Total Business Mastery Workbook - Brian Tracy

r

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Introduction 1 2

Become Offer

a

3

Design

4

Create

5

1 a

Great

Great

Product

a a

Great Great

Generate Attract

and

Keep

7

Perfect

a

Great

8

Become

a

Great

or

Service

31 53

Business

Plan

69

Marketing

Plan

81

Great

6

Leader

Numbers Great

11 5

People

139

Process

157

Businessperson

175

Sales

9 Create a Great Customer Experience 187 10

Live

Summary Appendix

a &

Great

Life

207

Wrap

Up

219 229

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! jp*\

• • • • •

Build a Great Business Zero-Based Thinking Quick List Method 10 Goal Method Major Definite Purpose

2 12 19 24 27

1 • Become a Great Leader 32 • Points of Intensity 39 • Business Skills Analysis - Key Result Areas in Business 44 • Results Planning Form 46 jpfev

SESSION 2

• •

Offer a Great Product or Service Areas of Excellence

54 60

SESSION 3

•

Design

a

Great

Business

Plan

70

SESSION 4

• Create a Great Marketing Plan 82 • Four Principles of Marketing Strategy 85 • The Marketing Mix 98 SESSION 5

• • •

Generate Great Numbers Business Numbers to Watch Profit Curve

11 6 120 130

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

* * \

SESSION 6

•

Attract

and

Keep

Great

People

140

SESSION 7

• Perfect a Great Sales Process 158 • Sales Skills Analysis - Key Result Areas in Selling 163 • Sales Improvement Process 170 SESSION 8

• Become a Great Businessperson 176 • Management Skills Analysis - Key Result Areas in Management.... 183 SESSION 9

• Create a Great Customer Experience 188 • Getting Referrals 201 -**\

SESSION 10

• e •

Live a Time Self

Great Life Quadrants Evaluation

208 210 215

Making! Evaluation Planning

221 225 227

SUMMARY & WRAP UP

• • 0

Decision Seminar Action

APPENDIX

• Business Planning for Solid Growth 230 • Business Plan Te m p l a t e 242

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Brian Tracy's

Build a Great Business!

Introduction 9€s *k

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

You have special talents and abilities that you can use to achieve all your goals in life.

What are they?

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Clarify Develop absolute clarity about who you are, what you want, and the best way to achieve it

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Maximize Determine your special talents, abilities and strengths and focus on developing them to a higher level irjSMGS) 2. Becoming A Leader: (SM>SMGS) 3. Strategies for Effective Leadership: (SM>SMGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.conri and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

51

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52

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Session 2 Offer a Great Product or Service

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

The quality of your product/service determines 90% of business success Quality is the key determinate of your growth and profitability It is the key determinate of your reputation

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

■

How often customers say:

"This is a great product!" BRIAN TRACY'S TOTAL BUSINES5 MASTERY

NOTES

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56 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

OFFER A GREAT PRODUCT OR SERVICE "Quality is what your customers say it is." Quality Rating: "What percentage of the time does your product or service do what you say it will do?'»« 1. What exactly do you sell - defined in terms of what your product/service does to change or improve the life or work of your customer? 1) 2) ■* * \

3) 2. What does your customer consider value, and is willing to pay for? 1) 2) 3) 3. What does your product/service achieve, avoid or preserve for your customer? 1) Achieve? 2) Avoid? _ 3)

Preserve?

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"*)

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI 57 40^

4. Which of your products or services sell the most easily and are the most popular? 1) 2) 3) 5. What are the best compliments that you receive from your happy customers? 1) 2) 3) 6. What do your products or services offer to your customers that make them superior to your competitors? 1) 2) 3) 7. 20% of your features and benefits account for 80% of customer satisfaction. What are those 20%? 1) 2) 3) © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

58 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

8. If your best products were perfect in the minds of your customers, how would they be different from today? 1)

.

2) 3) 9. What are the core competencies in your business that enable you to produce excellent products and services? 1)

.

2) 3) 10. What skills, abilities, knowledge or capabilities will you need in the future to produce great products and services? 1)

.

2) 3) 11. What products or services should you abandon or discontinue because you cannot achieve excellence in those areas? 1)

.

2) 3) BUM Tracy. All rights reserved. The contents, or pans Iheieol. moy not be reproduced In any form lor cny purpose wilhoul Ike wrlnen permission ol Brian Tracy. (TBM/G-12]

"^

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

12. What three things could you do, starting today, to trigger the response, "This is a great product!" from your customers? 1) 2) 3) What one action are you going to take immediately as a result of your answers to these questions?

1) How will you measure success?. 2) What is your expected date of completion?.

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! g] yf^^S

AREAS OF EXCELLENCE The market only pays superior rewards for superior performance. Determine the areas of operation where you are or could be excellent: 1. Product: My product is superior to that of my competitors in the following ways: 1) 2) 3) The ways in which we could be superior in the future are: 1) 2) 3) 2. Services: My services to my customers are superior in the following ways: 1) 2) 3) J00fi^\

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62 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

The ways in which we could be superior in the future are: ; 1) 2) 3) 3. People: The people in my company are superior to our competitors in the following ways: 1) 2)

.

.

3) The ways in which we could be superior in the future are: 1 1)

.

2) 3) 4. Location: The places we serve our customers are superior to our competitors in the following ways: 1)

.

2) 3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

Our location/facilities could be superior if we: 1) 2) 3) 5. Convenience: It is more convenient/easy for our customers to buy from us because: 1) 2) 3) It would be easier for our customers to deal with us if we: i)

:

2) 3)

6. Responsiveness: We respond to our customer needs faster than our competitors in the following ways: 1) 2) 3)

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64 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

We could increase our speed of response to our customers if we: 1) 2) 3) 7. Price: Our prices/charges/fees to our customers are superior to our competitors in the following ways: 1) 2) 3)

:

Our prices/charges would be superior if we: 1) 2)

.

3) 8. Quality: Our products/services are superior in quality to our competitors in the following ways: 1) 2) 3) ■* * \

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 65

We could improve the quality of our products/services if we: 1) 2) 3) 9. Promotion: Our methods of sales and promotion of our products/services are superior to our competitors in the following ways: 1) 2) 3) Our methods of sales and promotion could be superior to our competitors if we: 1) 2) 3) 10. Processes: Our ways of doing business and processing customer purchases, needs, and complaints are superior to our competitors in the following ways: 1) 2)

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66 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

We could greatly improve on our processes and procedures for dealing with customers if we: 1) 2) 3) 11. Reputation: Our reputation in our market is superior to that of our competitors in the following ways: 1) 2)

:

3) Our reputation would be even better than our competitors if we were to: 1) 2) 3) 12. If I could wave a magic wand and improve every area of my business, I would work to bring about the following improvements: 1) 2) 3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

13. The three most important/valuable improvements I could make right away are: 1) 2) 3) The one change/improvement I am going to implement immediately is:

1) How will you measure success?. 2) What is your expected date of completion?.

j0^\

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68

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

RECOMMENDED LESSONS:

OFFER A GREAT PRODUCT OR SERVICE 1. Identify your Target Market: (B>EGS) 2. Pump up your Profits! (B>PGS) 3. Finding Ideal Customers: (B>PGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.conri and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

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" %

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Your ability to plan and organize every ^ r detail of your business is essential to your success and profitability

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

THINKING! The potential consequences of

I

yourthinking makes thinking the most important and valuable activity you engage in BRIAN TRACY'S TOTAL 81

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

r

Normal Thinking Process: Stimulus I Response

SuperiorThinking Process:

M

Stimulus I Thought I Response

Key: Response-Ability

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

i. Values: clear, core principles 2. Vision: ideal picture of the future business

II

3. Mission: goals to accomplish 4. Purpose: reasons why business exists At, BUSINE55 MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Excellent leadership and management Excellent products and services Excellent reputation in market Solid financials

NOTES

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76 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

DESIGN k GREAT BUSINESS PLAN The most important work you do is "THINKING,

55

The quality of your thinking about the key elements of your business has the greatest impact of all on your success. 1. What are the core values and principles that you and your business stand for and believe in? 1)

.

2)

__

3) 2. If your business was perfect in every way, what would it look like in the future? 1) 2) 3) 3. What is your mission for your business - defined in terms of how you want to change or improve the life/work of your customers? a) Your mission: "Our mission is to:

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI 77

b) Your method: "We achieve our mission by:

c) Your measure: "We measure our success by achieving these numbers:

4. Why are you in this business at all? What is your purpose or reason for being in business? What difference do you want to make? 1) 2) 3) J0^\

5. The three most important leadership/management qualities we have, or need to have, are: 1) 2) 3) 6. The very best, highest quality products and services we offer are: 1) 2) 3)

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78 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI * * \

7. Because of our excellent reputation, the best things people say about us are: 1) 2)

.

3) 8. The three areas where we are, or should be, leaders in our market are: 1) 2) 3)

. :

9. The three most important areas of focus for our marketing and sales activities are: 1) 2) 3) 10. We focus intensely on serving our customers well by doing these three things: 1) 2) 3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

11. The three best qualities of our staff are, or should be, the following: 1) 2) 3) 12. We encourage people to open and honest especially in these three areas: 1) 2) 3) What one action are you going to take immediately as a result of these answers?

1) How will you measure success?. 2) What is your expected date of completion?.

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80

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

RECOMMENDED LESSONS:

DESIGN k mm BUSINESS PUN 1. Planning For Success: (B>PGS) 2. Developing Your Business Plan: (B>PGS) 3. Create Your Business Systems: (B>PGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.com) and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

*m.

BRIAN TRACY'S TOTAL BUSINESS MASTERY ! BUILD A GREAT BUSINESS!

Marketing Strategy: All business strategy is marketing strategy Your ability to attract qualified prospects determines your success in business N TRACY'S TOTAL BUSINESS MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

83

Marketing Strategy You are responsible for -4. * ■

making the critical strategic decisions for your business BRIAN TRACY'S TOTAL BU5IN(:SS MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Your competition determines your level of ^

■

1 - ^^M

sales, the prices you charge, and how much money you make TOTAL. BU5INES

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

IB

US

Your decisions in these four areas determine the success or failure of your business

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

This is the product, service, customer, market, area of technology where you focus all your efforts IAN TRACY'S TOTAL. BUS

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

i. Your competitive advantage 2. Your area of excellence, superiority 3. Your "Unique Selling Proposition" Where are you or could you be "the best?" kMjU«4£SI*|ra«UiMKI*£ZV

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Who are those customers who most appreciate your area of superiority? i. What are their demographics? 2. What are their psychographics? 3. How would you describe your "perfect customer?"

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Where you focus your time, money and resources. i. What are the best possible ways to contact your ideal customers? 2. What are the best possible media? 3. What are the most powerful appeals? RACY'STOT

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

i. Age? 2. Gender? 3. Income? 4. Education? 5. Occupation? 6. Location? 7. Family Status? BRIAN TRACY'S TOTAL BUSINESS MA5TERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY i BUILD A GREAT BUSINESS!

i. Goals, ambitions? 2. Wants, needs, motivations? 3. Hopes, dreams, aspirations? 4. Fears, doubts, worries? 5. Problemsto be solved?

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Attracts a steady stream of qualified prospects Emphasizes your "Unique Selling Proposition" Positions your product as the first, best choice in the customers7 mind BRIAN TRACY

S MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Your goal is to position MAlUttlSlf

■

II

VX«1I

K*~

as the wonly" choice for what you sell

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 95

CREATE A GREAT MARKETING PLAN

FOUR PRINCIPLES OF MARKETING STRATEGY Your ability to think and plan strategically enables you to focus, concentrate and get better results at lower cost. 1. What is your area of specialization? 1) Product/Service? 2) Market? 3) Customer Type? 4) Geographical Area? 5) Outcome/Result? _ 2. If you were starting over today, where/how would you choose to specialize? 1) 2) 3) 3. What is your area of differentiation? Your area of competitive advantage? In what way are your products/services superior to your competitors?

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96 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS)

2)

:

3)

4. What is your "Unique Selling Proposition," the one value or benefit that makes your product or service more desirable than any other?

5. Segmentation - who are the customers who can most benefit and pay for what you do best in your area of specialization? "**') 1) 2)

:

3)

6. Concentration - on what customers should you focus your time, money and efforts? 1) 2) 3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 97

7. What are your three best and most popular products/services, based on the above? 1) 2) 3) 8. What products, markets, or customers should you abandon or discontinue, based on the above? 1) 2) Jp\

3) What one action are you going to take immediately, based on your answers to the above questions?

1) How will you measure success?. 2) What is your expected date of completion?.

JP*\

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Any change in the mix can change your sales and your results

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

99

The Marketing Mix

■ 'S . *- 0„ Promotion 5. Packagi 6. Position 7. Peopl BRIAN TRACY'S TOTAL BUSINESS MASTERV

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Area of Activity

Improvement Cumulative

i. Product

10%

1.10

2. Price

10%

1.21

3. Promotion

10%)

i-33

4. Place

10%

5. Packaging 6. Positioning

10%

7. People

10%

1.61

10%

1.94

S TOTAL BUS'

NOTES

© Brian Tracy. All rights reserved. The contents, or parts thereof, may nol be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Product

'■;/,.

i. What do you sell? Describe it in terms of benefits, outcomes; '•-:

2. What does it achieve, avoid, preserve?

•■-■.-

3. How does it change or improve the life or work of your customer? Transform? BRIAN TRACY'S TOTAL BUSINF5S MA5TERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

i. What does it cost? 2. How do you charge? 3. How does the customer pay? 4. Could there be a better way to charge or pay?

.ACY"

NOT

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

T i

8$

i

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0

0

1

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•

Promotion

B

How do you reach your customers? Marketing, advertising and public relations?

3- Sales strategies and methods?

t ff

5

4- What could you add, delete, improve, increase? BRIAN TRACY'S TOTAL BUSINE5S MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Advertising and Promotion Creates an immediate response: • "That's for me!" • ul want that!"

^^^^J

• "How do you do that?" Goal: To get customers to want to buy what you are selling H i

R1AN TRACY'S TOTAL BUSINESS MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

i. Where do you offer your product/services? 2. Where else could you sell your product/service? 3. How could you change/improve the location of your sales activities? iRACY'STOTAL BU

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

■ ■if ■it *

Positioning i. How are you talked about, thought about by your customers? 2. What words do you "own" in your customer's mind? 3. What words would it be helpful for you to own? 4. How can you get your customers to think of you this way? BRIAN TRACY'S TOTAL BUSINESS MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Customers are 100% emotional How they feel determines their decisions Every customer contact must be warm, friendly, positive BRIAN TRACY'S TOTAL BUSINESS MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY ! BUILD A GREAT BUSINESS!

•

1. Product 2. Price

" V

a. Product

A 10%

2. Price

A 10%

3. Promotion

A 10%

4. Place

4. Place

A 10%

5. Packaging

5. Packaging j 6. Positioning}

A 10%

7. People

3. Promotion

6. Positioning

A 10%

7. People

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110 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

CREATE A GREAT MARKETING PLAN

As markets change, you must be prepared to change as well. A single change in one element of the marketing mix can change you sales and prof itability dramatically. 1. Product/Service: what additions or changes could you make to your product or service offerings to make them more attractive? 1)

__

2) 3) 2. Price: Are your products or services priced properly for the existing market? How could you change your pricing to be more competitive? 1) 2) 3) 3. Promotion: How could you market or sell your products or services more effectively? 1) 2) 3) © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

">

B R I A N T R A C Y ' S T O TA L B U S I N E S S M A S T E R Y I B U I L D A G R E AT B U S I N E S S ! ] \ ]

4. Place: Where else, and in what way, could you offer your products/ services differently? 1) 2) 3) 5. Packaging: How could you package your offerings differently to make them more attractive, more desirable? 1) 2) 3) 6. Positioning: How could you position yourself more effectively against your competition so your product appears superior to theirs? 1) 2) 3) 7. People: Who are the key people inside and outside your business who most determine your level of sales? 1) 2)

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11 2 B R I A N T R A C Y ' S T O TA L B U S I N E S S M A S T E R Y I B U I L D A G R E AT B U S I N E S S !

What one action are you going to take immediately as a result of your ^ answers to the questions above?

1) How will you measure success?. 2) What is your expected date of completion?.

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BRIAN TRACY'S TOTAL BUSINESS MASTERY i BUILD A GREAT BUSINESS!

RECOMMENDED LESSONS:

1. Magical Marketing: (B>PGS) 2. Market and Sell Anything: (B>PGS) 3. Use the 7 Step Formula: (B>PGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.com) and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success -•;. Personal Growth Strategies (P>RGS)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Continual focus on your most important numbers changes and improves them

IAN TRACY'5 TOTAL BUS'

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117

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Fact: The potential profitability of your business is far greater than your current results

FUTURE Key: Focus on the key numbers in your business BRIAN TRACY'S TOTAL BUSINESS MASTERY

i Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

The Economic Denominator1 The one number that most accurately predicts business success or failure What is it for your business?

r

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

r

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Business Numbers to Watch

1

i ;1

i.

Sales - of all products, from all services

!

2.

Other revenues - of all kinds

3-

Cost-of-goods sold-all inclusive

4-

Expenses - every cost of doing business

5-

Salaries and wages - usually the biggest

j

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single expense 1

:

L_

fini

6.

Lead generation - number and cost per lead

7-

Conversion rate - from lead to customer

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NOTES

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BUILD A GREAT BUSINESS! I BRIAN TRACY'S TOTAL BUSINESS MAKEOVER

121

Business Numbers to Watch 8. Cost of customer acquisition 9. Average size of sale 10. Average gross profit per sale 1

*

0

11. Average gross profit margin as percentage 12. Average net profit per sale 13. Average cost per sale 14. Average number of times a customer buys

r

HAN TRACY'S TOTAL BUSINESS MASTERY

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

15. Lifetime value of a customer 16. Sales per employee-average 17. Sales per day, week, month 18. Sales per specific product or service 19. Average size of up-sell or cross-sell 20. Average number of referrals received 21. Average sales per square foot - retail

iRACY'S TOTAL BUSINESS MASTERY

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© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

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hi

Business Numbers to Watch 29. Amount of debt or total owed by the business 30. General trend of sales numbers 31. Number of orders for future fulfillment 32. Number and age of bad debts, past due payments 33. Your "Economic Denominator," your most important number

What is it? IAN TRACY'S TOTAL. BUSINESS MASTERY

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 125

GENERATE GREAT NUMBERS

BUSINESS NUMBERS TO WATCH 1. Sales - of all products, from all sources 2. Other revenues - of all kinds 3. Cost-of-goods sold - all inclusive 4. Expenses - every cost of doing business 5. Salaries and wages - usually the biggest single expense 6. Lead generation - number and cost per lead 7. Conversion rate - from lead to customer 8. Cost of customer acquisition 9. Average size of sale 10. Average gross profit per sale 11. Average gross profit margin as percentage

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126 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

12.

Average

net

p r o fi t

per

sale

;

13. Average cost per sale 14. Average number of times a customer buys 15. Lifetime value of a customer 16. Sales per employee - average 17. Sales per day, week, month 18.

Sales

per

s p e c i fi c

product

or

service

19. Average size of up - sell or cross-sell 20. Average number of referrals received 21. Average sales per square foot - retail 22. Return-On-Investment (ROI) - return on money working in the business 23. Return-On-Equity (ROE) - return on owner's equity in the business 24. Return-On-Sales (ROS) - net profit from sales after all expenses

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^\

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 127

25. Amount of receivables and how long outstanding 26. Amount of payables and when due 27. Amount of money in the bank 28. Amount of money drawn down on Line-of-Credit 29. Amount of debt in total owed by the business 30. General trend of key numbers 31. Number of orders for future fulfillment 32. Number and size of bad debts, past due payments 33. Your "Economic Denominator," your most important number

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128 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

GENERATE GREAT NUMBERS Your ability to focus on certain numbers in your business can change your results. 1. What are the three most important numbers you watch in your business? 1) 2) 3)

;

2. What three numbers give you the best idea of the health of your 1 business? 1) 2) 3) 3. What are your primary sources and costs of leads? 1) 2) 3) 4. What percentage of leads or prospects actually buy? © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 129

5. What is your average size of sale? 6. What is your average gross profit on sales? 7. What are the average costs of each sale? 8. What is your average real profit on sales and operations?

9. How often does your typical customer buy from you?

v 10. What is your "Economic Denominator/' - the one number that best measures the health of your business?

What action are you going to take immediately as a result of your answers to these questions?

1) How will you measure success?. 2) What is your expected date of completion?. © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Analyze and identify your most profitable products and services vACY-'STOTAL BUSINESS MASTERY

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

r

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI 133

A profit is a "gain, reward, increment of value" in a business or activity. Your goal is to organize your business to achieve the greatest possible profit or return from your investment of time or money. 1. What are your most profitable products/services? 1) 2) 3) 2. What are your least profitable products/services? 1) 2) 3) 3. What are your most profitable tasks and activities? 1) 2) 3)

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134 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

4. What are your least profitable/productive tasks, and activities? 1)

:

2) 3) 5. What are your most profitable marketing and sales activities? 1) 2) 3) 6. What are your least productive/profitable sales and marketing activities? 1) 2) 3) 7. Who are your most profitable people, those whose contributions are the most valuable? 1) 2) 3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 135

8. Who are your least profitable people, those who contribute very little? 1) 2) 3) 9. What personal work activities give you the greatest pleasure and satisfaction? 1) 2) 3) 10. What sort of personal work activities give you very little pleasure or satisfaction? 1) 2) 3) What one action are you going to take immediately as a result of your answers to the above?

1) How will you measure success?. 2) What is your expected date of completion?. © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

136

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

RECOMMENDED LESSONS:

GENEStATi GEtEM Ml 1. Focus on Financial Results: (B>PGS) 2. Budget For Your Business: (B>EGS) 3. Managing Your Information: (B>PGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.com) and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

**S

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

137

S

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138

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

**%

"*%

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS)

Attract a Your success in business will be determined by the people who work for you more than any other factor

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

141

r Attract and Keep Great People i. All work is done by teams

^

2. Establishing rapport and trust

0 # m

3. Identifying needs accurately 4. Presenting persuasively L BU5INE55 MAS1

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

5. Answering objections effectively 6. Closing the Saleconsistently 7. Getting resales and referrals

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

163

PERFECT A GREAT SALES PROCESS

S SKILLS ANALYSIS KEY RESULT AREAS IN SELLING

Give yourself a grade of 1-10 to determine how well you are doing in each area. 1. Prospecting -1 develop a steady stream of qualified prospects so I always have more people to see than I have time. GRADE

1

2

3

4

5

6

7

8

9

10

2. Building Rapport and Trust -1 quickly and easily build excellent relationships with my prospects. GRADE

1

2

3

4

5

6

7

8

9

10

3. Need/Problem Identification -1 ask excellent questions that enable me to identify the true needs of my prospects. GRADE

1

2

3

4

5

6

7

8

9

10

4. Presentation Skills -1 present my product/service clearly so that my prospect quickly realizes that what I sell is the ideal product/service for him or her. GRADE

1

2

3

4

5

6

7

8

9

10

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

■^ ^

5. Answering Objections -1 have well developed answers and responses for most customer objections. GRADE

1

2

3

4

5

6

7

8

9

10

6. Closing the Sale -1 close each sale smoothly and in a timely fashion. GRADE

8

10 |

7. Resales and Referrals -1 get a steady stream of repeat sales and referrals from my customers. GRADE

1

2

3

4

5

6

7

8

9

10

Strongest area?.

**%

Weakest area? Action Commitment:

^

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

PERFECT A GREAT SALES PROCESS Sales is the heartbeat of your business, the oxygen to the brain of your financial future. Fortunately, all sales skills are learnable - with instruction, practice and repetition. 1. Prospecting: who are the ideal customers for what you sell? 1) 2) J0I^\

3) 2. A good prospect has four qualities. What are they for your best prospect? 1) Problem unsolved? 2) Need unsatisfied? 3) Goal unachieved? 4) Pain to be taken away? 3. Trust and credibility are the "heart" of the sale. What do you do to build trust with prospects?

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166 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

1) 2) 3)

4. Identifying needs accurately: What specific needs, wants of your ideal customer does your product or service satisfy? 1)

.

2) 3)

.

5. What is the most pressing, important need that a customer has that would cause him/her to buy your product? ***) 1)

_

2)

.

3) 6. Presenting persuasively - what are the three most important elements in persuading a prospect to buy from you? 1) 2)

.

3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI 167

7. Answering objections effectively: What are the three most common objections you get as reasons for not buying? 1) 2) 3) 8. Why don't qualified prospects buy your product? 1) 2) 3) C 9. Why do your prospects buy from your competitors? 1) 2) 3) 10. What must a prospect be convinced of to buy your product from you? 1) 2) 3) 11. People only buy one thing: improvement.

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168 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

What specifically does your product or service do to improve the life or work of your customer? 1) 2) 3) 12. Closing the Sale - what are the three best methods that you use to get the prospect to take action and to buy from you? 1) 2)

,

3) 13. Resales: What three things can you do before and after the sale to get the customer to buy from you again? 1) 2) 3) 14. What are three ways to follow through after the sale to assure customer satisfaction? 1) 2) 3) © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

~>

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! ](fl

What one action are you going to take immediately to create a great sales process?

1) How will you measure success?. 2) What is your expected date of completion?.

#*^.

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170

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

1. Sales, revenue, cash flow are essential to the success and growth of your business. 2. There are four ways to increase sales, rev enue and cash flow: 1. Make more individual sales; 2. Make larger sales to each customer; 3. Increase frequency of purchases from each customer; 4. Do, offer, sell something completely different.

3. To increase your sales, revenues, and cash flow, you must accurately identify the correct reason why you are not sell ing enough at the present. Ask "What else could be the reason?" after every definition of the problem — until you find the real reason. Each definition of the problem suggests a different solution, and leads you in a different direction.

4. Initial definition of problem: "Our/my sales are not high enough."

SCORE

On a scale of 1-10, how would you grade yourself/your company? Possible reasons for this problem: 1. We do not have enough customers. What else is the problem? 2. Our customers are not buying enough: What else is the problem? 3. We are not converting enough prospects into customers: What else is the problem? 4. Our advertising and promotion is not attracting enough customers: What else is the problem? 5. Our sales are not large enough per customer: What else is the problem? Our customers are not buying frequently enough from us: What else is the problem? We do not have enough salespeople: What else is the problem? 8. Our salespeople are not selling enough to our customers: What else is the problem? © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

B R I A N T R A C Y ' S T O TA L B U S I N E S S M A S T E R Y I B U I L D A G R E AT B U S I N E S S ! 1 7 1

# * v

9. Our salespeople are not trained well enough to sell in a tough, competitive market: What else is the problem? 10. Our customers are buying too much from our competitors: What else is the problem? 11. Our competitors are selling too much to our customers:. What else is the problem? 12. Our customers perceive greater value and benefit from our competitor's products: What else is the problem? 13. Our customers are not aware of how valuable our products can be to them in comparison with our competitor's offerings: What else is the problem? 14. We are not making enough profit on each individual sale: What else is the problem? 15. Our costs of making each sale are too high: What else is the problem? 16. There is not enough focus on sales and marketing in our organization: What else is the problem? 17. Our products are too expensive in comparison to our competitor's offerings: What else is the problem? 18. Our products are not perceived to be as good as those offered by our competitors: What else is the problem? 19. We do not have a distinct competitive advantage that allows us to stand out as superior to our competitors: What else is the problem? 20. The market has fundamentally changed and the demand for our product has declined permanently: What else is the problem? 21. We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow: What else is the problem? © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

172 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

5. Select the one core problem that could be the major obstacle to your success in today's market "^%

6. Make a list of 5 specific actions you could take immediately to solve this problem or remove this obstacle: 1. 2. 3.

_

4. 5. 7. Select the one action you are going to take immediately to increase sales, revenues and cashflow:

ASK YOURSELF THE FOLLOWING QUESTIONS: 1. What are my most attractive and profitable products/services? 1. 2. 3. 2. What do my customers consider value? Why do they buy from me? 1. 2. 3. 3. What do we do especially well? What is our "area of excellence?" our competitive advantage? 1.

.

2. 3. © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 173 4. Is there any product or service that, knowing what we now know, we wouldn't bring it to the market? 1. 2. 3. 5. If our business burned to the ground and we had to walk across the street and start over, what products/services would we begin offering again immediately? 1. 2. 3. 6. If we were starting over, what would we not start up again? 1. 2. 3. 7. If we were starting over, who would we not hire, assign, promote, deal with or get involved with? 1. 2. 3. What specific actions are you going to take immediately as the result of your answers to the above questions? 1. 2. 3. What one action are you going to take immediately?

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174

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

RECOMMENDED LESSONS:

PERFECT k GREAT SALES PROCESS 1. Create Your Sales Plan: (B>EGS) 2. High Performance Selling (30 Lessons): (S>SGS) 3. Secrets of Success In Selling: (S>SGS) To access these and other lessons, log on to Business Growth Strategies fwww.bizgrowthstrategies.com^ and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: ^

Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Your level of skill and experience is the key factor in business success

NOTES

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

177

Become a Great Businessperson

.

'

0

jt

Your outer life and business is a reflection of your inner life like a mirror. Your life only gets better when you get better. BRIAN TRACY'S TOTAL BUSINESS MASTERY

NOTES

Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

i. Intense, burning desire for success 2. Love the product/service they sell 3. Really care about helping their customers 4. They are in business for the long term 'ACY'STOT"

NOTES

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

179

Qualities of Top Businesspeople 5. Highly disciplined, focused 6. Expect to fail over and over 0

7. Love to sell, promote, persuade

0

8. They are incredibly persistent s

Failure is not an option BRiAN TRACY'S TOTAL BUSINESS MASTERY

NOTES

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

BECOME k mm BUSBNESSPEHSON When you think continually about the best qualities you could develop, you shape your own personality and become more like your ideal. 1. List three reasons why you want to be successful in your business: 1) 2) 3) 2. List the three things you love most about your product or service: 1)

.

2) 3) 3. List the three most important benefits your customers enjoy from using your product or service: 1) 2)

__

3)

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUIID A GREAT BUSINESS! 181 00^.

4. What would you like to be doing five, ten, twenty years from today? 1)

;

2) 3) 5. List the three best qualities or disciplines that you practice each day: 1) 2) 3) 6. List the three most important lessons you have learned from failure in the j ^ \

past: 1) 2)

;

3)

7. List the three most important things you do to promote and sell your product or service: 1) 2) 3)

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182 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

8. What are the three most important benefits you get personally for being incredibly persistent? 1) 2) 3) 9. What three things are you going to do or change, based on your answers to the above questions? 1) 2) 3) What one action are you going to take immediately?

1) How will you measure success?. 2) What is your expected date of completion?.

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! #^\

BECOME A GREAT BUSINESSPERSON

mmmi skills analysis KEY RESULT AREAS IN MANAGEMENT

Give yourself a grade of 1-10 to determine how well you are doing in each area. 1. Planning -1 have clear, written goals and plans of action for each part of my business. GRADE

1

2

3

4

5

6

7

8

9

10

2. Organizing -1 am well organized and capable of bringing together the #*\ necessary people, money and resources to achieve my business goals. GRADE

1

2

3

4

5

6

7

8

9

10

3. Staffing -1 am good at finding and hiring the right people to help me achieve my goals. GRADE

1

2

3

4

5

6

7

8

9

10

4. Delegating -1 delegate the right jobs to the right people, clearly and with complete understanding. GRADE

1

2

3

4

5

6

7

8

9

10

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184

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

5. Supervising -1 regularly inspect what I expect and make sure everyone is doing their job to the expected standard and on schedule. GRADE

8

10

6. Measuring -1 set and explain clear measures and standards of performance and review them regularly. GRADE

1

2

3

4

5

6

7

8

9

10

7. Reporting -1 report my results clearly and regularly to my bankers, customers, staff and suppliers, so there is no confusion or misunderstanding. GRADE

1

2

3

4

5

6

7

8

9

10

Strongest area?. Weakest area? Action Commitment:

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

185

JP\

RECOMMENDED LESSONS:

BECOME A GREAT BUSINESSPER! 1. Get the Most Out of Yourself: (L>MGS) 2. Pursuit of Personal Excellence: (L>MGS) 3. Seven Secrets of Managerial Success: (L>MGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.com) and type in the name of the lesson in the search window.

^

\

BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

186

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

*PGS) 2. The Customer Is Always Right: (L>MGS) 3. Customers For Life: (S>SGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.com) and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) jp^

Personal Success • Personal Growth Strategies (P>PGS)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

206

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

^^\

NOTE

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

BriaivTracy's

Build a Great Business!

Session 10 Oa.'^C ,,

Live a Great Life [■'-

•CSn•■ is-4, ■

Presented by

Brian Tracy © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

The aim and purpose of working is to enable you to create a high quality of life for yourself and your family

NOTES

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]



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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Time Quadrants URGENT NOT URGENT

MPORTANT

1

2

NOT IMPORTANT

3

4

■

1

KJ71 NOTES

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

211

LIVE A GREAT LIFE

1. What are the Urgent and Important activities that take up much of your day? 1) 2) 3) 2. What are the Not Urgent but Important activities that can have a major impact on your future? 1) 2) 3) 3. What are the Urgent but Not Important activities that sidetrack you during the day? 1) 2) 3)

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212 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

4. What are the activities that are neither Urgent nor Important that you can eliminate entirely? i) 2) 3) 5. What specific activities are you going to do more of in Quadrants 1 and 2 to increase your productivity? 1) 2) 3) 6. What activities should you stop doing altogether? 1) 2) 3) 7. What changes are you going to make in your time usage based on the above? 1) 2) 3)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 213

What one thing are you going to start doing or stop doing immediately?

1) How will you measure success?. 2) What is your expected date of completion?.

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Achievin The Law of the Excluded Alternative "Doing one thing means not doing everything else atthat moment." ♦ Practice ''creative abandonment" • Create a unot to do" list I

:■ STOTVH. BIT

NOTES

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 215

LIVE A GREAT LIFE

1. What three things do you enjoy doing the most when you are not working? 1) 2) 3) 2. What are your three most enjoyable vacation destinations? 1) 2) 3) 3. If you were forced to take a day off from work, what three things would you do? 1) 2) 3) 4. What are the most enjoyable leisure time activities you engage in with your family or friends?

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216 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

1) 2) 3)

5. How would you spend your time if you only had six months left to live? 1) 2) 3) 6. If you had $20,000,000 in the bank but only 10 years left to live, what would you do differently? 1)

"^

.

2) 3)

7. What actions are you going to take immediately to increase your time off? 1) 2) 3) "*%

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 217

What one leisure time activity are you going to plan for right now?

1) How will you measure success?. 2) What is your expected date of completion?.

JP?\

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218

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

" * \

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

BRIAN TRACY'S TOTAL BUSINESS MASTERY 1 BUILD A GREAT BUSINESS!

Brian Tracy's

Total Business Mastery Build a Great Business!

9 P0tfi

Summary & Wrap up Decision x - :

Making!

■« •

5^

Or**]

ialS9lfl3ill]

Brian Tracy © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

220

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

RECOMMENDED LESSONS:

LI

GMM LIFE

1. Get the Most Out of Yourself: (SM>SMGS) 2. Pursuit of Personal Excellence: (SM>SMGS) 3. Balancing Your Total Life: (SM>SMGS) To access these and other lessons, log on to Business Growth Strategies (www.bizgrowthstrategies.conri and type in the name of the lesson in the search window. BGS CATEGORIES - ABBREVIATIONS KEY: Leadership • Management Growth Strategies (L>MGS) Business Success • Profit Growth Strategies (B>PGS) • Entrepreneurial Growth Strategies (B>EGS) Sales • Sales Growth Strategies (S>SGS) Sales Management • Sales Manager Growth Strategies (SM>SMGS) Personal Success • Personal Growth Strategies (P>PGS)

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

^*^

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUIlD A GREAT BUSINESS!

The most important part of this day is what you do afterwards. Action is Everything. IAN TRACY'

NOTES

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222 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

DECISION-MAKINGS 1. What one change are you going to make in your work?

2. What one change are you going to make in your family life?

3. What one change are you going to make in your financial affairs?

4. What one change are you going to make in your health and fitness activities?

5. What one subject are you going to learn or improve in?

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

^

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS! 223

6. What one activity are you going to engage in in your social and community life?

7. What one activity are you going to engage in to improve your spiritual life?

What one thing are you going to do first?

1) How will you measure success?. 2) What is your expected date of completion?.

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224

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

-**^.

OTES

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225

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

TOTAL BUSINESS AAASTERY

Date:

Name:

We would appreciate your cooperation in helping us to improve this program by sharing your opinions and suggestions with us. What is your overall evaluation of this program? (Please mark with an x) EXCELLENT

GOOD

20 19 18 17 16 15 14 13 12 11 10

FAIR

8

POOR

6 5

Why did you rate it this way?.

What ONE idea will you apply immediately as a result of this program?.

Which guest speaker provided the most value to you? Of the sessions Brian taught, what specific topic did you like the most? (Choose one only) O Become a Great Leader

O Attract and Keep Great People

O Offer a Great Product or Service

O Perfect a Great Sales Process

O Design a Great Business Plan

O Become a Great Businessperson

O Create a Great Marketing Plan

O Create a Great Customer Experience

O Generate Great Numbers

O Live a Great Life

Are there any topics that were not covered that you would have liked Brian to talk about?

JP^N

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226 BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

Do you feel that you received the intended value for what you paid for the seminar? ■' O YES O NO If no, what would have made your experience more valuable?

Why did you decide to attend this program?

What improvements would you suggest for future events?

Please list anyone you know who would be interested in attending this program: Name:

Company:

Email: Name: Email: Name: Email:

Phone: .

Company: Phone: Company: Phone:

THANK YOU! Your feedback is greatly appreciated!

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BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESSI

227

DATE # GOAL OR ACTION

COMPLETION DATE

2 3

5

^

\

8

10 12 13 14 15 16 17 18 19 20 © Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]

228

BRIAN TRACY'S TOTAL BUSINESS MASTERY I BUILD A GREAT BUSINESS!

© Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. [TBM/G-12]