zia: Did you ever fear making mistakes?

Sean Pieres: Did I ever fear making mistakes? Definitely. The weight of having your family’s responsibility and your extended family on your shoulders is … You can only make a few mistakes without completely letting them down. 1 thing was “Should I start my own business and invest a lot of my savings into starting my own business or can I start to help my family and extended family right now? Is it my journey to try and create something new and leapfrog the generation to generation in turn or try and create something” … Really try and set a foundation for our family to create wealth that you can have the freedom to establish your family name in Australia.

Edward Zia: That’s absolutely amazing, Sean. It’s funny. As you know, I’ve worked with thousands of people and your reasoning is amazing. What I’m getting from you is that you’re completely driven for reasons totally beyond yourself.

Sean Pieres: That’s right. If you take for example … I didn’t realize this when I first started because I was on my own. When you start to have a team that is working with you, it’s not only your dreams and achievements that you want to fulfill, it’s also your team’s. Your team members might want to go on a holiday somewhere or buy that car that they want. The weight of their achievements and dreams also relies on you being a leader to lead them down the right path. If you can’t find a compelling reason for yourself, think of your team and those that are linked to you intrinsically, to achieve for them and that will drive you as well.

Edward Zia: It’s amazing. Whenever you look at let’s say Mother Teresa, Nelson Mandela RIP, Martin Luther King, quite often they’re always talking about people beyond themselves, aren’t they?

Sean Pieres: That’s right. That will keep them going through the night, through that suffering and pain threshold to endure so that something comes out positive, for not only themselves, but others.

Edward Zia: This has been an amazing interview. I was going to say is there anything else you wanted to let the audience know? Any other tips or insights or anything that comes to you out of the ether?

Sean Pieres: Not right now, but you can ask me any questions. I’m always real happy to share knowledge or answer any questions you have.

Edward Zia: I know. I think that’s amazing and I think girls and boys, wherever you are, give Sean a hand. Even though he’s recorded it now, he can hear you months from now giving that virtual hand. I think that’s been an amazing story. Look, type Sean Pieres into MindArc. The name is up on the screen. Type into www.mindarc.com today and look at his website and start learning his story.

I think, Sean, this has been an amazing experience. Thank you for letting me dig that little bit deeper into your history and your motives.

Sean Pieres: No problems at all. Happy to share.

Edward Zia: Absolutely. Guys, hope you’ve enjoyed this. This is Edward Zia’s Awesome Entrepreneurs series with the amazing Sean Pieres today, full of awesome marketing, mentoring and business advice. Make sure you listen to every word that he says, implement strongly and think about people beyond yourself and look at the way it will change your life and your business forever.

Thank you. This is Edward Zia signing out.

Sean Pieres: Thanks Ed. Thanks guys.

WEBINAR RECORDING: Selling is Selling? The Awesome Secrets with Edward Zia and David Coster

The Awesome David Coster with Suzanne Goldsmith and Khadine Aharon at the 4Networking Christmas Party.  David, Suzanne and Khadine are great people that I not only work with but are proud to call friends.  Yes, we party and work hard!

The Awesome David Coster with Suzanne Goldsmith and Khadine Aharon at the 4Networking Christmas Party. David, Suzanne and Khadine are great people that I not only work with but are proud to call friends. Yes, we party and work hard!

In November 2013 I was very lucky to be doing a joint webinar with my friend and Sales Mentor David Coster.  He is a very kind man who we both often have great discussions and debates (even though post my days in Military & Law Enforcement I actually started my career in Technical Selling and went into Marketing later on).

I used to be in Industrial Chemist and I wasn’t very good! But I was great at talking, so they put me out on the road selling Industrial Chemicals to massive awesome clients including QANTAS, Royal Australian Airforce and Boeing to name a few.  I started my Post-Graduate in Marketing part-time and after 9 / 11 (where the aviation industry shut down) I found more work as a full time Marketing Manager.

David is quite a strong minded man and when we debate, we often enter extreme forms of thinking to make it interesting. I tend to play “Extreme Marketing Manager who thinks Sales is whatever” and he plays “Extreme Sales Manager who thinks Marketing has no idea”.

Of course we don’t think that and I am the first to say that as a Small Business Owner and Entrepreneur it’s absolutely critical to know how to sell! Feel free to check out our webinar recording and transcript below of our webinar on the topic.

On a funny note, I just lost my voice here due to a cold and speaking all day – so it get’s very funny listening to me later on gasping for air and trying to get my sentences out.

I really hope you get something great out of it and of course if you want to learn more, make sure you check out the AWESOME MARKETING VAULT Online Course by yours truly.

Thank you and God Bless from Edward Zia – Marketing Mentor who lost his voice that day!

http://youtu.be/hQjMdoOXSYs

 

Transcript is right here for you use too:

Edward: Good evening and welcome everyone to our next Excellence Above Coaching webinar. This is Edward Zia and David Coster here. Say hello, David!

David: Hello everybody! Welcome, good to see so many of you here on a Thursday night when you could be shopping.

Edward: Now, we’ve got one hell of a turnout and guess what. I’ve lost my voice, so the funny thing is I can either yell or whisper. There’s no in-between, so laugh at my funny voice. So, I’ve been yelling too much. I’ve been with clients all day and I’ve got a little bit of a cold that turned worse on me, so I just want to say thank you guys. It is so good having you over here. Now, tonight I’m here with my good friend, David Coster. This webinar is being recorded and we’re here to talk to you tonight about the importance of selling and some top secrets. So, everyone’s making fun of me. Now everyone’s saying it’s great that Ed’s not to be talking.

So tonight we’re out for a great one. We’re here to give you some great content to help you out and of course, if you want to hire us, we love being hired. So say hello to the audience, David.

David: Hello again to the audience.

Edward: (Laughs).

David: No, it’s a great turnout. I’m really surprised.

Edward: Yeah, it’s great having you over here on a Thursday night. Now, a lot of you guys have been in our webinars before, so I want to go on, but you guys tell me it was the marketing mentor, love helping people between six and seven a year incomes and my friend, David … What do you do for a living David? Tell the audience.

David: Guys, I’m all about sales. I’m all about what happens after Ed’s done his job and getting maximum results out of the data that he brings you.

Edward: Well, very good and we’re definitely out for this one, so that’s me at the top left if you don’t know me. And here’s the big thing, this is what we’re doing tonight. During tonight’s webinar, I really want you to keep your mind open to the following things.

What … if you got really strong marketing and you got leads coming to you at all, do you really need to sell? It’s just a good devil’s advocate question we’re asking. It’s good to ask what are you selling and you’re also got to think about what you are selling. Are you selling face to face? Are you selling over the phone? And also have … are you selling a particular way and why have you chose that?

So, we’re here to not only teach you some great things, tell you what works, but also if you’ve got a few sacred cows, we’re here to slaughter them, chop them up and barbeque them, aren’t we David?

David: Absolutely.

Edward: (Laughs).

David: You know, and the … the big question is does one size fit all? Can you sell everything you do the one way or is it time to develop multiple channels?

Edward: Precisely. And of course, is there a better way of using your sales time? How you get more of it? And the thing is, is that with my buddy, David I’m obviously in marketing and business mentor. David’s a sales mentor and trainer and we’re very complementary in what we do. We have lacked a little bit, but it takes in what we offer the clients are totally different. I generally operate at a very uh strategic marketing, get things done, what’s happening in your business sort of angle and how do you intend to operate, David?

David: I’m very much on a day to day, take action, get out there and get the dollars in today kind of label.

Edward: Yeah, a great complement, sort of the strategic and tactical and a real marriage in terms of selling, so it’s great to have you all here. Whoa, I skipped one. Go back a little bit. Now the big focus of tonight is we want to give away powerful content. We love being hired as well, so feel free to hire us if you haven’t already (laughs). Uh David, do you like money, David?

David: I love money.

Edward: Yeah, we love it.

David: It makes one sells.

Edward: Exactly. We love money, but only if we do a great job, so feel free to hire us. And look, we’re here to answer your questions tonight, so be it that you’re new and watch the recording, feel free to email anyone of us. So, you’re here live. Please use us. You’ve got us a free consulting time. Hit us with many questions you have and get … when you run any questions in the chat box, put as much as detail as possible, so we know exactly what you’re asking, so we can exactly answer the question the way you want to be, uh answered.

David: Yup.

Edward: So, really good that way. And here’s the big thing. With all our webinars and the work that we do, we overwhelm you deliberately. You know, we like hitting up the clients of the kitchen sink and the reason is, is that I used to panic all the time and get overwhelmed all the time, so don’t worry about a thing. Just take one bite at a time and enjoy the block of chocolate.

And the big thing is that David and I have worked very hard. I’ve actually broken 20,000 consulting hours now which is quite scary and I’ve seen a lot of stuff and I work with hundreds of clients across town and imagine David, you’ve must of worked thousands of hours as a sales profession, haven’t you?

David: Directly with a bunch of them with clients, I’m probably at about 30,000 hours over the last 15 years.

Edward: Wow, there you go. He’s beaming out of the water, so it … it’s great and what we’re trying to do is obviously tell you the real stuff that means business for you. We’re not going to tell you everything. We’re going to give you as much as we can and at least set you in the right direction, so you can massively improve the sales in your business which is what we’re all about.

And here’s the big thing, sales and marketing and business, it’s mostly an art, not a science. You’re gonna to make mistakes and this is the thing I say to everyone on our web class. If you make … if you made mistakes, now is my invitation for you to forgive yourself. Don’t worry about what’s happened behind you. Now is the new moment at a new chance for you to totally change your life and go take it to the next level. You got anything to say on that topic, David?

David: Absolutely. Look, I started off in sales with probably the worst sales call you’ve ever had and two years later, I topped the profession in my area. So, it is possible to recover from any mistake and learn and that’s the main thing is to start where you are today. We … We’ve got a plan. Don’t be afraid to ask questions that are off topic. If that’s what you need tonight, we’ll answer the questions as they come up.

Edward: Exactly and well put. Couldn’t put it better myself and that’s the thing about successful marketing is small business. Small business marketing and definition is making up is as more awesome in helping people sell more stuff and also making sure your voice works the whole webinar.

David: (Laughs).

Edward: (Laughs) So, I’m really trying hard here. And what we always say in marketing and sales is think about tonight. Make notes tonight and what you learned from this webinar, make notes and decide to try something new in your business tomorrow. And we also say test and measure. You might come up with three ideas from this webinar and two of them are crap, but one of them can make you a lot of money, so it’s all test and measure. Come up with great ideas. Test on the market. If you don’t get results, stop using it. If you get results, do more of it and back up the truck and fill up your boots. That’s really the market driven way of doing things.

And here’s the big thing. You guys know me. You know the things that I do. My friend David Coster here, I took this photo of David with my iPad. I think David, because you lost a lot of weight since then, haven’t you? You’ve lost about 20 kilos, haven’t you?

David: I’ve been … been working hard to lose it. I recommend that as a way of going and carrots. I cannot say enough about carrots.

Edward: Oh, Jose complimenting David’s pic. Thank you, Jose. What a lovely man – do you love Jose?

David: I do.

Edward: Ha ha ha, thank you Jose. Yeah and uh like David in the range of point of view, I actually met David a few years ago. Actually, don’t laugh, I actually did a course of life coaching and um …

David: So did I.

Edward: Yeah, even though … even though I’m a business marketing guy and David and I met and we just clicked off. We remained friends and over time David’s been an amazing corporate salesman and what I liked about David is that even if the sky is blue, David will ask why and disagree with you. He’s a natural contrarian. I know, I know he sort of messes with my head all the times, but what I always say to people is I like people which in a nice professional way always challenge the status quo. They’re always asking questions. They’re always trying to understand the mechanism.

I think it’s really good having … being negative is not recommended. I don’t like negative people, but being critical is being … is positive … being positively critical is an amazing skill and it really helps people in that way. So, I think from that point of view, David’s good and has some very, very good practical skills. And before I let David take over and drink some hot tea to resurrect my voice is that here’s my take on personal selling.

In my … after my days in the government, I actually worked for a few years doing industrial sales before I went marketing full time when I was about 24. So I only spent a few years in full time sales and then I was in marketing and one of the big things that I learned was that when I was in the industrial game especially, I knew sales people that would make over 30, 300K a year as employees and they didn’t even have a degree.

It was one of the most amazing things. I think my personal selling is that personal selling is an amazing well … well paid profession. I … when I was um … so when I was 23, this is like I don’t know, 12 years ago, I was earning like 70K a year plus the company car when I was like 23, because I was selling. It was just amazing and my wage actually dropped for a sure while. We went marketing until it picked up again.

And the big thing is that sales is an art form. You may never say is … there’s are some scientific principles, but it’s definitely an art form. Would you agree with that, David?

David: Absolutely.

Edward: Why is it an art form, David and not a science?

David: The main thing with it is, is you need to know a lot. It’s an interaction between your sales knowledge, who you are as a person, who the customer is as a person, and what it is you’re selling. And with that complexity, you just need to be an artist about it, so you can’t go in with the set script, a set mindset. Otherwise, you’ll have a call very similar to my first and if you don’t mind it, I’ll just … I’ll just explain that to everybody.

Edward: Tell the story, yeah.

David: Fantastic. So guys, I … I got my first sales job here in Australia working on phones and I had sold myself to the employers as somebody really good. So you can imagine when my … my first call comes. Um, the whole room got silent. And I pick up the phone and I go, “Hi, is John Smith there?” And his secretary answered the phone and goes, “No.”

At this point, I haven’t prepared anything for the secretary, so the words that come out of my mouth were, “Hibit the … he … he … he… uh uh.” And I forgot all English, immediately hung up the phone and sat there and thought, I need to rethink what I’m doing. That was my first sales call. A year later, I was earning twice what my manager was earning.

Edward: Wow and that’s amazing and I … I’m looking forward to David telling a story verse in the webinar. The big thing is, is that as we tell our stories and share our experiences, please don’t just listen to what we say and take this Gospel but use it to challenge your own thinking and use it to stimulate ideas and a really good outcome is write one to three actions that you’re going to take as a result of this webinar tonight. So learning for the sake of learning is not going to help you. Learn something new and apply it tomorrow and that will give you a great return on the time that you’re investing with us tonight.

Okay and we love seeing people get results whether you pass money or not, we love seeing people getting results. Now, my marketing take on personal selling and also in my business, this is the way I personally look at it and David’s going to look at it very differently, so David and I are going to give different and at times purely, purely, purely conflicting views.

Now, I got a few questions coming. We’re going to answer them in a second. I’m just going to go through a few of these few points. When it comes to personal selling, to me it’s about connecting to people of integrity. It’s about selling an awesome product. It’s about people. It’s about being straight up with people, telling people the facts, the good, bad, and the ugly, so people can take in all the facts and make a decision to circumstances.

And my view is if I’m selling something, let’s say it’s my own consulting services, well let’s say, I’m advising a client on how to sell, I’m all about, you know, I want the client to know everything, the good and the bad of the product and the costs straight up. So, now you know what’s good. And when I advise clients too, I advise the same thing. You got an office works. If you buy a pen, you know how much it’s going to cost you. You know exactly what it takes and Transparency integrity is a big part of selling.

I’ve got a few great questions. We got uh, from uh, Murich. Murich’s asking what is your take on party plans. Now, I’m going to have a shot at this and get David’s interpretation. It depends what you’re saying. I assume you’re asking from the point of view as selling and that’s the most you label marketing selling top of things. Now personally, I think multi-level marketing concepts can be very good. I’m not going to have a shot at the industry.

But when it comes to the selling of, let’s say some of the party plans, the criticism that I make is that they lack integrity, I think the products are great, but some of the people selling lack integrity because they grossly exaggerate commercial returns possible. Okay. And you know, you have people that say you know, you can earn six figure income by the end of the year and it’s like … it … it just doesn’t stack up that way, you know. Maybe one out of a thousand might, but it really happens to me.

They’re not being upfront. They’re giving you a false expectation. What’s your answer, David?

David: Murich, my major thing with party planning is that it comes down to the product being solved, so uh, two examples that I … I like to use, one is the candle market and the other is Tupperware. Now with the candle market, it’s a luxury item. It’s not used by everybody every day. So I … and so with the regards to products like that, the luxury items I tend to find that they put a lot of effort in for a low return.

Other items like your Tupperware where everybody uses it every day and it’s uh, uh a good quality product better than what is in the supermarket in a lot of cases, then I can see the value in it, because they’re always bringing out new solutions that meet a new demand. So when microwaves first came out, Tupperware were the first people to have microwavable plastic uh containers.

So to me, it’s … if you’re ret and you’re earning lots and lots of uh, commission directly from selling and … and doing a party plan and people are coming back, so you’re holding multiple parties with similar people, it’s a good business. If you’re finding that you’re struggling to get parties and the business is kind of rebuilding your network, oh, I would question if you put into it from a sales perspective and then look to maybe go as a professional network or rather than a professional product seller.

Edward: Yeah, exactly. And … and we’re going to jump out of selling for the moment and talk more, probably more about finance. Because at the end of the day, you can be really, really good at selling, but your product is crap and it’s not suited to the market or there’s something wrong if you service or let’s say your company is a bad reputation.

Alternatively you could have a great product and you’re not selling it correctly and you’re missing the mark, so we’re talking more about personal selling today, but there’s a whole business behind it. So selling is, oh, it’s an important function, but it’s just one function of a company. Okay. So, there’s a lot of other things to consider, so you know, um, I hope that answered your question, but feel free to keep them coming through.

David: Yup.

Edward: And here’s the thing that I like about David Coster’s take. There’s a lot of things that I like about David and the thing is I’ll say it straight up, I actually don’t agree with everything that David says.

David: (Laughs).

Edward: David said some stuff which I just think is plainly wrong and incorrect.

David: (Laughs).

Edward: And I’ve got plenty of examples to prove it. David equally speaking also has plenty of examples to justify why he’s correct. Okay. Um, and but the … David is … is an ethical kind man and to me, even though I don’t agree with him on everything, to me the fact that we have two different points of view and we come together and we discuss it very professionally, to me, both heights are understanding, so that’s why tonight, we’re going to really give you those two perspectives. And of course, please send us questions and more questions make our jobs much better.

So you know without further ado, I want to give it away to David Coster, so David Coster, the floor is yours. Yeah (claps).

David: Fantastic. Thank you very much Ed. Guys, I’d … I’d like to start with saying a difference between um, marketing selling from my point of view and I’m sure I’m going to get Ed to jump in at some point. Um for me, the cutoff point is what we call leads. Your marketer, if he’s doing his job right, you’re getting lots and lots of people walking up to your door having a look at what you’re doing. And that’s where I start calling my lead. A salesperson will take over at that point. Now in marketing, they will … you’ll talk to your marketer. Your marketer will say look we’ll get these people in. You’ll get in one in ten buying.

A salesperson will look at those ten people coming in and go, there are two people who are almost ready to buy but they have questions. They’re not going to ask if I don’t approach them. And my job as a salesperson has always been to approach the other nine people who haven’t handed money over the counter and just talk to them. Have a conversation and find out what it is that’s holding them back. Now, the idealistic two which gives you a much bit of return on your marketing dollar.

Edward: Yeah, I don’t think it’s a very good take. You know, it’s um, there is … (laughs) …

David: (Laughs).

Edward: Now on a side note, Connie, a friend of mine … she’s goes ha ha, there’s something wrong with my … finds it’s just Ed’s breaking voice. Yeah, I know. I’ve got a … I’ve got a really bad cold and I could barely, so that’s funny. I’m gonna sound like a side bull of something but … yeah look, my take on that one is um, yeah, I couldn’t agree with you more. I think you know, uh, uh, when you sort of div … marketing sales overlap quite a bit, but just by the professions for the moment.

You know, marketing is generally about image, pricing, and brand and getting people as excited as possible (laughs) uh when they rock up and of course, selling is to me, at least in this context is that either that telephone or even email or face to face interaction which gets people from interested to actually converting and um, you know, and I’m … what I’ve seen is that and this is … more talking in the retail to be a marketing manager, a medium-sized bakery café franchise. And what would happen was that I could come with the best promotion ever, but the staff didn’t endorse it, it would just tip over and then the … and the operations will blame me which was just great. So yeah there’s always a bit of a tension between sales and marketing companies, isn’t it, David?

David: Yeah, absolutely. You know, we’ll have marketers do an amazing promotion and if you see that the sales staff don’t get in behind it and go up and ask the questions, it will fold flat. But equally the sales staff will be signed with one marketing campaign done for a particular reason and the … the marketing people will go off on a completely different track. The two have different responsibilities and there’s a bit of clash eye grip because we both see the customers.

Edward: Yeah and what makes it interesting is in a small business, in a big company you have a sales department, a marketing department, usual and … and … and quite often, usually marketing either reports to sales or in some companies sales reports to marketing or both just report to the CEO and they both have equal political power.

David: (Laughs).

Edward: But quite often in a small business, it’s you. You’re the salesman and the marketer and you just have to suck it, you know, and … and … and that’s the humor of it. Um, so yeah, so now really good David. I think it’s going great and get your questions through.

David: Fantastic. Okay, so this is my take on selling. As Ed said, yeah, it’s about values. Yeah. So you know, it’s about the values you have as a person and you have as a … as a business. So, what is it that you do the best? How do you see yourself in terms of are you all about the money and the deal, because we’ve all seen businesses that are out there. Are you always about the lowest price? Are you about community spirit? Um, are you about making sure that it’s a win-win situation with you and your customer at every time.

Now obviously are endorsed having the best values, the ones that create a win-win for you and your … your customer, um and look towards long term profitable business, because as a salesperson, one thing I learned um, particularly selling over the phone as I did for a long time very rarely does the company make money off my first sale. The cost of me calling at all of those people or contacting all of those people to get that first sale on a call basis would generally be more than the company got back on that first sale, so if we didn’t create a relationship in ongoing business, the company would have gone broke.

Edward: Yeah and that’s a very good interpretation, because um, what we say marketing is all about lifetime value. So if you’ll, let’s say um, like in my business on average, people stay with me for about a year. So let’s say I’m charging someone $400 bucks a month. If I get him as a client, man, that’s like $400 bucks. What’s really important in selling is considering that lifetime value and also as you do a good job and you deliver a great product that’s honest, you get referrals from that person too, so it’s great to really keep that idea.

David: And you can sort of say how a good sales thing will reinforce what marketing is all about and it’s important that you keep yourselves staying in line with your values at all time. Now although, I said it’s about flexibility, you’ve um, heard my first sales call and that was definitely not about flexibility. I was not prepared for anything other than a straight line conversation. So, you’ll see a lot of people and you’ll be the same like I was when I started out, you’ll have a script and that script will be very tight initially, but what you’ll find over time is you’ll throw the script away, because you know what you’re benefits are.

You know the key points that you have to mention on a call, but you prepare to let the customer drive the conversation more and more. And the more you do that, the more they engage. So, it’s a journey. Don’t worry about the fact that you know, you’ll sit beside someone, I’ll pick up the phone and have this amazing conversation about standing in front of the client. Up front, you will get there, but you do have to do the miles to practice. And that’s when the mindset comes in, because as you’re making calls, as you’re seeing people, you’ll hear the word no more than you’ll hear the word yes. It’s just the fact of business and one of the things we always say in sales is every single no you get is one step closer to that yes and you just have to do the yards.

Edward: Yeah, very … very well put. And I couldn’t agree with you more and I’ve got no voice. So yeah, you got the next line all right, ha ha ha.

David: (Laughs) Fantastic. Okay. So, this is how I base myself success in my sales training. Um, there were four key box that I always thought mattered. Your product will serve as what it is you’re doing and it differs. We’ll go through a couple of slides to explain that a bit later. Your knowledge and your experience; now, I don’t know, some of you have been selling and marketing for a number of years and you’ve got some good strategies in place already and you may just be looking for that little extra edge.

Some of you may be starting out and looking for, I guess, the words to be able to look and uh, build that knowledge and experience around. And that’s where most people stop with their sales training. They … they get a script. They know their product and they go out. But if you really want to get good, the bottom two boxes really count. You have to know your customer and by that, I mean um, your customer has a personality. They’re human being. Some uh, like myself, very high energy, very driven, um but very focused. So when they come in to see you, there’re not interested in talking about you know, their weekend, they’re interested in about the technical aspects of the … the inquiry.

Others like Ed are a bit more social and so Ed would relish a conversation that built a connection um, at every stage. And so, sorry Ed …

Edward: Yeah and I think that’s a really good insight and um, one question that we got. It was from Sebastian actually. What would be a professional way to keep in touch with a client when you close the job? I think it’s a great question. It comes down to knowing your product, knowing your customer, and um, personally, what I think when it comes to you know, contact the customers, use that as a great. It depends on the job might be … you might check in every couple of months, a month after the job. Use sales versus having it checked six months later and that way you might get more work or referral. Uh, what do you think, David?

David: Yeah, I think it’s a fantastic question uh, Sebastian. It ties in exactly what we’re saying know your customer, because you know, I use four basic personality types. There are possibly … possibly more and there are different ways in looking at them, but if you know your customer, you’ll choose the way of keeping in touch with them that’s appropriate. Support it. Invite him out for a coffee chat is a great way of doing it.

For me, keeping me up to date with what’s going on in the business, so yeah, we’ve … maybe we’ve arranged to build a boat together for example. Yeah, and what you can then do is keep me up to date with where the progress of the boat is because that’s what interests me. With the other two, you know, it’ll be about family and relationships or just more technical aspects and making sure they are aware of what’s happening.

So different personality types will have different ways to keep in touch, but that’s the idea. Um, and the fourth box is all about you. Now the same way that your customers and personality and natural things so do you. The deal with that is knowing yourself allows you to re … to realize how you naturally will react to certain personality types. Myself being very driven, focused, and high energy, I naturally have a difficulty understanding the people who are more relaxed and family orientated. Um, you know, so when I run across someone who’s talking about their children, about a relaxing barbeque on the weekend, and um, organizing family events, I have to put extra effort in with that customer more so than I would with others.

Edward: And beautiful inside and I’ve lost my voice (laughs).

David: Fantastic. So what is the time Ed? It is now … it is now 7:30 and this is the officially the day show. So Ed … Ed, we may not be hearing from him again. So, what happens as you start with the targets you have looking for um, how much income you need to run the business. Now, you’ve got an accountant I’m sure with them. You’ve already been discussing what you need in the business in terms of you know, you’ve got costs, you’ve got things that you need to run a business. You’ve got things in your own personal life.

That side of things gives you a target for the income you need. Some of it will come in through natural marketing and now you’re going to have the fun part. The actual part of approaching this to customers and getting some more money out of them. And I like to look at it a number of ways. You have hot leads. These are people you’ve done business with before. They are amazing. Um, and most people I know don’t go back to them. They don’t build that relationship and so they do one unique piece of business and they haven’t started talking to them about the nicks and what you can do for them before the first of it is finished. And yet, these people know you, they love you, and they trust you with their money and life.

So, one sales I would definitely go is if you’re already doing business with someone before you finish that job, start talking to them about the next thing. They will love you for it.

Edward: Yeah and I think it’s the thing and we even say as a marketer you know, if it going cold and building our relationships at work whereas if they’ve already got uh, uh, a relationship with you and your company, it’s a lot easier and much faster.

David: So using your hot leads is like bombing. So you need to pull out your list of existing customers and look at the last time you contacted them and the last time that you guys um, did business together. And then you need to contact them and always have a deal or reason for calling, but a lot of the time that’s just a superficial way of saying, hey I needed to touch base with you and rebuild that relationship.

The next … yes, there will be a recording. The next is obviously warm selling and that’s where people have contacted you with interest. So this is where your marketing has created results. Um, this is where um, you’ve got a lead off the website of a brochure or anything else, so they’re already interested in what you’re doing which is a great thing. Um, so from warm selling, you don’t have to put as much effort in to build the relationship they’re already talking.

And this is where the next part and it’s really about hunting, so it’s a different sort of behavior um, cold calling. And a lot of businesses when they talk to me about selling haven’t done anything with their hot leads and found and looked after them appropriately and they want to go straight to cold calling. I would advise against it. Get the hot leads going first. Get the money out of your marketing you’ve already done and then come and talk to me about cold calling, and be it, because that’s where you’ll put a lot of effort in for the smaller results.

Edward: Yeah and I really like the insight as well. Uh, okay, take over David (laughs).

David: (Laughs) Okay, Ed’s been doing really well. Tonight, he came in with only that much voice and he’s been using a product called Vocalized and it’s got him through this far. So as a salesman, I will tell you, Vocalized works. It’s a wonderful product.

Edward: What I’m trying to get out here which is important is that it’s always good to start those people that are most interested in you. And I always say as a marketer, you know, when you start people that are called, some you have to, but it’s always low return. The people that want you, you get much, much higher … a much higher return. It’s great stuff.

David: Yeah. I’m 100% with you there, Ed. And it’s about using the right tools, so if you’re going to cold call, we need to look at the right tool. You know, you got a few there and I’ll just pick a few. My favorite one is um, people in professions who want to do a sale or book an appointment in the first call and it’s like I want to do a whole sales pitch, get somebody involved over the phone and then sign them up as a client. And then in fact what I find works best for a lot of businesses um, particularly professions or service businesses is what’s called appointment setting.

It’s a really short call where you just go and you say, “Hi, do you have an interest for this product? Do you have an interest for this service? Great! We now need to have a chat? How about you come into my office or I come into yours. We’ll set an appointment”

And you call them before you go to make sure obviously that they’re there, but you don’t discuss or try and seek business or even price because you don’t want they want. You’re about to go out and have a relationship building meeting.

And for all of your services, your businesses, it’s really important you look at appointment settings um, first and it’s the simplest outbound call you can do. So, rather than trying to do the whole sales pitch and get everything that’s unique about you over the phone, you need to say, “Are you interested? Great. Come and meet me.”

Edward: Yes and I think it’s well um, very, very insight and to me it about breaking down the process and just doing one part at a time.

David: Mm-hmm (Affirmative). So other things that I’ve done. I’ll get to cold calling selling last because it’s the one that everybody really um, spends the most time doing, but they tend to forget powerful tools um, for customer connection such as surveys. Calling somebody up and asking for their opinion particularly if that number’s been with you before gives you a lot of feedback very quickly and it’s a powerful way of building uh, genuine concern with the … (laughs) genuine concern with your customer.

There’s a lot of concern for coordinating his voice here. I am going to keep working. Lead generation is a simple way of calling out and saying, again, are you interested? Can I have some details? Who’s the appropriate person to contact short sharp thing to do? And obviously, doing the competition and calling someone out with the idea of a competition, you can also link that into lead generation and surveys as well.

When we get into cold call selling, this is where you need to really put the effort and do the preparation, so I would get a sales leader in a sales team. I would get a brief from a customer. The person I had to do from a sales perspective was a brief apart to look for what was unique about that kind and we would say, these are the features of what they do. So this was actually things like um, they have credit card or reward points on the credit card, I’ll just use that. Everybody’s probably seen a credit card in their life.

That’s the feature. The advantage of a flight is you get to go somewhere you like within reason. The advantage of points is that you have a number of belches and things that you get for free for doing something you’re were going to do like spend money on groceries. The advantage to you as a customer which is a language I would then talk in is those reward points are flexible. You can choose them for travel. You can choose them for groceries. You can choose them for products. But all four doing what you’ve always done.

The benefit for the flight is you don’t always want … uh, you don’t always put money aside to get away. But with this flight on the credit card, you can guarantee you’re going to get one triple way to give yourself a break and that is important.

So, when you’re talking to customers in a cold selling business, you’re always talking in a language of what’s important to them and how it benefits them. Um, and we call that an FAB technique and it’s something we can teach and work with you. I might even put something together for people later, yeah?

And using these tools, you now have a bit of flexibility for how you’re going to approach it, so if you’re doing a direct product, I love cold calling. I’ve done a lot of it and sold a lot of products. I’ve done it for the you know, those wonderful advertisements on TV, editorials. I’ve done those. I’ve done credit cards. I’ve sold fridges. It’s been a lot of fun, but of course, style counts too.

Edward: And … and … and coming out from a … a marketing point of view, it’s all about having a great product, ha ha ha

David: Fantastic and Ed’s right. If you’ve got a rubbish product, you’re just not going to get the reputation to survive. Oh come on Ed, you can’t just get away with typing. They’ve got to hear it. Okay, but you know, if you don’t … if you don’t have a good product the first your marketing guy is going to tell you to go back, we’re not going to talk selling.

But here, style counts. Now people, everything’s about relationship based. A lot of you will hear about selling is what they call relationship basis. Let’s go out and make a friendship with someone. Get really close. And the market as we’ll talk about is a big thing. It’s not the only way. Although it is a main one we’re using at the moment. Now depending on your product, you may need to use a different way.

Fear based on negative selling is a favorite of the insurance industry. The first thing they do is talk to you about the cost of losing your loved one. The cost of losing your house. What would happen to your children if you weren’t there to support them? Create the fear. Now, they can come in and give you a solution.

And that works very well on the insurance industry. You may have a product that requires it, so you may find as I do with accountants, fear a little bit of fear by selling is a great thing. Yeah, what happens if the Tax Office knocks on your door and you haven’t had your tax return done professionally?

Edward: Yeah, and even the world’s top religions often use that technique. Now what happens when you die? Where are you going to go? That sort of thing.

David: Oh, I hadn’t thought about that. Come here. Chat soon. Now okay. Reverse selling is … is exactly that. I go to you and I … I initially seem to offer it to you and as soon as you show any interest, I go, “Mmm, maybe it’s not for you.”

Ed, I’m sorry but you just can’t play that computer game tonight.

Edward: But I want it!

David: Exactly. But you know what, I don’t think you can afford it. The reality is that if you play that computer game tonight, your business is going to suffer a little.

Edward: I was playing it last night.

David: I get that. So you can see how this works. And there were all sorts of things. The trick is when you’re choosing the style for your sales prices is to make sure it’s congruent with your business values. So, there’s no point going negative selling if your … if your … one of your values is about win-win, because uh, with the negative selling technique, the customer may not always win.

Fantastic. Ed, if we could go to the next slide please? Fantastic. But we’ve done the sale, because obviously, we’ve got there. Now it’s all about not leaving money on the table and this is a part that businesses often fail on. They’ve got the initial sale. It’s got us $400 per … per hour. Sorry, I’m just borrowing it from earlier. Um, and now engaging him on a monthly basis, but what else could have happened? Well, it could’ve added on additional services for me.

As you do, I mean, I … I use the example of selling cameras here. I … I sold them for a while for a company in. You buy your base model camera and you can then add services on. We call it cross selling. I could add a case. I could add a tripod. I could add extra lenses and all of these increases the value of that one contact or I cannot sell a bigger camera with a bigger lens with a more megapixels. I’m not sure what they mean anymore, but they’re there. And then there’s an even bigger one with even more megapixels and a bigger lens. And it’s just goes on, so that’s your up selling and you can do both.

Edward: Would … would you like fries with that?

David: Oh my favorite up sells of all time. Unfortunately, McDonald’s have stopped that. “Would you like fries with that” was one of the most famous up sells. Now they included in the um … in the bundle and we’ll talk about bundles soon; the parabundling and I really think they should be going, “Would you like an apple pie with that” because I can’t think the last time anyone sold me an apple pie at McDonald’s.

And so to give you an idea when they did the “Would you like fries with that,” the average profit because of fries are ridiculously cheap to make, the average profit per sale from McDonald’s went up 25%. So the cost of the burger verses the profit on a burger is much smaller than it is on the fries, so you get your dollar fries and they would make a lot more money.

Edward: And even in cafes … I’ll type this one out.

David: (Laughs) Yeah, even in cafes. Fantastic, exactly. Selling the muffin, the cake can make a difference. One thing that I would like to say here and it’s one of my favorite up sells that people don’t realize in restaurants in on the wine menu. If you ever buy wine, most people will take the second least expensive. So if you’ve got three bottles you’ve given a choice of, you don’t want your date to think you’re cheap, so you don’t buy the cheapest bottle of wine. You buy the second cheapest and you know, the other one just looks really good on the menu and hardly selling.

What most people don’t realize is that restaurants hacking up on this now deliberately sell the cheapest wine in the second slot. So they make more profit of the second most expensive. How can small be better? Let’s go to the next line.

So obviously on the up sell and the cross sell one, the idea is to have extra services there, so um, when you’re doing your marketing, what other things naturally come with it? Ed? Sorry, if you want to type it in so good. But with your marketing, could you also do a uh, uh, sales training event? Could you also um, do a bit of training for people? Yeah, could you have a more involved marketing process? Could you then take over the marketing for a company, so that’s your up selling to the point where they just walk away and say it leave it all in my hands. So you can offer more hours or more consulting. But I’m always about offering assign hours and adding more in so you get more profit, because at the end of the day, if it’s always about hours, then you’ve only got a limited supply of those. We’ve got an unlimited supply of manuals. You’ve got an unlimited supply of CDs, DVDs and recordings such as this.

So when you’re looking at the extra products for your business, you do want the things that don’t involve too much more of your time. It’s about increasing profit rather than increasing effort. Fantastic.

So moving on to pipelines and planning your sales, because as you’ve seen with the previous two slides, you’ve got a range of techniques that can be taught you to earn selling and you’ve got a range of sales and combining them gives you a lot of options. And different sorts of sales will have different conversion rates, so when I’m cold calling and doing a simple product, one cold one sale. It’s a very simple pipeline. So a pipeline is the way in which the sale is constructed whereas an appointment setting, I had my first call and my first conversion rate on how many appointments per call I set.

So, if I make 100 calls and get 10 appointments, that’s a 10% conversion rate, but then the next step is poor Ed has to go out and speak to the client and he has that one hour coffee chat. And it might convert at 50%, so one in two of those, so now one in twenty of the people I called are moving onto the next process. And after that coffee chat and he’s converted and he’s got them in, after the first months of business, he may find that he’s got a 95% conversation rate. Now that’s great, but it does mean that you know, you’ve got to work backwards on your pipeline to plan your numbers so that you get the right result at the end.

And the pipelines is definitely about constructing based on who you’re selling to, what you’re selling, and the size of the sales, so for myself, if I’m selling a product at $10, I’m going to make a lot of those sales in a short time. If I’m selling houses at … as an investment option at $250,000 or half a million dollars, I may only do one or two of those a month.

Those differences mean that your pipelines need to be constructed differently and this is where you start to get control of your sales prices by having and knowing what you’re doing and each interaction with a customer, you can then group them into appropriate pipelines and you can then start to look at the profit based on each pipeline. You can start to look at um, the if it involved any pipeline and you can start to put your effort into the areas that make you the most money and that’s the same with product, services, accountants, lawyers, Edward?

Edward: Exactly. All are different.

David: Hmm, but also so are customers. You can group them and in that grouping, you then get efficiency so you can say I’m going to appointment to see these people. I’m going to cold call these people. These are the ones I must warm call every single week to touch base and keep that relationship going and these are the guys who are quite happy for me to call every month and by making sure that you … you then do it, you can pull it into your plan, you can plan your time efficiently and you can get maximum results at your sales times.

I haven’t done a slide for sales time, so do you mind if we just take a slide in? Sales times is something that every single business needs to do properly. If you do not do a set amount of sales time every week regardless of whether you’re busy or not, what will happen is you’ll get a uh, a delayed reaction. In the weeks in which you do sales, the weeks afterwards, you’ll get busier. When you get busy and you choose not to do sales or selling, you’ll find that you get less leads in the following weeks. So your business starts to look like the sea, very wavy.

If you’ve chosen to have control of your business, it means you need to dedicate a certain amount of sales time and a good time for your clients, so you don’t dictate when it’s a good time to sell, your clients do. And with that, that discipline of insisting that you do it no matter how busy you are, you will find that you have an even flow of business. You don’t panic anymore about whether or not your business is going to make you money.

Edward: A very good insight indeed. Can you guys just let you know, can you guys hear me whispering?

David: Please, please let Ed know if you can hear him whispering. He’s quite … quite impressed with that. So um, Ed, we’re now, as you said, bundling for business. Fantastic. Everyone can hear. They are quite amused, Ed.

Edward: Thank you everyone. I’m glad that you can hear me, so I’m going to sell like I’m whispering.

David: Fantastic. So on this slide you can see some businesses and you can see straight away it makes sense to bundle for some. Optus is a sensible one as they have broadband services, broadband TV and phone, all about communication, but it’s a great way of getting you into for that extra product.

I know most of us will have a home phone, maybe not so much anymore, but if you get a discount on your broadband, why not have one? If you also pick up internet TV with it, you see, it’s lots at and they get more money, more profit. So bundling for the idea of using services that are very strong to add additional services in where you may not be the strongest to lock out the competition works really well.

Edward: And this … this is also where we can build good channel partners and relationships and business. Did you want to speak a bit about that, David?

David: Okay. Not quite where it’s going, but we’ll go there. So hannel partners uh, really important as well, so it may or natural match being different ends of the spectrum. So we could work very well together. Having setting up all the strategy for the company and then getting me into take over the sales team and run to get the best results. As a group that would mean for the company that they then maximize the intern. Yes, Luke.

Coca-Cola doesn’t bundle at all despite their product. They will discount and that’s another option that you have with different, products and services. With products, a lot of the time people lead with discounts. And making it cheaper, particularly at their high end of consumables, but then you have things like that. Have you heard of that, Ed?

Edward: No, I haven’t.

David: Fantastic. What’s a something worth?

Edward: I don’t know about $3 bucks of something.

David: Fantastic. If you’re buying it at home, but what’s it worth to a trades person.

Edward: I have no idea.

David: Would you believe that I can sell the same something to a trade’s person in a particular package for ten times the cost I can sell it to you.

Edward: How does that work?

David: I sell it to him on the value, so when I sell it to him in … in a nice package, it looks better. It looks better and it looks high quality. Mostly based around the packaging, I don’t know which marketing guys order that, but the idea is that he’s going to be using that to build a house where I’m going to leave it sitting in the toolbox. To me, it’s worth $3. To him, if it … if it doesn’t do the job, he loses money, so it needs to be high quality and he’s prepared to pay for that.

Edward: This what comes down to, having a very good professional image that is strong brand so you look professional in premium and that helps your sales very nicely, doesn’t it David?

David: It does. You cannot do well in sales without a good marketer. It’s simple so you’ll find often if you don’t have a good … a good marketer, the salesperson will take over that role and con … you know, conversely if the sales team doesn’t do their job, the marketing person will push simply because we are … we are working together. Fantastic.

Other things that bundle well is obviously food. Oops, sorry. How are we going for time? Sorry, Ed. Good? Fantastic.

So, you know, you’ve got your services, whereas it’s said, they’re more about strategic alliances and bundling, although occasionally you can find part of a service that can be bundled like a product. So if I’m an accountant doing tax returns even and bank statement even though they have a service, they can be treated like a product if you market them properly. Okay. Fantastic. Thank you.

This is something I talked about at a … sorry, the ten minute chats in North Sydney recently and I feel quite strongly about this. At the moment, there’s a lot of people, marketers and others saying to us, should we give free advice? So the idea of getting a client in and sitting down and talking to them for an hour at a time and giving them a taste of our service.

Now it’s something that I believe that has value at certain points in time. If you’re the only person in the market who’s doing it, then it becomes a point of difference and a sales advantage. If everybody in the market is doing it, then it becomes something where others, are able to take advantage of that by dipping, so you’ll find a person who will come to you for advice and into the next person for advice and the next person. And by the time, if you use three free hours from three professionals which is obviously not getting paid for, they pretty much got the answer they wanted and … and move forward without engaging anyone.

So free advice is something I say look at the market. If everybody’s doing it, it’s time to stop and what you see with the market lead is now is that they’re choosing to say, “Look, I don’t mind giving you free advice on the basis that you engage me. So by all means come in and have a chat and I’ll give you some of my services.”

Now, I normally charge them out at $300, $400 an hour, but at the end of this, you choose not to engage to me, I’ll give you a discount, you just pay $50 and that’s a way of recovering some of the cost, but more important, people who aren’t serious, don’t come and that’s important to you because your time in this free advice situation is really important. You don’t want to be during the day where you do four hours of your time on free advice without a return.

Edward: So David, when it comes to selling your services, how do you make an intangible tangible when it comes to selling?

David: Fantastic. There’s a number of ways of … of doing it, so what it means by intangible. I have a service. I’m an accountant. Uh, I have a service on my sales advisor. It has a service. He’s a marketer. All of these things are extremely knowledge based, but it’s not a lot yet you should carry out with you. o the tangible is where you have a physical product and that’s what I recommend you have a report. Not in an email, but you actually print it out, put it in a folder, and send it to them. Something physical that they can show that they’ve got for the money they’ve spent.

So, what I’ve done with my clients is we have a meeting, I give them some advice. I actually have customizable documents that are then, say, oh we’ve talked about a particular sales prices. Great, I’ll add that in. I’ll put their name in the front. Put it up. Put it in a nice cover and I send it to them. They can now start adding that to their library. It makes my intangible advising service something that they have immediately available at all times. And I recommend that for anybody who’s in the intangibles.

For those of you who are selling tangible things, you’re immediately able to, give somebody something physical. And the funniest thing when I was cold calling was how quickly we got the … the tangible out to them, because you can imagine going home to your partner.

If you go home to your partner and you say, I’ve just spent $10,000 on an education course, your partner may have some questions. If you say I’ve spent $10,000 on an education course and look at the folders I’ve sent you and you’ve got four big binder folders, it’s a little harder for her to say something. And so, in the intangible industry having something to leave with the client or give the client very quickly after a meeting is a vital importance.

Edward: And also of course, it’s great to have very good sales material at the start to help you get the client that documents what you do. What do you think a good sales material, David?

David: Good sales material. Marketing people love it. As a salesperson, I like it only if the client has shown an interest. So it means I’ve got to have done my job first. These marketing material and marketing material is vital. It creates interest. It creates uh, uh a picture of what I’m about to represent and I … I would say nothing against marketing material. Sales material on the other hand while I’m explaining it, it’s good. I never leave it with a client unless they’ve shown solid interest or bought the sale.

There are too many sales people who have taken the easy pitch out and you go in with the sales material and the person says, just leave it with me. I’ll have a look at it later. And if the salesperson walks out and leaves with it, that they have not done their job, because your job as a salesperson is to get a client to say one of two words. Can you guess what they are, Ed? You don’t have to say it.

Edward: Yes or yes.

David: Yes or no. It doesn’t matter which one the client says. My job is the marketing’s done his. The client has made some interest. My job as a salesperson is to convert that interest into either solid results or right there when I’m talking to them disinterest. It doesn’t mean they won’t come back and buy, but if I walk out and the odds are still maybe, why did I go? And that’s … that’s one of the things I … I recommend in your sales. Getting a no doesn’t matter, because the no only applies to the tone. You asked that right there and then. It doesn’t mean they never want to do business with you. It doesn’t mean they don’t come back around. It just means right there and then they weren’t meant to say yes.

But if you don’t ask and don’t get the no, you’re going to miss out on some yes’s and that’s vital.

Edward: So, David how is selling over the phone and face to face different?

David: Well, it’s the level of communication. All the basic skills are the same, but when I’m standing in front of you, you can read my body language 100%. You can see my face. You can watch my hands. You can see whether I’m comfortable with what I’m saying or whether I’m distancing myself from it and you can judge my integrity.

Over the phone as you are on this webinar, you’ve only got my voice to judge, so as Ed’s watching them, my hands are waving around. I’m a very physical talker. I’m a very expressive talker. Face to face the client gets to see all of that and it’s a faster way to build trust. However, you know, it’s a time factor. The cost of getting in front of a customer has to be considered when you’re looking at how you sell. So, I’ll spend a lot of my time on the phone using my voice to portray that using the tone and the tone you are hearing now.

Again, sorry any questions you’ve got coming up as well. Let’s put it up there for you all. Please get them ready. We’ve just got one more slide, I’m ready to say, because we’re getting ready for the next three things you need to do. Hopefully out of this, you’ve got some questions that you need answered or you’ve got some new things that you’re considering doing.

Either way, I’m happy to receive questions by email. I’m happy to receive, feedback there. But the most important thing now is take action. Do something. Engage at customer. Drive to get a yes or no. Take action. Pick up that phone, get in front of a customer and make a difference. Take action. Set time for you to make sales on a regular basis. Fantastic.

Edward: Amazing. I’m going to sleep more. I don’t have a voice and what I want you to do is David’s actually going to read out the rest of the slides and he’s actually do the whole webinar please continue questions. Go David, David!

David: Woohoo! Fantastic. Guys, it’s now time. Thank you very much for listening to the webinar. It’s been my first one and it’s been really fun. Ed’s been waving, pointing signs, making faces, and I … I think he’s a champion for carrying on with the webinar with the voice he had, so um, Ed, thank you so much.

Edward: Thank you.

David: But now it’s time for you to sit back and have some time for yourself. Grab a cup of coffee. Grab a cup of coffee, tea, sit back, reflect on this. If you can’t think of a question now and it comes up later, by all means, send it through. We’re happy. Plot your next move. Get ready to do something different.

And then as it would say swing hard. Get in there with style and get back, engage in your customer. Make sure that whatever your next move is it’s ruthless and it’s a result. Thank you and make it happen your way. Remember your values are important. It’s not just a robotic script or sales process to get a result, it’s you that counts.

Fantastic. And this is a half sale. Ed loves being hard and I’m … I’m a salesperson. I just like getting sales, so you know, by all means. I’m a sales mentor um, so if you need a hand with personal selling, face to face, anything like that, I’m it. Give me a call. It’s a marketing mentor and as we’ve said, he is all about his sales, his tactic, his strategy, getting people in the door that are ready to do business with you. I’m here to help you convert them.

So contact me through excellenceabove.com.au and uh, myself through getthatsale@outlook.com. Very simple. Ed, again, I can’t say thank you enough. It’s been awesome and as my first webinar, what will happen guys is I … you’ll find that I will be running a series of sales webinars starting next year, so I’ll be getting some additional assistance for ways on how to run one myself. Please give me any feedback you’d like and more importantly, if you’ve got things you would like me to cover in webinars coming up, please let me know that as well.

Edward: Excellent guys, thank you. We can stop the recording! Thank you everyone!

David: (Laughs) Thank you guys. It’s been amazing and I appreciate you being here on a Thursday night. Look forward to talking with you also.

The Importance of Reinventing Yourself: Right Apple?

Bill Gates and Steve Jobs from Fortune Magazine in 1991.  Two amazing leaders of industry who had an amazing "Frenemy" relationship at times.  These two guys are awesome in my book!

Bill Gates and Steve Jobs from Fortune Magazine in 1991. Two amazing leaders of industry who had an amazing “Frenemy” relationship at times. These two guys are awesome in my book!

I never thought I would ever say this, but Microsoft is now finally cool and for once Apple has lost it luster.  As I read articles, go around town talking to people – the original sexiness, enthusiasm and general respect for Apple is going.

I am obviously a PC / Microsoft man from way back and yes, I hate Apple! But I want to shine the spotlight on how awesome Steve Jobs was.  Even thought I was on the other side of the computing fence, I thought Steve Jobs was awesome and he is the guy that got many PC users like me using:

– iPods, iPhones, iPads, iTunes!

Steve Jobs passing was a sad day for many (including me) and talking more business – many analysts gave strong commentary on this being the turning point down of Apple.  Without looking at their finances, doing a full analysis or anything like that – I am more giving street commentary on Apple.

Since Steve passed on they haven’t really done anything ground breaking.  In fact, they have had some blunders that would never have been allowed out previously. Defective iMaps with forcing Google Maps off, iPad Mini’s with poor resolution, iCloud, mediocre new product releases with marginal improvements and a borderline “Cultist” culture that doesn’t appear to quite wash anymore.

Microsoft sucked for a while too and you got to give it to Apple – their Laptops and Mobile devices were awesome in the original days.  However when you compare them now to the Windows 8.1 Touch Screen options – it’s the other way around. Apple are looking tired and old, compared to powerful PC options (which are also often cheaper with more computing power).

If I go to say JB Hi-Fi (an Australian massive Electronics and Entertainment Retailer) Windows and Google Devices own most of the retail space.  People seem to be enjoying the Google Tablets more and if I say go through some shopping malls – the XBOX displays are surrounded by “Cool Kids” loving it.

Even the people I know and considered Apple Zealots aren’t that passionate anymore.  Originally there arguments were “Apple are better and you and your PC’s suck Edward” and they were right! But since the lack of innovations and PCs devices catching up (and exceeding in many areas) most are are more deflated saying “Well, I like Apple more because I am used to it”.

That I think is quite telling in itself.  As they no longer have technical superiority, they are arguing more from an emotional perspective.  I have had many friends go back to PCs / Google / Microsoft based systems as the emotional side just doesn’t wash forever.

Giving more commentary here as a technologist (and not a stock analyst) these are hardly good signs for Apple.  Sure people tell me they have billions of dollars and can last years – and I am not saying “Apple are going down” or anything like that – but I think they are more withdrawing on their “Steve Jobs” brownie points and are doing little today to top that up.

I think it’s very fair to say that Apple have lost their innovation (and I am hardly the only person saying that).  Sure they have released new products with marginal improvements whereas you can see Microsoft striving as quickly as possible to get it’s Windows 8.1 right, catch up from it’s own falling behind in the Tablet Market and in particular really lead the whole “Touch Screen” them when it comes to all forms of computing.  Apple have released only minor increments for a while and although their extreme zealots tell me “Something secret is coming” – until that happens, it’s very hard to say anything otherwise.  But you never know! Things in business move quickly.

Who ever thought Nokia would get bought out by Microsoft? Blackberry go down? The big old film companies disappearing? You just don’t know sometimes and things can turn on a dime in this world!

As per the headline of this article, I think there is a potent lesson for awesome people like us as Small Business Owners and Entrepreneurs. Regardless of whatever success or failure you have had – things can turn very quickly. What I get out of the Microsoft / Google / PC Vs. Apple battle is that you have to constantly reinvent yourself. Many of my awesomely successful clients and colleagues do that and talking personally I had to do the same thing last year! I was getting feedback from very credible sources saying “Edward we like you, but you are a slob and a bit negative”.

So what did I do? A massive makeover, tons of positivity (but realistic positivity – I don’t like this visualize stuff over taking action) and the feedback has been totally amazing.

That change I did was inspired to me by Microsoft.  Those guys really dropped the ball with the whole Mobile / Tablet market and for a while Sony was whipping them with gaming.  Microsoft have worked their butts off to not only catch up – but in some areas they are clearly leading (e.g. Integrated Operating Systems, Gaming Market, Touchscreen, Work and Productivity).

Sure in some areas Apple are still whipping them, but the gap has diminished somewhat and it won’t take much more for this gap to be against Apple. Learning from a warning, you don’t want to be Microsoft playing catch-up nor be Apple slowly losing / insulting the awesome results Steve Jobs helped to create.

My lesson and advice as Awesome Small Business Owners and entrepreneurs? Always be on the edge and looking to keep reinventing yourself and constantly tweaking and improving.    If you are behind like I was or “Doing a Microsoft” – may I suggest it’s time for you to reinvent yourself and go really hard! Then when you are ahead, then constantly tweak yourself so it stays that way.  It’s my strategy and it’s working beautifully for me.

That is the big awesome key to success in my book and as always, if you want to learn more new Awesome Sales & Marketing Strategies check out my Awesome Marketing Vault!

Have a great day / night everyone and God Bless!

Edward Zia – Marketing Mentor and Man who is happy that Microsoft is Winning!

Australia is AWESOME: The Best Place on Earth to be an Entrepreneur!

Do I love my great country of Australia? Me wrapping up in Liberal Banner at our recent election says "YES".  Proud to be an Australian and Australia Day 2014 rocked!

Do I love my great country of Australia? Me being wrapped up in Liberal Banner at our recent election says “YES”. Proud to be an Australian and Australia Day 2014 rocked!

I love Australia.  I fought for my country.  I get upset when people say bad things about it. I love seeing the Australian flag.  I love the Queen and our British origins and as an Entrepreneur I think it’s an amazing place to do business full of awesome people!

After just enjoying Australia Day (which is on January 26th each year) it’s a great chance to reflect on how awesome our country is.  Even thought I can’t say I have visited every continent on earth, I have certainly done some travelling to some of the wealthiest and poorest parts of the Planet Earth.

From watching children starve in the street to people with too much money killing themselves with food (go the Mid-West of North America! Loved it there) the world can be sometimes a terrifying yet equally amazing experience when one travels.

In becoming a successful entrepreneur and being blessed to help thousands of others, it’s really got me thinking on a range of levels as to why we as Australian’s are lucky to be here and it’s a place for people that want to make something for themselves.

I never used to think this way all the time.  During the Global Financial Crisis when I got washed up, relationship broke down and all that violin stuff I was quite angry at many things.  It was even angry at Australia, I felt for years that my great country let me down when I needed them the most.

Over time and developing my own sense of personal responsibility and pride I realized that Australia didn’t let me know. I let myself down! I didn’t appreciate or take advantage of the great country we live in and often put giving into my fears / comfort over everything else.

When I got this, I realized as an Entrepreneur who is trying to build a life for themselves by helping others, Australia is an awesome country for these Top 7 Reasons in my book:

1) Australia has great Mate-ship and people love supporting others when they trip over.

2) The Government really helps Small Business and supports them (not perfect, but they are trying!).

3) It’s one clean country!

4) It’s very safe with a relatively fair legal system.

5) There is a great business community who love watching others succeed.

6) The Coffee is really good and helps you work harder (trust me it sucks in the USA and UK)

7) It’s Australia People!

It sounds like I am going for Parliament and for the record I don’t certainly plan too – but I just thought I would use Australia Day as my opportunity to thank this great country for the success and friends I have.

My thinking and advice from all this? Australia is the land of opportunity and it’s what you make of it.  If you have great results, then great! If you are a bit bit bummed out like I was – it’s okay! Just open your mind, try new things and work hard in the right direction.  You will get there with the true Australian values of hard work and dedication!

And speaking of Awesome Australian Entrepreneurialism – check out my Awesome Marketing Vault! Top Marketing Strategies for fine Small Business Owners (boy I love getting that subtle sell in).

Thank you for taking the time to read this and God Bless from Edward Zia.  One Marketing Mentor and Proud Australian!

CRITICAL MOMENTS: Staring Down the Barrel and Your Final Choices

Lieutenant 1st Class Ellen Louise Ripley (played by Sigourney Weaver) in the classic James Cameron Film Aliens.  A truly awesome character that somehow always made the "Right" decision when the pressure is on.  She rocks! (Thank you to 20th Century Fox for the Image Use)

Lieutenant 1st Class Ellen Louise Ripley (played by Sigourney Weaver) in the classic James Cameron Film “Aliens”. A truly awesome character that somehow always made the “Right” decision when the pressure is on. She rocks and my friend Lauren Watts must channel this awesome hero (Thank you to 20th Century Fox for the Image Use)

Even though I have literally stared down barrels of guns aimed at my head and had my life flash before my eyes – when money is an issue in business, it can equally stir up confronting emotions about fear & survival.

Bringing in my “Peter Jackson” dark humor into things too, I get people asking me all the time “Wow Ed how did you overcome those life & death situations?”.  I usually laugh and respond saying “That was easy, overcoming unemployment during the GFC was the hard bit!”   When I was washed up and couldn’t pay my bills – it was a far worse feeling as it just hangs over to till you resolve your situation (which can take months – for me about 3 years of hard work).

Speaking to my friend & client Lauren Watts (from Miss Virtual Assistant) got me thinking on this type of issue in that she has survived many situations like this in her business and life.  If you don’t know Lauren (who of course I would like to dedicate this article too) – she is one tough, yet quite feminine woman who I am going to put in the Sigourney Weaver / Sarah Connor category as to women who are tough cookies and never melt under pressure!

In business, Lauren and I have survived quite a few crucial moments where we have been on the edge, about to lose everything and the stress and the hormones that kick in.

In my own personal experience, for a man of 35 I probably have had more of these than most and my recent one about over a year ago as I write this article was when my business was still quite small and most of my revenue came from one larger corporate client.

The situation I was in was quite unsustainable and the corporate knew I was financially reliant on them.  Over time the demands and pressures got more and more and I knew they were going to try something on me.  Right before Christmas 2012 they hit me with everything they had – there were unpaid invoices and I barely had enough money to make it through Christmas in one piece.

It was one of the hardest Christmas times in my life as I felt like “I got it wrong”.  That is, all of my bravo and ego, my 6 figure income in the old world, where was it? Still, I hardly did not wallow and deep down felt that it’s time for me to embrace change for the better.  I was faced with some critical choices and in reflection I realized that the day they hit me and I was facing losing the farm – it actually started 3 years before that.  That is, all of the previous choices I made to not working on my business and get new clients when I should have – set me up for that big “Near Failure” to come later.

When I was about to lose everything and I was quite metaphorically staring down the gun barrel, it made me look really deep within myself and think what must I do to turn things around.  Upon reflection I considered many things on a deep level and I made quite a few decisions – consciously I may add.

In this moment, I realize that “The current form of Edward cannot succeed”.  Reading my wording very carefully, it was my “current form”.  That is – I knew I had the potential to be a powerful entrepreneur, but in my current form – I was unable to achieve that.  So in order for me to turn my business and life around (which I did in 3 months!) I had to accept massive change and growth quickly.

Going back to awesome Lauren and my discussion with her on the phone during a fine Saturday afternoon – we all change.  Be it for the better or worse we change.  What I was able to successful do was do this more consciously and in creating my new form (which is who I am today) – I worked out that traits to take with me and leave behind.

I made a list of these and I recall my traits that I focused on were:

POSITIVE TRAITS – ONES TO GROW:

– Consistency & Focus.

– Honesty & Transparency.

– Intelligence & Entrepreneurialism.

– Charisma & Physical Health.

NEGATIVE TRAITS – ONES TO LEAVE BEHIND:

– Fear of Failure & Insecurity.

– In-authenticity & Pathetic Ego.

– Addictions and Comfort Eating.

– Envy & Jealously.

I was quite honest with myself and over time I have evolved to be a much more powerful version of myself.  I don’t even recognize myself in the mirror anymore and what I am proud of in my case is that it wasn’t luck – I created my new self.

That is, I made the decision to clean up my act – go from selfishness to helping the lives of others and go from lazing about to working harder than I ever have before (I wasn’t actually “Lazy” I more was fearful of doing certain activities and I focused in the wrong areas – this is what really cost me).

As Lauren and I traded war stories – we reflected on heroes and villains we know including how ones have changed.  Most of our awesome friends took the positive path and are benefiting and what hurt us both was watching some of our friends take the negative path.

We both took no pleasure in this discussion – as we reflected on people we once considered friends that when they themselves were “Staring down the barrel” they made very different choices to what we made.  Several of them are almost out of business (some are) and what really hurt me more – was that no matter what I could say or tried – they wouldn’t listen and they are out of the game.

Sure, you can logically argue that it’s their choice (and I agree), but unless you are a machine when friends move on (especially when they destroy themselves) nobody wins that situation.  You lose a friend who has been corrupted, they can often turn on you, then you can see them lose everything.

This has happened to me several times in 2013 and Lauren and I both agreed that at times when you are on the edge, you got be careful of the choices you make – be it consciously or subconsciously.  Several great friends who ultimately turned and moved on from me I could summarize thought quite differently.  That is, instead of say the positive path I think they embraced ideals of focusing on themselves, using others to get what they want and ultimately chasing the dollar over delivering results and value.

You could tell that they made a darkly decision and overtime you could see their humanity leaving them, their language changing, them push friends away from them and ultimately them not getting the financial or emotional results they want.  When you saw them, you could even see the pain behind the hostility in their eyes – and when they would lock onto me, you could see envy and rage influence they way they perceived me.  You would also hear increased chatter about them – it wasn’t just me, others would report similar experiences.  Talking business and money this is not good! You want the public liking you – not disliking you!  What confounds me is how we as humans can at times act out of emotion and not in our better interests (as I was certainly guilty of this type of behaviour at times when I was younger).

What was interesting is that in their minds, I think some thought they were getting back at me – and they are right.  By ignoring me or using me – they thought they could hurt me. They did succeed in that.  Not out of costing me money or success (in that my own power and success has grown), but more seeing the loss of innocence and seeing and old friend destroy themselves.  They hurt me by hurting themselves – I take no pleasure when I see old friends self-inflicting harm on themselves.

The ultimate tragedy is that they did it to themselves – and they have no one else to blame.   They didn’t wake up that day deciding to destroy their lives – they started walking that path some months ago (or even longer) to the point of today.

In reflecting on awesome Lauren and the lessons learned, I am very lucky that most I know have picked the positive side and we are working together at each others side to this day.  Many of the great people I am lucky to call friends and colleagues picked the positive and I personally see them getting stronger each day.

That to me brings me great joy and satisfaction and even thought I realize I can’t save everyone, the many I have helped (and who help me back) make it all worth living and fighting for.

My lesson and advice from this experience? Think carefully about how you are and who you want to become. When you are busy running your own Small Business and driving yourself as an Entrepreneur you are 100% responsible for your own thinking – so choose wisely! You may have done some things you aren’t too proud of – and that’s okay.  You can turn things around and get on the right track. Equally too, you may be winning and kicking total butt.  Just make sure you don’t let your ego take over like I did and get wiped out in the GFC x x

Focus on what you like about yourself and consciously grow it – and the things you don’t like about yourself, move away from them so only your AWESOMENESS remains! This is where life is at and it brings me nothing but total satisfaction I must say.

And of course, if you like Awesome Stuff – make sure you check out my Online Course THE AWESOME MARKETING VAULT packed full over powerhouse Sales & Marketing Strategies (I love getting that sell in LOL).

Thank you for reading this and if you are reading this – it means you are an awesome person for sure. So keep up the great work out there make your AWESOMENESS only more AWESOME!

God Bless and thank you from Edward Zia – Marketing Mentor and man who likes to embrace his positive side!

THE GONG: My Tribute to Awesome People – Who Make Me Awesome!

Spending time with some amazing people; Tiv Nightingale, Judith Dowsett and Emma Perrow (not pictured).  Positively enthused after spending a great day in THE GONG with these fine Awesome Operators!

Spending time with some amazing people; Tiv Nightingale, Judith Dowsett and Emma Perrow (not pictured). Positively enthused after spending a great day in THE GONG with these fine Awesome Operators!

I am Awesome! Wow, what an arrogant thing for me to say? Well, it’s true I am totally awesome. Before you think “Here we go again, give Edward Zia a bit of power and look at this Middle Eastern guy get an Ego” I would like to ask you to consider reading this article first.  Then you can judge me as arrogant or not LOL

The evening I am writing this article, I came from from a business trip down to a place we in NSW call “The Gong”.  It’s a reference to the amazing Regional Center Wollongong which is 82km  (51 miles) South of Sydney CBD.  It’s one of Australia’s Top 10 Cities according to Wikipedia and I always look forward to visiting our local networking groups down there during my bi-monthly visit.

I help run 4Networking Australia and there is a group down there full of amazing business people who are driven by pure contribution and love doing the right thing by each other.  I am from Inner-West Sydney (living about 8km from Sydney CBD) and as much as I love it – it can be a bit of a “Dog Eat Dog” world at times.  Going down to the “The Gong” and visiting the kind-hearted people of that regional area always relaxes me and gives me time to give careful contemplation to what I am facing in my own business and life.

Going back to my heading that makes me appear like a completely EGO driven lunatic, I was very fortunate to spend some quality time with Emma Perrow, Judith Dowsett and Tiv Nightingale today – they are some of my associates down there and over lunch I found them to be amazing people.  Hence, I would like to dedicate my article to them!

My Articles & Blog have been going great for my business and lately my articles on BAD people and protecting ones business against them.  It’s really hit a nerve in the business community and I have been praised and condemned for the views I have been putting forward.  I know it’s the truth that needs to be spoken as it’s helping lots of people protect themselves and in my own psychological development – I am getting used to the “Public Life” and getting used to the idea of people Loving and of course Hating me.

I am slowly getting there and I have been contacted about some of my previous posts.  Many have been “Thank you Edward, that is so true” and a few have been “You suck Edward, You are Negative” and this and that.  I won’t pretend to be something I am not and still to this moment, the negative comments do impact me more than they should and I am working hard on resolving them and building my own resilience (for the record, I am quite resilient and can take lots of pain, but “lack of approval” has been a weakness of mine I am overcoming).  I do openly accept this as a weakness of mine and following the process to turn it into a strength so I can do what I need to do (as I am not going to let any BAD people stop me from helping others).

One big part of my articles which has helped thousands already is I think the importance of being honest and authentic about ones strengths and weaknesses.  I have been doing my best to overcome this fear in myself and really express this side of myself in the public forum.  The more I find that we are open with our weaknesses and put them on their table they really lose their strength.  Even thought Tiv, Emma and Judith wouldn’t have noticed I was impacted at all, discussing my “Weak Side” with them was liberating.

Quite often the more I discuss my weaknesses or tell stories of BAD people doing me over -you get a few which use their own ego on me and try and “Give me advice” (but I know quite often they big problems they aren’t admitting) but the most go “You know what Ed, I have been through that” or “Edward, thank you – my husband / wife just let me, how did you get over this and get on with your business?”.  The more we are honest about who we are – is the more we can help other awesome people which is what it’s all about!

Bringing it back to the awesome Emma, Judith & Tiv – they are positive and truly inspirational people who I was lucky to spend time with today.  Some of the attacks I have getting got me a bit down and these awesome people gave me some amazing support today that made me feel awesome again and believe in what I am doing.

What I have been very fortunate to appreciate and really learn / get reminded of the importance of being surrounded by just the right people.  Even though I am hardly bringing anything new to the table by saying “You must be surrounded by the right people” I think my new insight was how you REALLY NOTICE how important it is when you aren’t feeling the best.

We all have bad days, we all feel down and in that moment you only need a few words to get you instantly back on track.  As I felt down, Emma, Judith and Tiv just gave me the right energy and positive vibes so I just got back on track in no time.

Likewise too, when my friends are down and I am up – the first thing I want to do is be there to support them as talking running a Small Business & Entrepreneurialism – to be an ongoing success (let alone enjoy a quality of life) you have to be in the zone.  I have found that I am only as good as the awesome people I am surrounded by and because I am surrounded by awesome people like Emma, Judith and Tiv – it makes me awesome.  After all, if you are surrounded by miserable people you become miserable? So of course the opposite is true – Awesome makes others Awesome.

My big lesson / reinforcement from today? Look after others, put the energy out there, make sure you are surrounded by Awesome people and when you are feeling down – being around them can give you that boost you need to get back into the zone.  As a Marketing Mentor especially teaching lots of this material – to sell and market effectively you must be in the zone and feeling good! Otherwise it can pull your whole game down.  Thank god for awesome people!

And of course if you love Awesome, then make sure you check out my Awesome Marketing Vault – full of great Online Tools right here! Thank you for taking the time to read this and God Bless!

Edward Zia – Marketing Mentor who is Awesome (only because of his Awesome Friends!)

BAD People Suck and partly losing the Debate with Peter Nelson!

Peter Nelson - One great high energy guy who debates with top sound logic.  Love his work!

Peter Nelson – One great high energy guy who debates with top sound logic. Love his work!

I have had a long day.  A very long, but very REWARDING awesome day where I just realized I have spent 3.5 hours driving in total.  Even though I am not a fan of Sydney Traffic, I somewhat enjoyed it today as it gave me chance to reflect on a range of experiences I have had lately.

Firstly I would like to dedicate this article to the AWESOME Peter Nelson! He is this lovely family man who runs Networking Groups and we don’t always agree on things, but we have had some great debates and are on the same page when it comes to helping people and supporting the lives of others.

In terms of my business and life, I have had an amazing start to 2014 and I am very happy as I can see myself reaping rewards for some of the hard times I endured in 2013.

I think one of the biggest reasons why my life and business is going so well now is because I have been very fortunate to move away from tons of BAD people in my life and surround myself by some great friends and business associates.   As defined in my previous articles, BAD in short stands for “Brilliant At Deception” and these are people you really don’t want to have in your life.

Even though 2014 has kicked off for me with great results, I have been screwed actually be a few BAD people.  It certainly wasn’t very nice and I have had people already this year:

– Ignore me when I say hello to them.

– Un-friend me on Facebook.

– Exploit me for tons of hours and BS their way out of paying me.

– Back-stab me to others while being nice to my face.

– Manipulate Terms & Conditions to suit them.

– Back-Stab my Awesome Friends and try and hurt them.

I will be straight up with you, for some years in my life (especially after I got washed up and lost the farm during the GFC) I have been quite submissive to these BAD people but as I saw the damage they were causing to the lives to others I made a big decision probably about October last year:

– I decided not to support, help or direct my energy towards them.  I also made a stand against many and would intervene actively if they would attack my friends or do something to an innocent party.

And oh boy! This has created some sparks for sure, but it has been the most rewarding experience of my life standing up to “Business Bullies” and defending people that in some cases aren’t ready to defend themselves.

I was even in my local coffee shop about 1 week ago and a drunk guy was in there buying a hot beverage.  He was “Fine” at the start, but then he started picking on the quality of the goods to the person that owned the shop.  She is a lovely Australian-Chinese Woman of about 30 and I suspect his motives may have been racially motivated (I can’t stand racists, the worst type of people ever).   I stepped into to defend her, he went all quiet and it felt great protecting the quite Chinese Woman from the attacks of some pathetic drunk.

Bringing it back to business and the dedication to Peter Nelson – we were debating my views on BAD people.  He felt that I was taking a “bit of a hard line” stance and made some very logical arguments in that I should stand down and “show them a bit of love”.  We quite disagreed on this point and event though my view is hardly changed (in fact him debating me has made me believe in my argument more) – I had total respect for his difference in view.

If anything, I love it when people disagree with me based on logic and don’t get personal.  That is one thing I was impressed by Peter Nelson and our debate over the phone was about BAD People. In short our arguments were:

[Peter] – You just got to show bad people love and they will change.  You are just too hard Edward and you need to be more loving and the world is a wonderful place.

[Edward / Me] – You got to be wise and protect yourself against BAD people.  You are just too soft Peter and you need to be more careful and help make the world a wonderful place.

The great news is that Peter and I are all for making the world a wonderful place, but our methods and thinking totally differed.  He used “Gandhi” logic in that just be “Peaceful” and the bad guys will stop.  My logic was the “Hitler Defense” – being that tens of millions of people died because no-one stopped this BAD bully early enough.

Of course I think Peter is great, but I think he is totally wrong! The good news is that I am sure he thinks I am totally wrong but we disagree the right way.

In terms of Running a Small Business and being a fine Entrepreneur – I have been giving lots of commentary on BAD people and the dangers they have posed to not just my own life and success – but that of many of my great friends.

Even though comparing them to “Hitler” is quite an extreme which I am not arguing, what I have personally noticed is that in some cases – if someone doesn’t sort them out, they become stronger and stronger and just bully more people.

In fact, a few BAD people are targeting me right now.  Back-stabbing, pushing others around and just creating rabble.  I have even had reports of some defaming me on Facebook which doesn’t exactly impress me.  Although most people ignore them, I like to keep a close eye on them. My time in Military and Law Enforcement has taught me the importance keeping an eye on the BAD guys!

As for the positive to round off my thoughts, I think there is some truth in what Peter is saying and perhaps the truth is more of reasonable balance between the “Positive No War Gandhi” and “Stopping Hitler before he harms” type of logic.  You got to show even that BAD guys love, but when it goes to far – I think it’s important to intervene and do the right thing.

Speaking of awesome people I just want to give Peter Nelson the lime-light again.  I like hanging out with him and his “Hippie Peace” side balances out my Starship Troopers / Aliens “Kill ’em all” type of thinking.

My personal advice on this? Be streetwise and be trusting – yet cautious in who you work with in your business.  Be as reasonable and as loving as possible – but make sure you stand up for the right thing when the bullies come to press you.  Most people are awesome which is great, so most of the time I am going to enjoy siding with Peter’s logic rather than my own for now.

And of course, if you like Awesome Stuff, check out my Awesome Marketing Vault! Top Sales & Marketing Strategies for sure.

Thank you for the kind read and have a great day / night people! Even if you are BAD person reading this, I am going to show you a bit of LOVE and hope you change now for the better.

God Bless from Edward Zia – Marketing Mentor and man who enjoys a fine debate with Peter Nelson!

The Secrets of why I AM IN LOVE with Awesome Referral Networks!

Martha Arifin, Kat Tate and Persian Edward Zia - I am lucky to be working with these amazing business women!

Martha Arifin, Kat Tate and Persian Edward Zia – I am lucky to be working with these amazing business women!

And I mean “In Love” – I have a special thing for Awesome Referral Networks where you work with great friends and refer business to each other.  This story tells my reasons for this love affair and obsession.

Having just come straight back from the Northern Beaches of Sydney to write this article – I am very happy with a great business meeting I just had with the amazing Martha Arifin (from Trusted Web Expert) and Kat Tate (from Kat Tate Copywriting) where we are working out how to take our fantastic Strategic Partnership to the next level. In terms of Marketing Mentoring, Small Business Websites and Copywriting – us three have worked together for sometime introducing clients to each other and sending us work.

Our relationship has gradually developed over time, with us starting out by “Slowly” trusting each other with little stuff.  I would send Martha a Website, Martha hired me to help her, I send Kat some Copy Writing work and we proved gradually that we can trust each other and our doing all the right thing by our respective clients.

Besides what I learnt during my Post Graduate Studies in Marketing at Monash University, the reality of being in business has taught me HOW HARD IT IS TO SELL!

Of course I am great at selling (only because necessity made me good at it) but that is not what I am referring too. Selling is fun, but especially when it comes to doing it all the time – it can be quite time consuming from start to finish.  This is especially true when you have just met someone for the first time and they are completely “cold” (meaning no introduction or relationships).  In the pure cold cases, it can be quite a lengthy process of building up trust, shared understanding and client knowledge – far before you could offer any products / services with a more than marginal probability of sales success.

This is the whole “Not So” Secret of having a great personal referral network.  Instead of you having to spend your life running around selling hard, a friend of yours gives you an introduction to a potential client so before you even meet them AT LEAST 50% of the hard work is done.  That I completely love and I am all for working hard but working smarter each time.  Besides the ongoing advice that I give to my own clients and talking personally – the best clients and most easiest sales come from an introduction.

Using an example, say Kat Tate is working with a client – they need Strategy and they love Kat Tate.  All she does is introduce me to them and because they trust Kat – her word gets me in there and makes my job nice and easy.  Even though this sounds quite obvious and intuitive, I almost always find that very few Small Business Owners and Successful Entrepreneurs actually drive this process actively.

There is obvious commercial advantage into having your own Awesome Referral Network in that you get easier, better clients for less work! Hardly a secret and I think few create successful networks such as this because most “Assume it will happen naturally”.

I used to think this way and yes, I am the first one to say that that you MUST do great work and build a powerhouse reputation.  This will work well by itself, but by actively driving the process, you can build great referral relationships faster so you can make more awesome money sooner.  In the case of Kat and Martha – we are approaching clients together outside of 4Networking, I am doing Webinars with the fine Daniel Doherty (from MerlinFX – Online Wizardry) and using my own reputation to help him get results (and vice versa).

By having a structure, shared understanding and an outcome – this process can be greatly accelerated for maximum gain.  This can include as per Martha, Kat & Myself:

1) Trusting each other with small work.

2) Encouraging each other to give referrals.

3) Actively meet and drive the process.

4) Build Sales Materials showing your Alliance.

5) Give and Take.

6) Make Money.

7) Do it with more ease!

This to me has been the basis of my many referral relationships and to point out as well (as much as I love 4Networking Events) – some of the best referral networks ARE NOT part of a Networking Group.  Sure, it’s great visiting Networking Groups but ultimately the massive success comes to forming your own personal networking group (which we do advise people at 4Networking to do).

Going to a Networking Event doesn’t make me a Networker as much as jumping in the ocean doesn’t make me a fish – ultimately it’s up to us as Small Business Owners and Entrepreneurs as to how we use those referral networks for our mutual commercial gain.

My advice? Go through who you know, like, who are “Allied Traders” where you have a similar target market but offer different services.  Meet for lunch, work out how you can help each other trade and go for it.  Get a few runs on the board, then go harder and harder.  This is one of my favourite Marketing Strategies (especially when you are starting out and have little cash) as it can give you that great stream of referrals to make life super easy.

And speaking of Super Easy, if you like what you have read here and want more Small Business Marketing Ideas, make sure you check out my Awesome Marketing Vault! (You know I love getting this in LOL)

Thank you for taking the time to read this and God Bless from Edward Zia – Marketing Mentor and Man who is “In Love” with Awesome Referral Networks!

WEBINAR RECORDING: Online Content Generation and Selling Online 24/7 with Edward Zia & Daniel Doherty

Our Awesome Friend Daniel Doherty (Left) at our 4Networking Christmas Party with Richard de Groot (Right) - no doubt having a great time talking business while under the influence!

Our Awesome Friend Daniel Doherty (Left) at our 4Networking Christmas Party with Richard de Groot (Right) – no doubt having a great time talking business while under the influence!

I am a lucky man to be spending more time with the amazing Daniel Doherty from MerlinFX – Online Wizardry.  We both hosted a very popular webinar on a topic that is very close to the hearts of many people and vital part of many Small Business Marketing Strategies (even big companies too) – Online Content Generation.

What is amazing about Online Content Generation is that as a Marketing Tool – it’s very easy for me to convince you it’s working.  You are reading this article? You have clicked on it be it from Facebook, LinkedIn, Twitter a Google Search and that you are engaging with my content and services without me having to do any extra work! That is the power of this type of thinking, once I have done the work and got the content up – it works without any more intervention, keeping me and my services in the mind of people.

For me as well, my own Blogging has taken my business to the next level! I have been signing up clients over the break and I have this ongoing form of dialogue now which has made radical improvements to not only new client acquisition – but helps serve my current clients and keeps me in the mind of others.  So please view our webinar recording below and contact us if any questions.

If you like what you see and want more, make sure you visit my Awesome Marketing Vault – with over 20,000+ hours of collective man hours of experience in the vault to contribute to the logic of it’s fine content, it’s full of proven Sales & Marketing Strategies.

Have a great Day or Night Awesome People and thank you from Edward Zia – Marketing Mentor, Blogger and Content Lover!

Kylie’s Story: Mind Over Matter in Facing her own Mortality

Mind Over Matter: The Amazing Kylie & Marc Warry - Very lucky to report on their story of facing Mortality head on!

Mind Over Matter: The Amazing Kylie & Marc Warry – Very lucky to report on their story of facing Mortality head on!

Kylie Warry is this amazing woman who I actually met watching her deliver an amazing presentation on Communications.  There was about 35 of us at this Networking Event and Kylie had this charisma and magnetic personally of connecting with the room and leaving us something powerful to walk away with. She works with plenty of high-end corporates teaching Communications, Leadership and lifting performance with teams and leaders alike.

Over time I got to know her and I was very lucky to be working with her as a client, augmenting her amazing Training and Corporate Leader skills with my own Online / Small Business Marketing ability.  In a few months she got news from her doctor that she didn’t want to hear and went through the pressure / tension of facing one’s own Mortality and possible Oblivion.

A lot of people ask me about my own physical death and I say it actually wasn’t that bad.  The gun battle leading up to it, watching my partner (who I know was mortally wounded) being dragged away while I was covering them was painful – but I realized quite quickly I am going to die (I was outnumbered, being flanked and had my last magazine of ammunition.  Fortunately my foes were terrible shots without any formal military training or I would be a statistic right now).  Once I accepted that and the beating that was to come sure was painful, but as I felt death coming – it was a strangely comforting experience knowing “I am going back to my creator”.

It’s funny, speaking to my mother and many people like me that almost died report similar experiences. It must be part of the human soul, once you know you are about to leave the world and have truly accepted it – death loses all it’s negative connotations. It’s coming back that hurts more! (But another conversation for another time).

What was more painful was later on was when my old Fiance Jillian Left me, losing my job and being unemployed.  I lost most of my friends, started my life in a new city (being Sydney) and had almost no value in myself – in countless job rejection after job rejection.  Going to Centrelink (Australian’s Unemployment / Dole Center) was the worst day of my life.  Admitting that I couldn’t support myself anymore and asking the government for money after years of 6 Figure Income was painful – one fate I wouldn’t wish on my worst enemy!  I am not the only person to say that too – I have known many to overcome cancer and near death situations that say lost their marriages, loved ones or employment – is a way harder and more painful experience.

That was way harder and bringing it back to the amazing Kylie she has been through way more than I have. I have never actually been sick hinging on conversations and test results, my death came quite quickly with no stressful build-up or uncertainty.  Even writing this down terrifies me – waiting for that phone to ring or watching the envelope open – that would be a painful experience.

I watched Kylie deal with the uncertainty of test results, meetings and then getting “The News” and having to undergo a very painful process to defend against it. What amazed me about her was watching her face her own possible end with pride, bravery and even a smile of humor. She is an amazing woman and her fine husband Marc is a perfect man – standing by her side at every moment throughout her treatment process.

Besides me having a great personal respect for Kylie, seeing her story made me reflect on my own near oblivion and bringing it back to more Business and Entrepreneurialism – she actively walked her own talk and proved “Mind Over Matter”.  In fact, I have seen many people die and I heard some of their stories prior (with a few old friends of mine deceased Vietnam Veterans – may God rest their fine souls) and I found people either go one way or the other.  The ones that go on the Negative, Destructive, Drinking Path are the ones that die off mostly / earlier – but the ones that go in the positive, spiritual direction seemed to pull through.  Even so, when they come back to full health and beat what happened to them – they are way more powerful than before the events.

Kylie is exactly that, we all know death is hardly an option for her and her mindset is so powerful she faced her possible death and a painful medical procedure with the following line she expressed to me:

– “When I get over this [cancer], I am going to have some really great content for my Seminars and Articles!”.

What an amazing woman! Her fine husband Marc and I were with her at a Cafe when she uttered these words and you could see the satisfaction that came from her.  Countless studies from key areas show the mind / body connection and although we are all concerned for Kylie – her mindset and approach gives us little to worry about in terms of her conquering her situation and coming back stronger.  Relating myself personally, it’s these type of extreme challenges that often unlock our true abilities and define who we really are.

Yes, she is going through Chemo-Therapy and working hard on her business and helping others.  I know people who are perfectly healthy that don’t have her work ethic and I personally look forward to watching her go through this process and building a massive business when this passes.

Seeing Kylie Warry’s story first hand and being lucky to be a minor support in her process has really taught me a lot about life and where things are going.  Marc is at her side and Kylie has used her own materials that she teaches to turn what conquers many into a “Positive Life Changing Experience”.  Talking to more my Persian Money Making DNA – I can see her running massive Seminars, Workshops and Blogging (Article Writing) about her experiences and telling her story and being handsomely remunerated for it.

Make sure you check out her business website right here, and say a prayer for this fine example of courage under fire.  She is truly one inspiration and a story I am very lucky to help start telling – I look forward to when we hear her side of things.

Thank you for the read and God Bless from Edward Zia! Make sure you say a great prayer for Kylie out there – every little bit helps.

Note for Kylie: Keep doing what you are doing! You are on amazing example of the elite few that truly walks their talk!

The Awesome, The BAD and When the Tap Gets Turned Off!

Edward (myself) and the Lovely Lauren.  Yes, we were partying in this photo hence justifying my "Duck Face" which has been publicly condemned by the Sydney Business Community LOL!

Edward (myself) and the Lovely Lauren. Yes, we were partying in this photo hence justifying my “Duck Face” which has been publicly condemned by the Sydney Business Community LOL!

“I love Lauren” which were words I have uttered over and over again about the fine Lauren Watts who I am quite lucky to be working with.  I originally hired her as my Australian Virtual Assistant, she hired me back as a Marketing Mentor some time later – and we have became great friends and “War Buddies” during 2013 and also the start of this year.

I consider her an Awesome Operator for a range of reasons, one in particular being her drive for growth and how she does her best to support / return favours sent her way.

During our meeting over the weekend, we were talking Business, Marketing and also spent quite a bit of time reflecting on our shared associates.  One big part of our discussion was what defines:

– The Awesome

– The BAD

– And when to Turn the Tap Off!

That is, if you are say about to go into business or have been in it for a while – you really start to realize quickly how there is certainly “No I in Team”.  In my own experience and many of my Millionaire clients & colleagues will attest to this – there are not many “Lone Wolves” that have made it in this game.  Almost everyone I know who is self-made and doing great financially (or just in life) are team players and know how to interact with people and support people.

In our own Networking Groups in Sydney and people we work with generally, Lauren and I were giving commentary to people that are Awesome and why are they Awesome? Daniel Doherty from MerlinFX – Online Wizardry, very contribution driven awesome character and Drina Ng from Metamosaic who gives her help freely are two examples of people that give first and are well respected successful players.

We also reflecting on people that have been the direct opposite.  The BAD people and if you have read some of my previous articles BAD = “Brilliant At Deception”.  Unfortunately you get people that love just taking.

In fact they enjoy it, they just love getting free advice, taking up free time, they pretend they are nice people – but overtime they often contribute nothing.  For a short while they can actually get away with it.  However, over time – questions get raised as to “Hold on, I gave them 3 x Referrals and they haven’t even thanked me” or “I have been really nice to them and they are just rude to me” or even worse people think the BAD person is out to get them and start proactively protecting themselves.

Eventually the BAD people run out of time and people just “Turn Off the Tap” after months and months of no reciprocation and even walk away feeling used.  Talking personally, I had this happen to me several times already over the past few months – people taking advantage of my positional power and my knowledge, only to not help me back at all or even say bad things about me.  It’s very upsetting personally, but you get over it – and then the BAD person always loses out.  After all, when someone asks me about their services – I will only tell them the truth and warn them against being used / abused like I was.

The good news as Lauren and I reflected on this that there are way more AWESOME people that BAD people which we love and dealing with a we BAD people is perfectly normal and part of business.  I think the importance is being very sensitive to who you are working with and making sure that you are giving to the right people.

For the record, I am not saying everyone has to give you money as you very well may be helping someone that isn’t in a financial or strategic position to commercially help you back.  But they can acknowledge you, say positive things about you – and that is all FREE!

This brings back to my conversation with Lauren, AWESOME people think that way.  If you do one of these people a favour, they will spend their time figuring out how to repay you.  BAD people’s brains just work differently and they are sit there and work out:

– Okay, how can I get more and more out of them for less?

That is, they are so sick they enjoy the idea of getting a free meal.  My advice? Be careful who you do business with and watch out for the BAD people.  Sure, give people a few chances, but when you know they are making a mockery of you tell them what you think and move on!

I find that approach works very well and try to not take it personally.  The BAD people do it to everyone and they get off on it. It’s their problem and not yours, and the good news is that they are almost always the lower earners of the business world.

Thank god though – most people are AWESOME, like Lovely Lauren, Daniel and Delightful Drina.

And speaking of awesome things, make sure you check out The Awesome Marketing Vault – my fine Online Sales & Marketing Course right here!

Have a great day or night everyone and thank you from Edward Zia – Marketing Mentor and Lover of Awesome People!