One Way Or Another, He Was Going To Get Us Hooked!

I must admit, I’ve never had a (belated) Christmas present quite like it!

Last Saturday evening, 12 of us were treated to an unforgettable experience by Number One son, Adrian

Imagine sitting down to a 9-course meal, served by your very own Executive Chef! (Yeah, that’s not a typo. 9 courses, across 3.5 luverly hours)

Unable to visit us at Christmas, Adrian took time out from overseeing 5 Cambridgeshire restaurants… travelled down to West Sussex with wife, Barbora (restaurant manager) and smiling friend… and served the meal to end all meals.

(And it all took place at ‘The Soul Millionaire Mansion’. The house which served as the setting for my novel ‘The Soul Millionaire’.)

Why am I sharing this belly-busting experience with you?
That’ll be clear in just a moment.

You see, it wasn’t the extraordinary Purely-British menu that blew our minds… scallops, salmon, squid ink, farm bacon, roasted beetroot, parsnip chips, roasted goat, squirrel suet pudding, roasted hazelnuts, crab, rabbit terrine, mint puree, roasted pumpkin, capers and herbs, pheasant on vegetable stack, raspberry sorbet, waldorf salad, gooseberry and elderflower ice cream, special poached eggs, cambridge burnt cream, shortbread, sticky toffee pudding, clotted cream, mushroom sauces, spinach sauces…

… No it wasn’t that at all!

It was the fact that we were all taken in by the seemingly small(ish) portions.
And the fact that – no matter what you did or didn’t like – there was something there that captured your attention and surprised your pallet.

Which meant that – by the end of the evening – every corner of you had been gastronomically satisfied (and filled)

It was an exercise in captivation of your audience.

And it came to mind when we held our Client Q&A Teleconference this week.

Paul Woods (ImagineFP.com) was sharing his marketing activity with members of the team…
“We’ve discovered that there’s no silver bullet in our marketing strategy.” He pointed out. “It’s a combination of coherent activities both offline and online. But done consistently, constantly.”

He then went on to describe his networking, public speaking, leaflets, mini brochures, website, email system… all communicating and supporting their upgraded fee-based service.

Each of us is captivated and wooed by different media and approaches.
Each of us is satisfied by different items on the Service and Communications Menu.

What Adrian knows, and what Paul discovered… is that the talented chef and smart marketer both know how to captivate their audience.
A  drip, drip, drip of tantalising – and relevant – components from your Menu.
Each drip and drop designed to approach the consumer from a different angle. But along a consistent theme.

At the end of the evening, Adrian left ‘his’ kitchen, and entered the dining room to a round of applause (followed by a flurry of hugs and kisses).

He was calm, unruffled, unphased by all the praise (he’s learned not to ‘breathe it in’, as Danby Bloch would say)…

…and completely unsurprised when we started to ask him about creating a Mid-Summer Olde-English Charity Banquet for 100 people!

It’s what happens when you study your audience, are brilliant at your craft… and recognise that it takes at least ’7 touches’ to bring people to you – on your terms.

Wisdom, from the mouths of babes!

You’re Holding 2012 In Your Hands… There’s So Much You Could Do!

I distinctly remember a phone call, many years ago, when I spoke to an uber-stressed IT Director.

“So,” I asked “How was the Time Management course?”

“Afraid I didn’t make it.” says he.

Then I asked the stupid, pointless question… “So, why’s that then?”
(You’re ahead of me, aren’t you?)

“Well,” (big sigh here) “I just didn’t have the time!”

Ha!
Double Ha!
It would be funny, if it weren’t so ridiculous and sad.

During the last few months, I’ve met a wide selection of Financial Advisers, (Financial Planners, Life Planners, Wealth Managers et al) at our various workshops and public seminars.

When it comes to being stressed, they were strewn along the whole spectrum.
From highly driven, 7-day per week merchants, frustrated and aging before my very eyes.
To calm and fulfilled and laughing, with clients flowing almost effortlessly through the door.

At this stage, I must make a confession…
During 2011 I found myself shuttling from one end of that spectrum to the other.

At times, I was just like most of my Blog readers… working silly hours, at maximum stretch, with a Project List as long as both arms (and a leg)

Until, that is, I spent a day walking the fields and woods of Hampshire with my Mentor/co-Director, Andrew.

Amongst the peace and beauty, some tough talking and clear thinking occured.

What I re-discovered  has made such an impact on me that, today I feel as if I’m floating 9 inches off the ground

If you’re already dreading the weight of this year’s To-Do List, allow me to share just a couple of insights with you… as you prepare to face the challenges of 2012.

First Insight: Be Clear About ‘The Reason Why’ of Your Business

I remember an Adviser saying he’d like to work with me.
But what he wanted was everything delivered as a template.

“Don’t explain things through all that coaching and your workshops. Just give me the templates,  and I’ll work it out for myself.”

At the end of the meeting, I didn’t pursue the relationship further.

Look, let’s be honest…
There’s a wallowing mass of ‘How To Do It’ stuff out there for your profession.
Masses of it.
We’re awash with workshops, webinars, websites, linkedin groups…!
And a lot of it is given away. Free. Gratis. Pro Bono.

If all you had to do was learn the ‘How To’ of running a business…
Well, then most Advisers would be Healthy, Rich and Deliriously Happy!

I assure you. They’re not.

The problem is… too many people are running like fury, because they’re unclear about what they’re doing ‘all this’ for.

There’s no deep-seated, passionate, crystal clear ’Why’ behind their business.

When you’re clear about the central reason for running your small business…

When you’ve decided that it’s about more than just making money (I’ll show you some street market vendors who are making a pretty penny – with a lot less hassle than you’re facing)…

When you’ve written a clear Business Strategy around this Reason Why…

Then two things happen:

1)   Not only does your attention get focused on what is strategically important, to achieve what you really, really want. But…
2)   You’re much more astute about what to STOP doing… even if everyone else is doing it day in and day out.

More importantly, you know when to say ‘Enough!’
You know when to ignore your Screaming,  Driving Ego which says ‘More Is Definitely Better’

For example More-Clients-per-Adviser is seldom a shrewd business strategy.
Indeed, time and again, I’ve seen that mentality lead to frustration, misery, even tears.

If you don’t immediately buy into the ‘Reason Why’ approach, think about this…

Last year I wrote about a comparison between companies like, say, Dell and Apple

• Both have created wealthy organisations, with  mistakes and successes on the way
• But one has left a far more iconic, inspirational mark on business and consumer history

Ask yourself, which of these types of business your clients would be attracted to.

And then ask yourself…
“Is my business inspirational?
Or is it the Financial Services equivalent of buying something for a dollar, and selling it for two?” 

Because, when you’re that attractive, quality referrals, and beneficial alliances flow your way. And you work far less frantically to build your business.

Second Insight: Forget Time Management!

The problem with thinking ‘Time Management’ is that we’re seduced by the thought of ‘More, Faster, More Efficiently’.

Trying to cram more things, more efficiently, into your day is a sure route to misery. That’s my observation of hundreds of Business Owner-Managers.

Why? Because there are only a few things in business or life that make a big difference. (And they’re seldom ‘things’)

The wisdom that seperates the Calm from the Ludicrously Stressed is knowing which of the gazillion tasks that face them are the BIG ones.

I’ve found that, by combining two widely-discussed (but seldom-used) principles, I’m enjoying instantly better results:

• The Pareto Principle (80/20 Rule), together with
• Parkinson’s Law

You see… if only 20% (or less) of my activities produce 80% of my results… then I’m spending Monday mornings carefully thinking through which activities are the Top 20%.

Then, more and more, I’m leaving the rest alone (or training someone else to handle it. Sometimes!)

Next… I give myself less time.
Since work will – without question – expand to fill the time…
I now cut down my time for each project.
And I’m going home earlier.

I’m working hard to avoid multi-tasking, and trying to ignore absolutely everything (especially emails) until I’ve finished that task.

Oh… and I now never, never list more than 4 Major Projects for each day.
Just four.
If nothing else gets done, well… then it doesn’t matter that much. Does it?

I’ll conclude by referring to one of the simple questions I learned when – as a Financial Planner – I first started using a coach.

At first, I though it was slightly cheesy.
Until I realised that I was staring at a question that made me squirm.

Ready?

“If you had a bad heart… and were only allowed 2 hours per day for work:

• Would you be doing the work you’re doing today?
• And if so, what tasks would you stop doing each week?

Now that you’ve answered both of those… Why are you about to do what you were about to do?”

It’s the simple questions that carry the power to create change, and which free us from drudgery and wasted weeks each year.

There Is No Christmas Recipe Quite Like This One

So, there we were.
Gathered around the blazing fire at the Donnington Valley Golf Club.
Reminiscing…

It was 30 minutes before I was due to start the workshop.
Soon there’d be a roomful of IFAs, learning about… Well, that’s no longer important.

Four delegates had arrived early, and lounged with me in comfortable armchairs, sharing thoughts of Christmas traditions.

“I remember the smell of pine needles as I came downstairs on Christmas morning” said one. “I wish we could return to real Christmas trees.”

“But why,” sighed another “do we give so many things to each other, when we have such a lot already. Our attic is  full of stuff to take to the charity shop next year? Strange…” We laughed with him.

And my mind flew back to deeply ingrained memories of my childhood.

I remember sitting on my Mum’s lap, as each year she read to me from my favourite book… “Twas the night before Christmas, and all through the house…”

Right there, I knew Christmas had truly begun. My sister and I would be bathed in the magic of it for days to come.

Mum and Dad would save up so that we could afford coal fires for two whole weeks! We even had chestnuts to roast.

Like many of you, we knew a little about struggle and survival.
As children we were painfully aware that the fact there was a turkey on the table at all was a small step short of a miracle.

But oh! We loved that succulent turkey, suffused with Jamaican stuffing (a family secret recipe!)

I clearly remember one Christmas when Uncle John (one of Dad’s friends) ate with us.
I remember his tears, as he mumbled “Thank you, Roy and Marge”

And, instinctively, we small children understood that he would have eaten alone today. With no Jamaican stuffing, or ham with brown pepper sauce. (How tough can life be?)

Mum and Dad didn’t talk much about giving.
They simply showed us how it looked.

Our children are mostly adults now. There’s just Briony still in her teens.

I doubt if any of them could tell you what presents they’ve received over the years.

But they certainly remember the ‘Christmas Elving’ which became our family tradition.

To be a Christmas Elf, you need to think of families who you know are having a struggle at this time of year.

You wrap small presents for each family - Christmas puds and the like – that the whole family can enjoy. Sometimes, you know when a special bounty of food and presents is needed.

My role was to write the ‘Christmas Elf’ poem each year.
Then you all jump in the car, and the fun starts (even more so when you take a couple of cars packed with friends’ children)

At each home, the children creep up to the front door… ring the bell… and run like the dickens! 
Someone always screams. Someone invariably falls on the icy pavement.
Everybody giggles constantly.

The look of surprise and wonder on the faces of those families as they come to the front door! There on their doorstep is a mysterious, beautifully wrapped present. Plus a poem from the Elves.

It’s worth the cold noses and red ears just to observe them, and to see our children, crouched hiding behind cars and bushes.

(Of course, there was the time when Lauren slid on the ice, down a bank, and smacked straight into our open car door! Briony still loves that story.)

Years later, our Briony and Lauren remember what it feels like to forget themselves and remember others.

The Christmas memories are all the deeper, richer and warmer.

People have said to me in these last few days “It’s really about the children, isn’t it?”

I’m convinced it can be much more than that.
We can all become childlike!

Across the years, the sweetest memories for our family have been when we seek out those who are not couched in our comparitive opulence. Those for whom this time of year simply accentuates what is missing.

To be with loved ones – enjoying and building traditions. That’s fun. That’s memorable.

To touch another’s life, bringing light where there was darkness.
For our family that’s become a truer, more lasting Christmas Gift.

There is no Christmas recipe quite like it!

This Christmas, may you and your loved ones find the recipe that creates such magic and astonishing satisfaction. A satisfaction which money cannot buy.

Why Mixing Business And Music Could Make A Difference To Your Bottom Line!

I realise that many would rather die first… than to stand up and speak in public.

Me? I love teaching.
I love leading workshops and speaking at seminars and conferences.
I love it better than anything else that I do in business.

When I see audiences and delegates captured by a fresh idea…
When their eyes light up…
When the facades drop away, and they can no longer stop their emotions from travelling to their faces…

That’s when I come alive!

For me, It’s an opportunity to do something more than just earn revenue and ‘build the business’.

Truly, it’s an opportunity to leave a mark in this world.
To help bright, wonderful people see that life can be different.
And then help them put that ‘seeing’ into ‘doing’.

As I flew home from a week of workshops, I began to recall an episode of making-a-difference.

It happened one cold, damp, miserable evening… when I was being forced to change trains at Doncaster.
Of course, standing on a platform at Doncaster is no tragedy. But I could think of more engaging places to be at 8:00 pm on a Winter’s night.

Here we were – a small band of 9 weary, seriously-hacked-off travellers… following The Lady from platform to platform. Up stairs and down stairs.
Until we found ourselves outside the station at the Taxi rank.

So, now they tell us that the next hour has to be by taxi.
Or not.
Or nothing.

Grumbling, I slumped into the taxi, sharing it with the young fellow with the slim laptop and intelligent face, and we start the pleasantaries.

Within minutes, I had slipped into coaching and counselling mode, as his heartbreaking story unravelled. (What the problem was isn’t the point. It was enough that he was heartbroken)

I remember now saying farewell to him, in the fog, outside of my hotel.
Shaking hands, and smiling.
And, together, agreeing that meetings like this are seldom accidents.

I don’t remember anything else of that month.
But I remember thinking…
“If people come to you, and they leave you feeling happier; feeling changed; seeing possibilities… Well, that’s worth living for, isn’t it?”

Each of us carries within them a gift.
A gift and a Purpose.

It’s like a song; a melody unique to you.

The problem is (and I’ve spoken to a number like this during the last week)… people become so busy a-getting and a-grabbing and a-consuming that they’ve never once thought that they might possess that gift.
That song.

Recently, within the same week, I asked two people what they wanted to do with their life.
And they hadn’t a clue!
They were belting and hammering and grinding through each day, thinking that “This is what it’s about. Isn’t it?”

Men fall into this trap all too frequently.
Particularly when stressed with running their own business.

And the sad thing is, they will reach the end of their days… draw their last breath… with their song unsung.

Your life having made a difference.
Isn’t that the REAL Bottom Line?

So, tell me.
What’s your song?

Why What You See Really Is What You Get!

Throughout the year, I’ve been pondering all of the passionate ranting of Advisers in the industry press, as well as on social media.

I’ve wondered… Why are many people so angry, so confused… so divided in opinion; and frequently so abusive to each other?

Yet, others are calm, determined… quietly getting on with building their businesses. And going from strength to strength.

Then I remembered a couple of books that helped Wendy and I in our marriage some years ago.

The two principles we drew from those books were these:

• Firstly, we love to fill those forums and Letters and Best Blogs pages. We do that, because each one of us wants our voice heard. Desperately.
  We want to feel that we matter. We want to feel that our existence has some importance.
• Secondly, each one of us is shaped by our ‘Window’

Window?
What’s all that about?!

I’ll explain.

Imagine that, soon after your birth, a window was placed in front of your eyes, and held firmly in place by some invisible contraption. (Stay with me…)

Imagine that week by week, those who influenced you – starting with your parents - wrote their views and thoughts and opinions onto your Window.

The time came when…YOU started to write your views and conclusions, about how the world works, on that Window.

And the more that people wrote those same views and thoughts… the more deeply etched they became.

Eventually… the only way you could view the world was not only through your Window… But through what was written (deeply) on that Window.

Now – as author – Stephen R Covey confirms… you see the world, not as IT is. But you see the world entirely through what is now written on YOUR Window!

In other words… you see the world as YOU have become!
And you think “Ah! That’s the way the world works!”
(When all the time… it’s the way YOU work)

And, no matter what anybody says… what’s written on your Window governs the way you see the world.

And that includes the world of your business!

Can you see how powerfully that would impact your thinking?
Can you see how deeply that would influence the way you behave in business?
Can you see how firmly that would shape your behaviour when threatened by a changing business/financial environment?
Can you see why you differ so violently with others when they tell you “This is the way to go.”?

It’s certainly why – when I speak at seminars and conferences – I can quickly divide an audience (by stating clearly what I believe to be true)

So, here’s a powerful question that has helped me reshape the way that clients think and behave when I’m coaching them…

“Let’s suppose the opposite of what you’ve just said was true.
Just suppose.
What would that mean to your decisions after today?”

I’ve observed hundreds of Small Business Owners as they’ve built their business (or merely survived).

I’ve observed that what they DO is not the start of their problem.
That’s not what stops them progressing.

Their future lies in the quality of what they THINK.

And what they think is frequently influenced by what they’ve been writing on their Window for the past decade (or more).

For Wendy and I,  understanding ‘Windows’ changed the way we spoke to each other… when we were clearly poles apart in our views.

We started to ask each other: “Can you help me understand what’s written on your Window?”

For you?
Well… if you ever glance questioningly at an obviously-successful competitor or colleague… you might want to ask this question:

“What’s written on my Window, that’s stopping me enjoying the success, the fulfillment, the enjoyment, the sheer fun that I feel I deserve?

And how do I clean that Window, and free myself from views that stop me soaring to new heights?”

3 Cracking Business Lessons From Top Chef, Adrian!

Adrian descended upon us, and took over our home for the weekend!

Oldest son, Adrian, is the Cool Dude of the family, as far as his siblings are concerned. Certainly nothing like Dad.

He’s also the Executive Chef of – arguably – the most highly regarded restaurant group in Cambridgeshire.

With 3 different business brands, and 5 restaurants to oversee, he has his work cut out… to maintain the reputation that he helped create.

Anyway, he spent the weekend cooking for us…with everything made from scratch. None of your ‘ready-made, easy-cook’ , out-of-packet nonsense here!

From Friday night to Sunday evening, we enjoyed…

• Thai chicken curry and rice…
• Crispy duck with pancakes and plum sauce…
• Shoulder of lamb, stuffed with rosemary and garlic, sitting on ‘an assorted bed of roots’…
• Panacotta, Adrian style…
• And so it continued…

By Monday morning I was completely stuffed!
And I’d persuaded him to return to cook for a gathering of friends at ‘The Soul Millionaire Mansion’  before Christmas is upon us.

More important was what I learned about success in business, as I watched him operate at lightening speed (when he allowed me to peek into ‘his’ kitchen).

And I mused… “Hmm, my IFA readers could learn a lot about business success from watching Adrian!”

Allow Me To Share 3 Basic Principles That I Re-learned That Weekend:

Executive Chef’s Lesson #1: “Commitment To Excellence”

When you talk to Adrian about food, he moves onto a passionate,  poetical plane!

Describing how he cooks a dish, his comments are interspersed with ecstatic exclamations, chuckles and groans of frustration when he can’t get me to ‘taste’ his words.

As he said to me: “My marriage is priority. But when I’m at work… Good Enough just won’t do! Our customers get an amazing experience of English cooking!”

And there’s no moaning and whining about “Blooming Exams”!

Last year he committed to return to University part-time, whilst holding down his demanding role. He wanted to be more rounded in his business. And he paid the necessary price for that professionalism.

He sets a furious pace for himself and his teams of chefs, as he demands excellence in every single one of the 300 meals served daily in ‘The Chop House’ (just one of the 5 restaurants).

Nothing is ‘bought in’. Everything that can be prepared in his kitchens is created there. Yet he surrounds himself with all of the first class equipment needed to function in this decade of technology.

The business invests heavily in itself… rather than pulling out cash for ‘boys toys and baubles’. That will come later, when they’ve created substantial brand value.

Meanwhile he mixes both science and art as he lifts his team to award-winning performance!

Executive Chef’s Lesson #2: “There’s A Business and Marketing Strategy”

This is not just a nice restaurant.

This is a BUSINESS with a STRATEGY. 3 Different brands, designed for different Target Markets. Each brand aiming to be top of its class in Cambridgeshire.

And each with their own website.

• The Chop House
• The Cambridge Dining Company
• CambsCuisine

You don’t rise to that level simply by cooking good food (or, in your case doing excellent Financial Planning)!

There needs to be time set aside to think about:

• How the business is structured and internally organised
• Cohesive branding, positioning, promoting
• offline and online marketing systems and technology

To be honest…the restaurant business holds a far higher risk than running a Financial Planning firm!

And those who understand that this is primarily about BUSINESS as well as food and cooking, will generally rise to the top.

The same applies to IFAs… those who recognise that they’ll improve their success by running a Small Business (rather than merely a Financial Planning firm) will ultimately romp ahead of the competition!

Executive Chef’s Lesson #3: “Focus On Your Speciality And Your Niche”

I once asked a skilled, capable Financial Planner “Who exactly is your Target Market?”
His response?
“Anyone who will pay my fees!”

Hmmm…

That’s an excellent way to waste years of your working life, and hundreds of hours of unnecessary hard labour and wasted energy!

Adrian’s restaurant group understands 2 fundamental Business Success principles…

1) The demographics of who they’re marketing to, and…
2) Precisely what cullinary expertise and ‘experience’ makes them wildly different!

Then they focus all of their marketing attention on getting those messages across to the Target Market.

That’s precisely why they’re so successful, and make a healthy profit!

Meanwhile… I wish I could tell you that Adrian’s free to cook for you and your guests.

I’m afraid he’s solidly booked ’til long after Christmas.
It’s what happens when the market perceives you as ‘Better Than Just Good’!

And it can happen to you…

Beneficial Business Lessons From Boris, Bertha and Briony

As our children were growing up, it became an inviolate tradition.
Sacrosanct.

Monday night was (and still is) Family Night; which means that Briony (being the youngest), for much of her young life, has had Daddy and Mummy to herself for that evening.

So, I well recall that Monday, at the edge of Summer twilight, when we all sat in the centre of our trampoline. We quietly “oohed” and “aahed”, watching the thin clouds still aflame with gold on the horizon.

To our left, a thin crescent moon appeared.

And Briony put her finger to my lips and pointed at our neighbour’s hedge.

She’d seen Boris. And he was hunting. Skimming the hedges and rooftops, and changing course faster than our gaze could follow.

Boris the Bat emerges in the late Summer evenings, and for us has become a magic part of this season. Briony was fascinated. Still is.

And then Boris is joined and chased by Bertha.
How can we tell one from the other? I’ll tell you… We can’t!

But Briony and I understood each other back then. If there’s a Boris, there has to be a Bertha. Right? Right.

Eventually they disappeared, and we stepped down from the trampoline; still quiet, for fear of breaking the spell. When you’re 6 years old, everything is surrounded in magic.

Then Briony held my hand, and walked me round the garden… touching each tree to bid them goodnight.

“Can you hear them whispering?” She said, reverently.

“Of course. Now that you mention it. I can.”

“It feels good out here, doesn’t it Daddy? It feels, you know, peace.”

“Yes it does.”

“Why is that?”

“Because, honey… trees are wise, and they never rush.”

(Oh heck! Now how am I going to hurry this little girl to her bed?!)

Sitting here in my office, I think about what I learned that magical evening.
And how it has helped me at stressful times in my business (and my life).

Boris and Bertha are like many of us in our daily activity.
Frantic, frenetic, hurried, flitting, constantly reacting to the next obstacle.
Following wherever the group goes.

Trees however, dig deep to rise high.
They’re prepared to spend time investing in strategic roots.
Before spending all of their energy on show and blossom and ‘stuff’.

And they know how to change their behaviour, when the environment feels unfriendly.

Because of that, they survive and grow (and grow).
Strong. Often majestic. Inspiring.
And exuding Peace.

Nature (and Briony) tries so hard to teach us.
We simply struggle to listen.
Don’t we?

Think You Can Sell? Try This Product!

Few People Have Seen Me Turn White.

The last time I did, was during a discussion which started something like this…

“… and part of your new assignment for the next 3 years is to be responsible for 40-50 teenage boys, and their leaders on various major events. The first is the week-long Youth Camp. And this year, it’s in the depths of Norfolk.”

Gulp!
Great. Thanks!

I’d visited one of those camps.
It’s like herding cats.
Except the cats are like rampant bulls.
Bulls, who consume a van load of food daily.
Each!

And then have the energy to burn you out until 2 am… when your body is screaming for sleep.
Or a peaceful burial.

This is me, remember?
The bloke who, a few years previously, had never seen the inside of a tent!

And then I have to tell you about the 24,000 Tons of Product that’s at the centre of this story.
But I’ll come back to that later.

So, here I am, in the middle of canoeing… rain-drenched assault courses, Murder Ball (don’t ask!)… raft building… midnight deep-forest commando games… water fights…

And the annual tally of broken ribs & fingers, gashed legs, snake bites, burns.
You know. Usual stuff.

And the 24,000 Tons of Product to sell (which I’ll come to in just a minute)

But then, on the last night of each camp. Well, you should have been there!

A huge campfire, with a circle of tired, scruffy, grubby, dirty-faced kids… and tears streaming down their faces.

Trying to express how they felt about each other; about the experiences they’d shared; the friendships they’d made; about the sort of men they wanted to become, and the lives they wanted to live.

If you’d been there, you’d have been pretty callous, not to be deeply moved.

(Yeah, but what about the 24,000 Tons of Stuff to sell?
OK, I’m coming to that part)

During the 2nd day of that first camp… we discovered more about the incessant humming noise and strange odour coming from the factory building, just 800 yards from the camp site.

We discovered that the factory was a power station.
But no ordinary power station.
Oh no! The raw material was… wait for it…

Chicken Poo!
Yep, you heard me… Chicken Poo!
I’m serious.

And how much chicken poo does it take to produce enough power for one dinky little town and four sleepy villages?

Well I’ll tell you…

Well, when I first wrote my notes in my journal, I said “One Thousand Tons Per Hour! 24,000 Tons Per Day!”

That’s what I wrote.
But, looking back, that must have been wrong. Surely!?
I probably meant “1,000 Tons Per Day”
That would certainly give at least 24,000 Tons Per Month, wouldn’t it?
At least.

All I can say is (whatever the accurate figure)… “Man, that’s some mama of a chicken!”

Now, if you think you’re so good at selling…
Let’s see YOU persuade a bunch of self-important government officials to part with their spondoolies to build a power station in a forest in Norfolk.

A power station driven by 24,000 tons of …
Hah! Top that one, smarty-pants!

Oh… and what about those 50 tough, bright, street-wise kids?

Well, they’re now husbands, fathers and young business executives…  leaders, teachers, technology consultants, entrepreneurs… spread all over the globe.

Many have been to Uni. Batchelors. Masters…
Most have already wielded considerable influence, served in demanding assignments overseas… and changed the course of hundreds of lives.

All this, in a few short years.

So, I’ll share with you what I re-discovered during my Chicken Poo Assignment…

To live a life truly worth looking back on, we need to have a Purpose and Vision greater than our comfortable home boundaries.
Bigger than our desire for more cars… bigger houses… more things for Us, Us, Us.

Whether it’s a choice between:
a)   Constructing our own business version of a monumental chicken-poo power station, dedicated to funding our pesonal wealth, pleasure and leisure, or
b)   Investing in building the next generation of emotionally functional leaders…

… Life (and our professions) offers us boundless possibilities to be either self-consumed, or make a significant difference.

The choice is ours!

(I’m surprised how many of you prefer this more personal style of Blog.

In which case… please share it with your team, your colleagues, your friends!)

 

Being Clear About Things That Matter Most

I saw her just a few days ago.

She’s a cheeky 11 year old now.
Back then, she was threee.
And I remember the day so clearly.

I remember gazing at her, as her bright, golden hair shimmered, bounced and flew around her. Her face excited and earnest and innocent.

“Look, I can do this!” she squealed. And she could.

She could almost skip. And she could jump with both feet; and with all her energy.
She wanted me to join her and show her how. So she handed me the rope.

Yet, brief days before, she had lain lifeless, unbreathing, unmoving.
Under water.
In the pool.
For untold minutes.

“I got lost in the water, Mummy.” she called, as we played.

Yes, you did.
Then your Mummy found you, and – sobbing – lifted you up.
And your Daddy breathed into you the breath of life.

And you lived again.

Now, here you were, out of hospital. Playing with your unusually quiet siblings. Letting me join in. Chuckling and jumping and calling.

Then, I looked at your besotted Daddy. And we both laughed and grinned with the sheer joy of you.

I’ve watched that young father over the passing years. There are so many things he could have done, with his raw intelligence.

Oh, he’s doing pretty well.
But he wouldn’t swap any of those more glamorous things for this greatest treasure.
His family.
His gutsy, beautiful, energetic wife. His four busy, exhausting, secure children.

He knows that he’ll gain the things of comfort and luxury later.
Right now… we – observing him - know that he holds an enviable balance in life.

I see her regularly. 11 years old, and still almost guileless. Breathlessly, vivaciously alive.
Seeing her, causes me to reflect on how precious and tenuous this life is.
So very, very fleeting.

In the midst of my striving and stressing… my disappointments and victories…my getting and gaining… I remind myself…

“Things That Matter Most Must Never Be At The Mercy of Things That Matter Least.”

I Forgot To Mention These Complimentary Books And Audios

In Monday’s Blog, I Completely Ommitted To Tell You That We’re Giving Away A Set of Best-Selling Books, Plus A Complete Workshop Package… FREE!

You See…I’d like you to receive the following Complimentary Bonus Package, to assist your business…

(Yes… that’s FREE!)

• 10 copies of The Soul Millionaire (Amazon Top 20 Bestseller)… to give to your top 20 clients… (Value £147)
• The complete Workbook/Audio/Transcript package of our recent “IFA Business Revolution” workshop… (Value £97)

So the value of the Bonus Package is at least £244!

But, Why Give The Soul Millionaire Book To Your Top 20 Clients?

Well, I’ll tell you…

Our Adviser Gym clients have found that the book profoundly alters the way their clients think about money and life.
And so changes the quality of discussion between Adviser  and Client.

And What Would You Get Out of The ‘IFA Business Revolution’ Workshop Package (apart from 5 solid hours of audio training)?

• How to avoid the 3 Big Mistakes that cost IFAs a fortune!
• What you can learn about automating your business!
• Why time management is definitely not the solution to your problems!
• How to turn RDR to your very profitable advantage!
• The one Big Skill you must develop, to leverage your profits!

So… How Can You Get Your Hands on This Generous Marketing Development Package?

Simply join us for the “Standing Out From The Crowd’ Workshop

You see… We’ve done it again, with this June Workshop called ‘Standing Out From The Crowd’.

In our view, Marketing (even if you feel you have a Knock-Their-Socks-Off Service Model) will be the critical advantage in the furiously competitive marketplace of tomorrow!

The ‘Standing Out From The Crowd’ workshop is one of a series of 4 Intensive Marketing MasterClass Modules we’ll be running this year.

And we’re offering a 55% Early Bird Discount for this module.

(I know, that’s ridiculous!
But Martin explained how this fitted into our overall marketing strategy.
So, I listened.)

What Will You Learn In This Unusual Workshop?

• How to avoid being lost in the melee of ‘me too’ advisory practices
• How to stand out – and dominate – in the crowded marketplace
• How to attract only the profitable and fulfilling clients you want
• How to lay the foundation for alliances with influential Professional Introducers
• How to leave other New (and Old) Model Advisers in your wake
• How to position yourself as the obvious choice for quality clients 
• Where to start in developing a stunningly successful brand

What Will You Get Out of This Workshop?

• Targeted action plans to help you produce measurable client-attraction results
• Audio recordings of the workshop. Recall precisely what you learned, whenever and wherever you want
• Insights into marketing strategies that have launched brands to world dominance
• Access to real life strategies that will leave competitors confused
• Templates, checklists and workbooks to help you engage your team and monitor progress
• Peer-to-peer networking, benchmarking and team inspiration.

Enough Of The Explanations … Let’s Look At The Headline Facts!

The Dates:…        7th and 9th June
                        9:30 am to 4:30 pm

The Venues:        London and Manchester Airport (respectively)
                        London details here
                        Manchester details here

CPD Points:           10.5 for this workshop. (42 for the whole programme)

 So…Tuesday 7th June…
It’s the Hoxton Hotel, City of London

Thursday 9th June…
It’s The Radisson Blu at Manchester Airport  

The Question Is… What’s The Investment for Your Seat At ‘The Standing Out From The Crowd’ Workshop?

Well… normal price, to attend this module within the 4-workshop programme ? … £445 (ex VAT)

But Hold On! 
Because we’ve created a ridiculous Heavily Discounted Workshop Package for you!

It looks like this…

• Bring A Friend (even from another advisory practice)… Just £394 (ex VAT) for the 2 delegates together!
• I make that a mere £197 each (ex VAT) !
• Which means we’ve discounted the price for each of you by a massive 55% !

Oh… please bear in mind that some seats are already taken.
We only have room for 6 more at each venue.

Apart from which, this Early Bird Package only lasts until 5 pm Friday 20th May!

There’s no question… this is a ‘throwaway’ investment!

So… Why Not Reserve Your Early Bird Seat NOW (while you can)!

To Book Your Place At London … Simply Click Here!
(And don’t forget to confirm your full name – and telephone number)

To Book Your Place At Manchester Airport … Simply Click Here!
(And don’t forget to confirm your full name – and telephone number)

Better Reserve Your Place – Right Now!

And then you can review the whole 4-Workshop Programme here >>>

There’s a new breed of Financial Advisers and Planners who already understand  ”How To Get Clients They Really Want… Lining Up To See Them… On THEIR Terms”

The Question Is… Will You Be Amongst Them?