August 2014 Vol- The CONNECT SMALL BUSINESS NETWORK - NETWORK . December 2014 The CONNECT SMALL BUSINESS NETWORK - NETWORK .

Want to show case your work or make some $ from it?Page 12.

Photographer? Always Be ClosingHow to handle the 3 ways

prospects can object.Page 6.

MONTHLY

“Always Be Closing” and how to handle the 3 ways prospects can object

By John Laurenson, Page 8 .

“Just When You Want To Give Up”The difference between try and triumph.

By Patricia Springsteen, Page 10.

“The New year Is Almost Here” 3 Simple Steps to Turn Your Life Around

By Ben Mackie, Page 14.

“Get Organised” By Delegating Effectively’

Wendy Tadokoro, Page 4.

“Why Credit Is Declined” The Inside Scoop

By Paul Gillmore, Page 6.

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EDITIONLOOK WHAT’S COVERED IN THIS

Table of Contents

Letter From The Editor 3Getting ready for 2015

GET ORGANISED 4BY DELEGATING EFFECTIVELY

Why Credit is Declined 6The inside scoop!

Always Be Closing 8(and how to handle the 3 ways prospects can object)

Just When You Want to Give Up... 10The difference between try and triumph is just a little Umph! - Marvyn Phillips

POWER QUOTE 11Enjoy the power of words that both resonate and motivate!!

PHOTOGRAPHERS 12Ever thought of selling your images? We’ve made it super easy!

The NEW YEAR is almost here 143 simple steps to turn your life around

CSBN MISSION STATEMENT 16THE CSBN TEAM 16

E D I TO R I N C H I E F

BEN MackieLetterFromTheEditor

Christmas- it’s that season where we all reflect on our year that was (in my case it’s been rather eventful and active, yet at the same time not a ‘blink and you’ll miss it’ scenario). It’s the time of year where for many of us, we spend quality time with family and friends (even co-workers if you’re lucky enough to enjoy not just the company you work for, but the company you work with). For some of us (especially those of us in Australia) it’s also an excuse to eat/ drink to excess, laze about in the sun, watch the cricket and wonder what it must be like to experience a white Christmas?

However, Christmas and the New Years’ period can also often be a time where we find business sluggish. All that momentum and activity in the months leading up to December seemingly disappears just before the torn wrapping paper and empty wine bottles on Christmas Day. How do we avoid this slump and position ourselves to hit the ground running as soon as the clock ticks over to the New Year? Here are two quick tips:

1. Don’t talk about or plan for a shut-downIt all depends on whether you are planning to stay active or whether you are planning for a

quiet period. May I suggest using this festive period as a time to begin setting your business operations up for the New Year? Are there customers you can be reaching out to now, about sign-ups, programs or work that can begin in January? That way, once the festivities have been and gone and the New Year is upon us, you are already primed for a flying start into 2015! I’m not suggesting you become Scrooge and turn your back on any of the merriment that comes at this time of year, but planning ahead and keeping the momentum going now, will save you the extra work in having to generate sales and prospects when you sit down at your work desk early next year.

2. Capitalise on competitors who are shutting downIf your competitors are mostly backing right off or even shutting down over the Christmas period, what opportunities might be ripe for you to do business with some of their regular clients or customers instead? Making that extra effort to help them now, could very well lead to a greater number of regular customers later. There’s something to consider!

On behalf of CSBN, I would like to wish all our regular contributors and advertisers a Merry Christmas- approaching our first 12 months in publication, we appreciate your help in getting us established as a valuable source of information and assistance for small businesses all throughout Brisbane. This is only happening because of your time and assistance, and it is truly noted. Providing advertising and content for us, enables us to give back to you in the form of networking opportunities, potential partnerships, valuable advice and great deals. We look forward to speaking with you all and working together in the New Year!

Author - Ben Mackie

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Most of us have at some stage worked under a micromanager, and know just how annoying it can be not to be trusted to think for yourself or take responsibility. So why do some of us become micromanagers when we have staff under us? We take care to appoint the best employees, we train them at considerable cost, and then we make sure that we still control every single aspect and detail of their jobs. Little wonder that we do not feel productive!

An important part of becoming organized and managing your time efficiently is knowing when, to whom and how to delegate tasks.

GETORGANISEDBY DELEGATING EFFECTIVELY

Why is it important to delegate?Your time is valuable and should be used for those tasks that will give you the highest return on time investment, i.e. that will optimize your productivity.

At the same time, when you are leading a team there are benefits for the rest of the team in delegating tasks to them:

• Team members will develop newskills and gain experience

• Youareshowingyourteammembersthat you value them

• Team members will feel more

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GETORGANISED empowered

• Team members become moreinvolved in their work

• Youhaveanopportunitytoleveragethe specific strengths of members of your team

What prevents people from delegating?The most common reason why people fail to delegate is that they think they can do the job quicker or better themselves. This essentially means that they do not trust others to do the job. It may well be that people fail to meet your standards when you first delegate a task to them, but this is precisely when you need to persist and give them the opportunity to learn and grow. People will usually surprise you by rising to the challenge that you present to them.

There are other reasons as well why team leaders do not delegate tasks:

• Peoplemayholdontoataskthattheyenjoy doing, when others could perform the task just as well. Remember that it may be just as gratifying to mentor someone else to do a job as well as you.

• Team leaders sometimes make themistake of thinking that delegating will be perceived as an inability to do a job yourself, as passing the buck. This is especially true of insecure managers. However, delegating is perceived by others as being a strength, not a weakness.

How to delegate effectivelyDelegating does not mean telling an employee what to do; it means handing responsibility to an employee to make decisions for him- or herself. One of the biggest mistakes in delegating is to delegate the task but not the responsibility. Team members need to take ownership of the task that has been delegated to them. It is important that others also know that you have given a person or persons the authority to do a job.

Make sure the team members to whom you delegate a task have the resources to do the job, including equipment, financial resources and information – often this last

factor is overlooked, but it is crucial in their ability to succeed.

Once you have decided what to delegate and selected the persons to whom you will delegate, keep track of tasks by setting objectives and milestones, monitoring and reviewing objectives, and giving feedback. Breaking a task down into milestones will help to keep team members on track and ensure that a project does not venture too far off course without your knowledge.

Do not allow people to bring the job you have delegated back to you, even if they take a little longer than you would have done. Give them the opportunity to learn from the experience.

Effectively delegating to your employees will transform them and integrate them into the team, while enabling you to be more organised, productive and fulfilled.

About WendyWendy Tadokoro helps busy business owners, professionals and their teams to implement high impact systems to improve their personal and business efficiency - so that they can manage day to day activities with confidence, less stress and focus on what really matters most. Wendy loves to help others to leverage systems, use smart time saving strategies and tools to get more done, be more effective and enjoy their work/life. For more information visit www.organisingworks.com.au

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WhyCreditisDeclinedThe inside scoop!

We are all familiar with credit through home loans, credit cards, store cards, personal loans, equipment leasing etc but why might we have credit declined?

ServiceabilityServiceability is a fancy word for your ability to make payments on a loan. Your total income less your expenditure is taken into account including commitments such as living expenses, and other loan commitments. If you do not have enough funds in your budget then you will be declined for a loan.

LVRIs short for Loan to Value Ratio, which is the proportion or percentage you borrow. So if you have a 20% deposit for a home loan, you will borrow 80% and the LVR will be 80%. Different lenders have different LVR’s based on the asset, its’ location and their lending policy. For example, you might be able to get a 90 or a 95% lend on a property (if you pay mortgage insurance) but you will not get a 90 or 95% lend on the same property if you buy it in your Self Managed Super Fund.

Type of AssetMost lenders will lend to buy a home in most towns but most will not lend to buy a large rural property more than 100km from town. Both are real estate assets but most lenders will not lend on the latter. It’s similar with commercial or industrial property. You must speak to a specialist lender to secure this type of finance

ValuationNaturally, lenders will do their independent research on the value of a property before they lend. In fact, they have their own panel of valuers that they trust and will not accept a valuation done outside this. Lenders also ‘instruct’ valuers as to the way they want a value to be assessed. For example, a lender might instruct to value based on rental returns for an investment property, they might ask for it to be based on comparable sales of similar properties recently sold in the area or they might instruct to achieve a price to guarantee its’ sale in a short period

of time – commonly called a ‘fire sale’ price.

Valuers

Licenced Property valuers are required if necessary, to defend their valuation in court. This actually occurred after the GFC when property values fell dramatically. Many valuers were grilled by barristers about how they could be so wrong. As a result of this, valuers tend to construct a ‘relatively conservative’ value for a property.

Value v LVRIf a lender will lend up to 80% of the value of a property but the property valuer values at significantly less than the purchase price, the bank will only lend up to 80% of the valuation. For example, if you want to buy a property for $400,000 borrowing 80% ($320,000) but the valuer says $360,000, the bank will only lend to 80% or $288,000 regardless of whether you can afford to make payments on $320,000. If you still want to buy the property, you will have to put the balance of an extra $32,000. In other words, instead of your original deposit of $80,000, you will need a deposit of $112,000, otherwise you will not be able to purchase the property.

Credit HistoryMany of you will know that I already work hard to protect your credit history file because I know that ALL applications for credit will result in an entry on your credit file, irrespective of whether you take the credit or not. Further, with the recent changes from negative to positive credit reporting, a default or a missed payment will now be listed. Lenders ALWAYS consult your credit file and a bad entry could result in a decline.

For more information from an experienced specialist, please contact

Paul Gillmore DFS

Founder and Director Southern Cross Financial Services

07 5429 5561

paul@sc-fs.com.au.

Author - Paul Gillmore

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Alwaysbeclosing(and how to handle the 3 ways prospects can object)

How will you know what their objection is unless you are attempting to close? Closing can be easy if you have followed a completely systematic sales procedure and discovered that you are a perfect match. Closing can be as simple as saying something like: “You inspire me and I want to work with you - when can we start?”

If you don’t know what their objection is then you won’t know how to handle it and you will be wasting both your time and theirs. Your close will prompt their deepest objections because you are asking them to make a commitment – and it’s not about the money – it’s about other things, but money will be used as a cover.

They are more likely to be worried about being disappointed or let down like they have in the past. If you keep asking for their business and handle their objections effectively with a comprehensive response module and procedure (please ask for my response module procedure and I will send it to you – you will never again be lost for words when your prospect raises an objection!) Their objections will usually be fuelled by three critical sources.

The objections they pose will most often fall into 3 categories and are:

1. Can I trust you?

2. Do you have a system?

3. Will it work for me?

You handle each of these differently according to the category they fall into.

The first one, “can I trust you?”, is all about them and how often they have been let down because they don’t want to waste their time running around after you trying to obtain what you initially promised to do for them, only to have their hopes and dreams crushed all over again. When an objection like this is hoisted, you should reveal something personal about yourself

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that shows them you have some skin in the game to show they can trust that you can deliver on your word.

I often use the fact that I value my reputation and will go the extra mile for them and do whatever it takes because I want them to refer me to others like them and I want them to give me a video testimonial when they are happy with my service. I ask them “If you are more than satisfied with my service are you willing to refer me to others and give me a video testimonial?” This shows I have plenty to work for which generates a sufficient reason for them to trust me a bit more because I’ve given them some control over the outcome.

The next one, “do you have a system?” is about being able to simply and clearly present the organised steps you have to go through to deliver on your word. When you can clearly explain how your service or product will successfully be delivered to them and they can comprehend it in a way they understand - then they can have confidence you are not doing this for the first time, you are not a shyster and you will have lowered their buying resistance even more. To get this absolute confidence in your product or service you really need to design and document your intelligent systems and procedures so you can deliver on time every time to above the standard your customers require. This gives you more confidence because it forms more reasons to absolutely believe in your product performance, which will show through in your presentation.

Your customers need you to have a system because when it comes to having a system – any system beats no system because you will be sticking to a routine that is predictable - this makes your customers feel like they are in control and confident about their experience because they know what they will be getting and how they will get it. When you fiddle about and change your customers’ experience they start to close off a little and emotionally move away from the experience they are having. If you can normalise your systems and procedures intelligently so they are “experienced” the same way across the board, then your customers will feel better about referring you to others just like themselves because they are more emotionally engaged.

The last one, “will it work for me?”- comes down to social belief and their ability to Author - John Laurenson

imagine their life including your product or service in the way you are offering it. First you can give an example of a customer, someone just like them, who is really happy with what your product or service is doing for them and then you can start to work with them to imagine it working for them too. You can ask questions like “can you imagine how much better your life will be when we have implemented this system for you?” or “What are the benefits you can imagine having after you have bought this product?”

Finally, it is not essential to probe your prospect on all three objection areas/fronts to get them to sign up with you because if they understand how your product or service works and they see they have a need for it, all they need from you is assurance that it will happen for them just like you described it.

When your prospect is ready to complete the paperwork with you, then just go ahead and complete the sale as planned and you will have created another very happy customer.

Remember, please ask for my response module procedure and I will send it to you – you will never again be lost for words when your prospect raises an objection.

Visit www.goalsprojectssystems.com

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The difference between try and triumph is just a little Umph! - Marvyn Phillips

JustWhenYouWanttoGiveUp...

This is one of my favourite quotes and sitting here realising how fast the year is going – I thought how appropriate this quote is when we take a step back and think over the past year.

How many of your projects and goals did you achieve? How many did you not achieve because perhaps you gave up too early? How many times have you given up on a project or a dream because things were getting too much, too complicated or it just seemed all too hard? Too often we come close but fail because we either don’t identify the “umph” we need to finish or we fail to apply it.

Sometimes the “umph” may be a tangible factor- perhaps it could be money, or resources. However, 90% of the time the “umph” can be identified as attitude - a positive versus a negative attitude. We let our negative self talk loose when we hit that barrier or challenge and we talk ourselves out of pushing through to completion. We give up. “It’s all too hard!! It wouldn’t be a success anyway! It’s already been done! I can’t do this – I haven’t got the talent – I‘m no good – I haven’t got the time.” Do these comments sound familiar?

This is where you need to say ‘Stop!’ Stop that downward spiral and start thinking positive – switch to positive self- talk. Push that extra mile, look for those resources. Say to yourself – “I can do this, I have got talent, yes I am good, yes it will succeed. I made those goals and projects for a reason – just a little more push and I will achieve my goal and complete that project.”

Thomas Edison summed it up in his quote: Many of life’s failures are people who did not realize how close they were to success when they gave up.

So are you involved in a project that you are thinking about giving up? If so, stop and take another look. Search for the “umph” you need to go on… change your attitude… step back and look at the project with new eyes, talk to someone, re-look at your goals, visualise your success. Need some help? Look for a mentor, a business coach, attend personal development seminars, upgrade your skills.

Remember Stephen Bradbury, the Aussie Skater in the 2002 winter Olympics – he could very easily have given up – he was not expected to win. Yet he kept going, giving his best and because he was there and giving his best, he was there when the opportunity came and he won that gold medal!

Find the “umph” in you – keep going and celebrate your triumphs. Surprise yourself when you think back on the year – you have probably achieved more than you think you did!

Author - Trish@Trischel

Managing Director and Senior TrainerTrischelCreating Confident Communicatorswww.trischel.com.auwww.patriciaspringsteen.cominfo@trischel.com.au

Trish Springsteen is an award winning Communication Expert, Senior Trainer, Professional Speaker, MC and Author. With over 20 years experience in Communication, Trish specialises in Personality Profiling, Leadership and Management, Team Building and Retention, Stress Management, Public Speaking, Gender Communication and Interview Skills. Trish is the Co-founder and Director of communication training company, Trischel.

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“From what we get, we can make a living; what we give, however, makes a life.”

Arthur Ashe

Enjoy the power of words that both resonate and motivate!!

POWERQUOTE

The difference between try and triumph is just a little Umph! - Marvyn Phillips

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Stock photography is readily available, but can cost an arm and a leg for that perfect image to compliment your message.

The Team at CSBN have decided to include a new section to our monthly magazine aimed specifically at photographers who would like to show case, sell and receive recognition for their work. While this will add a valuable and visually impacting addition to our magazine, it will also serve to promote those who would like to promote and

benefit their work, and generate more people looking to use their images for marketing and promotion. The selling and buying for now will be between the photographer and the client, but we are working hard to have a powerful feature on our website to showcase your

images while automatically taking care of the selling and buying, quickly and easily. O u r a i m i s t o p r o v i d e some unique images at affordable prices that can be used for commercial purposes by small business owners, as well as help you promote your images while generating an income from them. Send your files through toadmin@csbn.com.au

“The Team at CSBN has decided to include a new

section aimed specifically at photographers who want

to show case their work!”

PHOTOGRAPHERSEver thought of selling your images? We’ve made it super easy!

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PHOTOGRAPHERS

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TheNEWYEARisalmosthere3 simple steps to turn your life around

IWith the New Year nearly here, it’s a time where many of us reflect on the previous 12 months and begin plotting how things are going to be different over the ensuing 12 months- otherwise known as ‘New Years’ Resolutions’. We begin so optimistically, with grand plans on how this is really going to be “Our year”. But how often do those good intentions fall down, less than 6 months in? The process of trying to notably turn your life around can be a drawn out, difficult one. But following these three simple steps (hand in hand with setting out plans and implementing strategies to achieve them) will make the whole process that little bit easier:

1. Change your roomI’m not suggesting you need to give your room (or your office space) a complete make over, but by changing small things like the placement of the furniture, pictures hanging on the walls, removing clutter etc. all helps to give the subtle, fresh feel of a new start. If you’re eager to make the change in your life but you can’t remember the last time you reorganised/ redecorated your room, then this is the best time to do so! Going to sleep (and waking up) in an environment that looks new, helps to create the impression that your life itself is renewed. If you’re feeling really ambitious, perhaps now is

the time to get around to giving the walls a fresh coat of paint, laying new carpet and decking your room out with new furniture as well? How far you want to take this one is all up to you!

2. Change who you see in the mirrorNew hair cut, new clothes, new exercise program- all these things play a great part in helping you to more readily believe that change has come about in your life. If you’re getting around with the same look you’ve had for years, every time you peer into the mirror you’ll see the same old person staring back at yourself. Again, this move doesn’t have to be an elaborate or expensive

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one. What is most impor tant is building up (on a subconscious level) the impression that you, yourself are renewed, different from the person you used to be- make your outward appearance a ref lect ion of the rejuvenation coming from within. Looking into the mirror, instead of seeing that same person with the same old life story as has been the case for years, you see a new, improved you. This serves as a great form of encouragement to keep growing, expanding and learning, to keep pursuing that ultimate goal you have in mind. Not only do you begin to feel more like the person you want to become- you begin to physically resemble that person too. Furthermore, doing this is a great confidence boost! In this instance, spoiling yourself a little could be just the thing you need…

3. Change what you hearPerhaps you’re accustomed to making the commute (if you travel to work) with just your preferred radio station on, or you have those old favorite playlists you like to listen to of a morning? There’s nothing wrong with doing this as such, but in the process of working at turning your life around, there are going to be

struggles. There will be difficult days, stressful situations, times where you wonder if it’s better to just sit down and wave the white flag. Searching the vast internet database for some great work-out or motivational playlists can be the perfect thing to have in your ear as you go about each day. Spoken tracks are even better because the more you listen to them, the more your subconscious wil l memorise entire sentences and passages. Believe me, you’ll be surprised at the moments when your mind randomly has a flash back to these! All the same, remembering just a few great passages or quotes can be exactly the boost you need when you find yourself in a moment of despair or a ‘rut’.

Do you have any other tried and tested tips for turning your l ife around? We’d love to hear from you! After all, sharing is what makes the world go around...

www.scribecopywriting.com.au

Author - Ben Mackie

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meet our members..Camille Scott, owner & manager, came upon the idea for the Connect! Small Business Network through her contact with the amazing NEIS small business course, it’s staff and mentors. By seeking new avenues through which to market my website services, and to outsource required work, I quickly realised that I had no clear and easy access to fellow NEIS participants.

“I truly hope the CSBN will benefit NEIS participants, both past and present as well as other business owners across Australia by providing a networking platform, from which we can all connect and benefit from our unique business experiences, services and products. Because I believe in the NEIS

C a m i l l e S c o t tf o u n d e r & m a n a g e r

“I truely hope the CSBN will benefit small and start up business owners across

Australia to grow and reach the level the dream of”

CSBNMISSIONSTATEMENTThrough a simple and highly effective world class web site service and development system that offers tailored solutions to everyday marketing challenges for almost every business.Business growth will be sourced from an abundant supply of happy and satisfied customers who con-stantly refer more and more qualified prospects, and through highly effective networking and marketing events both online and in person.Promotion is further engaged through the highly successful CSBN Magazine and through regular publi-cation of satisfied client stories and testimonials, and very profitable professional alliances with comple-mentary organisations.Extraordinary client satisfaction ratings will be achieved through the development and improvement of highly functioning systems and procedures designed to engage and enhance customer experience at each and every interaction.The highly valued product and service offering is delivered by highly effective staff who are happy and motivated to improve and grow themselves and the business through effective use and improvement of the world class business systems.The overriding attitude is to remain the world’s best in web site development service and is achieved through:1. an undying commitment to improving and innovating 2. constantly watching our competition and learning from them3. staying in touch with our customers current needs and wants4. system evaluation and improvement

THECSBNTEAM

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“CSBN is where we connect people from all different fields

- those sowing their seeds to those who have experience tending to their seeds and

want to share their knowledge of what it takes to grow a

business into a mighty tree.”

B e n M a c k i ee d i t o r i n c h i e f

Ben Mackie, CSBN Editor in Chief, also m a n a g e s h i s o w n b u s i n e s s ( S c r i b e C o p y w r i t i n g ) . T h r o u g h f r e q u e n t involvement in business networking, Ben understands first hand how important it is for business (large or small) not just to make stronger connections with their target market and their existing client base, but also with other businesses.

“Starting out in business is like planting seeds with the intention of growing a big tree. You can plant the seeds in healthy soil in a spot where they are exposed to enough sunlight to grow. But it’s not an instant process, the seeds and the soil need constant maintenance, attention and care to grow. Patience is also necessary. CSBN is where we connect people from all different

“What is the most important thing you need

to do in business?”

J o h n L a u r e n s o nb u s i n e s s c o a c h

John Laurenson, CSBN Business Coach, also manages his own business “Goals Systems Projects”. With over 40 years experience, John is an absolute wealth of knowledge and drive in solving problems, developing and implimenting highly efficient systems, and taking any business from woe to GO in no time at all.

“If I said systems was the most important I would not be wrong but having said that you need vision / direction to head towards and a business model that is profitable. I help you focus with clarity and where you want to go and help you break down the phases of your business so you can

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CONNECT! Small Business Network (CSBN)The CSBN is designed to help you expand and succeed in your business. We provide a wide variety of services to help your business stand out from the crowd while looking polished and professional. It takes a lot of hard work to succeed in business

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Website Design & DevelopmentStep-by-Step Workshops

Photography & Stock ImagesCopywriting for Quality Content

Education Based ConferencesMarketing & PromotionVideo & Graphic Design