One challenge affecting most sales managers and entrepreneurs is hiring the right sales people. Most have been burned by hiring people who looked good on paper, presented well in the interview, but had concealed the fact that they hadn’t the talent, nor the skill – to sell.

Despite the enthusiasm shown in the interview, many sales candidates lack the emotional drive to succeed. As most businesses know, an underperforming salesperson can cost over six figures annually in salary, training costs and lost sales. Compounding this is many companies with long sales cycles require 18-24 months for a salesperson to prove their worth.

Optimism is the underlying secret weapon that drives performance. i.e. the high expectation that he or she will succeed. Without this, a salesperson will not have the drive to perform. Optimism arms against the inevitable rejections that come with sales.

Psychologist Dr. Martin Seligman pioneered the study of optimism in salespeople. Over 35 years of research by Dr. Seligman and team, with over one million salespeople, have confirmed the importance of this trait.

The Metlife Case Study saw 14,000 applicants screened for optimism. The study results showed that optimists consistently outsold pessimists.

In a further study, Optimism scores were compared against the performance of salespeople across other industries, including real estate, banking, car sales and office products. The results across all studies indicated that optimists outsold pessimists by 20 to 40 percent!

(One extreme example was real estate agents. The extremely optimistic sold over treble the amount of the extreme pessimists.)

Dr. Seligman suggested that they hire only people with high levels of optimism. When scores were matched to actual sales records, it turned out that consultants who scored in the top half for optimism sold 37 per cent more insurance over two years than those in the pessimistic bottom half. Even more interesting, consultants who scored in the top 10 per cent for optimism sold 88 per cent more than those ranked in the most pessimistic 10 per cent. Read MetLife case study

Scientific Hiring Platform Selects Candidates

We recently helped a Hardware and Timber group understand why certain Millennials employed outsold their peers by 300% and others did not cover their costs.

Clients can have access to a scientific hiring platform, recruiters use to find their own sales people, which actually advises which candidates should be employed. Beats waiting and hoping for results for the next 18-24 months!

Contact Julie Bowden on 0406 488 213 or book consultation here.

It’s not lack of planning, failure to test the market or under capitalization that most often cause business failures, says Noam Wasserman, a 42-year-old associate professor at Harvard Business School. Instead, nearly two-thirds of early stage failures stem from people problems.

Sooner or later most companies experience problems with their employees that negatively affect morale, productivity, and eventually the bottom line. In any organisation, people problems in the workplace can have a dire effect on an organisation’s profits.

A “Team Strengths Audit” allows management to understand the underlying sub-conscious signature strengths that drive behaviour, including being able to measure individual productivity.

With a productivity score out of 10, a high score is crucial to be able to follow through and complete a project, close more sales or finish tasks.

Property Case Study:- Audit on Productivity

The following Case Study explains why a likeable sales person’s low productivity traits caused high costs to this high end property firm.

Role: Sales consultant Salary: $50k + Super + Unlimited incentives

After 6 months of no sales, the CEO decided to audit the strengths of the newest sales person. His high enthusiasm and optimism were contagious. The CEO and team had been very happy with the verbal forecast of the very likeable and presentable sales person and were caught up in his enthusiasm.

The Strengths Audit showed that his high optimism (Scores 8/10) and high energy (Scores 8/10) were driving the excitement and enthusiasm. With a Productivity Score of 3/10, his internal strengths DNA showed that he did not have an internal ability to strategize the steps, systems and procedures necessary to achieve the outcome.

The CEO changed his role from sales to marketing, hoping that a new approach would work. After another 7 months of no results, the person was let go, resulting in costs of $59,312.50 Salary + Training Costs + Disruption to the Office Costs + Lost Opportunity Costs. This was an expensive lesson that could have been avoided, because “hope” isn’t a great business strategy.

Don’t wait until people problems start having a destructive impact on your success. December is the best time of year to evaluate your team, define what must be addressed and go confidently go into the New Year with strategies that will ensure your business thrives, not just survives!

2017 is the year to Design your Dream Team with an “Ideal Champion Role Model” for every role!

Audit your team strengths – what are the DNA traits that your successful people have that can be emulated when hiring? Design your future “Dream Team” based on the strengths of your best people as role models.Create a permanent Dream Team Benchmark for your Ideal Role Model Champions. New hires must “match or exceed” their strengths scores.

Book a FREE 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.

Fundraising Committee Chair Member

The Magic Moments Foundation is looking for an amazing person to join our team to help raise funds. We are volunteers with big hearts committed to making a difference by bringing a little Magic into the world. Our vision for a positive future is all about giving back, positive leadership and interactive education. Our programs are creating a bigger and brighter future for all involved by:

Creating opportunities for young entrepreneurs and tomorrow's leadersGiving a helping hand to families and those in needHelping the Grandies of our communities

You can find out more information here or contact jules@magicmoments.org.au:

If you have had experience raising funds for a worthy cause and have a great network to share - come join our team and help us change the world for many in this New Year!

Book a FREE 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.

THE FIVE CRITICAL STEPS TO DEVELOPING A DREAM TEAM

Business leaders and sports coaches both know - you must have more than exceptional talent to succeed. To develop winning teams, entrepreneurs can learn from Sports coaches such as Wayne Bennett who has a history of bringing NRL teams together to reach their full potential. He develops Dream Teams, with everyone working to their strengths. The Dragons came from underdog to champion during his reign. (Not sure what has happened since then!)

Here is what you can learn from this to get ultimate staff engagement and develop a “Dream Team” for your business.

Unite the team around a shared vision - What is the company vision and is this something that everyone can relate to? In a business, your employees don't start with a shared vision, so ensure everyone is clear about the end goal--and why it matters. Find out why each person can relate to the vision, what strengths can they bring - then use those motivations to drive success.

Lead employees to strive for personal bests by focusing on their strengths - How can employees work together and be more productive? Can some tasks be switched? What are they really good at that they are not currently doing? Every individual will have their own motivators based on their strengths.

Available statistics shows that when organisational leaders focus on the strengths of their people, engagement rises and productivity increases.

Value the individual strengths of each employee - Each person is a vital member of the team, so you need to help them recognize how they can best support the group. It's important to nurture along the way and make each person feel important. Show each person how his or her strengths will elevate the team so that their role and value is clear.

Encourage camaraderie and good will - Selfishness and jealousy destroy a team effort, so emphasize succeeding as a team because Together, Everyone Achieves More.

Remind everyone that the success you're working toward--your company's success--is a triumph they will also share. Be appreciative. It is not just about receiving monetary rewards, but being recognized and feeling valued.

Promote a supportive culture The stress in meeting ambitious goals can be challenging. By focusing on individual strengths, with every team member understanding their team strengths and offering support where necessary; this can be the difference between triumph and disappointment.

Valid until 10th May: - If you have never experienced a Team Strengths Audit, (the first steps to creating your Dream Team) then this is your chance! Select 5 people and discover the real success drivers or what causing frustration. Not only does this allow the chance to understand how to increase productivity by focusing on current individual and team strengths, but you can also provide an opportunity for a teenager to have a life changing experience in Sydney in July.

The exhilarating Magic Moments Youth Leadership & Business camp is a 5 day camp for ages 14-17 years, which sees participants return to their communities with passion, purpose and the ability to lead others to success in their desired goals. Amazing international and Australian presenters – check out full details of the event here.

In exchange for a sponsorship donation (Full sponsorship $1295 or 1/2 sponsorship $695) providing the opportunity for a teenager to attend the Magic Moments Foundation Youth Leadership & Business Summit in Sydney in July, we will provide a TEAM STRENGTHS AUDIT on up to 5 team members (usual cost $1850.) You will understand the drivers behind your successful people and why there are frustrations with others. Read More:-

Thanks in advance for supporting this amazing and life changing event.

Book a FREE 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.

You were born to be rich. Wealth is your natural state of being. There is a purpose for your prosperity.

Neuroscience research shows that each of us has built-in drives to pursue and create wealth as a survival mechanism.

As a child, you may not have learned the best ways to generate and multiply money. Or, you may have unconsciously formed beliefs about yourself that disconnected you from your true wealth nature.

So that’s why Dr. Matt Mannino (www.quantumemergence.com) and Marlon Smith (http://marlonsmith.com) created The Inspired Millionaire. Dr. Matt and Marlon will be facilitating an introduction to The Inspired Millionaire as a part of the Magic Moments Foundation Ignite Program for Adults.

You are invited to attend this session and learn specific strategies for GREATER RESULTS! Reserve Your Seat here: https://www.surveymonkey.com/r/TheInspiredMillionaireInsightSession

Investment: This Insight Session is No Charge. What you will receive: Absolutely Priceless! Twenty places left, first in best dressed!

Date: Saturday 1st July 2017 Time: 6.00 p.m. - 8.00 p.m. Location: The Collaroy Centre, 22 Homestead Avenue, Collaroy, NSW 2097

Please consider a donation to the Magic Moments Youth Programs, helping to break the cycle of poverty through financial education. Thank you very much. https://secure.magicmoments.org.au/Default.aspx (All donations over $2 are tax deductible.)

Book a FREE 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.

I want to share a story of a little Australian boy I met last month, whose dream was to find a family who would love him.

Jonny, now 12 years old, had been with a foster family since the age of one. A few months ago, he went into respite care for the weekend to give his foster family a break. His family advised that they did not want him back. He stayed with the respite carers for three months.

A beautiful woman who was training to be a foster Mum was determined to care for this little boy who just needed to be loved. She brought him to the Magic Moments Foundation Youth Leadership & Business Summit last month and the magic started...

He created a vision board and explained to his team coach that his dream was to find a family. The vision board included lots of pictures of fish. He explained that he made lures and sold them. (Already a young entrepreneur.) His other dream was to own a 3D printer and lap top so he can start producing lures.

The coach said she could help with sourcing a 3D printer and for him to call her if he was serious. She did not expect to hear from him again. After all, he’s only 12 years old.

He called the following week, had set up an email address and said if she could help get the printer, he would sell the lures for half price to her brother who had a fishing tackle shop (Yeahhh! Already a negotiator.)

The word went out and the amazing MMF family are collecting funds to provide this young lad with a 3D printer and laptop to fulfill his other dream. Just imagine the smile on his face when he makes his first creation because of the kindness, love and support he has received.

And it does not end here. Last week, his new Foster Mum was appointed and it was the beautiful woman who brought him to camp. She shared that she is so blessed to have him enter her life. “He is such a beautiful, intelligent and thoughtful boy. I love him to bits!” He has achieved his dream to find a new family and his beaming, happy face tells the story.

And the magic continues….

Our wonderful presenter and business coach Andrew Davey is keen to connect with him to discuss his vision and help him achieve his business dream.

This week a letter from Jonny’s Child Safety Officer was shared. Thanking most sincerely the elderly carers that took care of Jonny for three months in such difficult circumstances. She went on to say that “I went to see Jonny last night and in the 12 months I have known him, I have not seen him so talkative, comfortable and happy. It truly warms my heart to think of the positive and happy memories he has in front of him, surrounded by wonderful people that truly care. This is what it is all about, working together as a team for the best outcome for our young people”

Who was it that said “It takes a village to raise a child”

Jonny’s new Mum shared a photo of his lunchbox on his first day at his new school. (He had not been to school for 3 months.) Lovingly packed, she included a note for him to find when he opened:

You are braver than you believe,

Stronger than you look,

Smarter than you think,

Loved more than you know,

Love from Mum xxx

He loved his first day at his new school. He will be receiving his printer and laptop soon.

I am so eternally grateful to be part of this magical group of volunteers, whose love knows no bounds, helping young souls, one at a time.

Have a Happy Week.

Book a complementary 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.

Over the last 12 months, we have been asked by seven different clients in seven different industries to help solve the realities of blending Millennials into their existing teams, culture, and vision.

Why is it so important to understand how to integrate Millennials?

In 2015, Millennials comprised 35% of the WorkforceBy 2020, one in three adults will be a MillennialMoving into 2025, three of four workers will be from the Millennial generationOnly 33% of Millennials know if their performance is good enoughOnly 23% of Millennials are comfortable discussing their compensation59% of emerging Millennials would choose a job they love, with purpose and meaning - even if this means a lower pay levelOnly 28% of Millennials are comfortable and confident with their communication skillsOver the next 10 years, all the millennials will come into the workforce, while virtually all the Baby Boomers will have left

Successful Business Leaders will be those who understand and appreciate what the right Millennials can bring to the workforce. They will learn to work with and apply differences in strengths, values, work life priorities and the expectations Millennials bring to the table.

Business owners and management have shared their issues with Millennials:

They expect to start at the top without gaining experienceWant a pay rise after 3 months when they have not yet grasped the basicsNot interested in putting in the effort, or work the hours requiredThink they can do it differently when they have not learned the processLazy, presumptive and impatientPre-occupied with social media, poor communicators

Ironically, I am a classic Baby Boomer and have experienced the generational differences between Baby Boomers and Millennials firsthand, when communicating with my 34-year-old daughter, who is a highly successful executive with one of the world’s largest IT and Social marketing groups.

Through our studies and experience over the last 5 years, I have been able to understand where my daughter’s behaviors come from and adapt my behavior so that I do not go totally insane when we communicate.

The value from these studies allows businesses to find the right candidates to:

Fit into existing teams and cultureAllow business leaders to understand the importance of individual’s working to their strengthsHave management leaders be flexible enough to adapt their own behavior and communication to get the most out of everyone

Like it or not, your business future is going to depend on finding the right Millennials

Consider if you understand:

The challenges that Millennials are facing?What Millennials look for in a role to be able to stay long term. (If they don’t get it, they will move on)How forward thinking leaders within businesses are applying strategies for overcoming all the present, past and future challenges with MillennialsIf your staff are working to their strengths for maximum engagementWho are you considering as future leaders in your business and do they really have what it takes to lead?Who should be replaced now, instead of continually “hoping” for improvement and waiting 6-12 months to review

“Ideal Millennial Benchmarks” of 21 sub-conscious strengths, (which drive up to 80% of behavior.) clearly shows the underlying character traits driving the Millennials you must employ.

We recently helped a Hardware and Timber group understand why certain Millennials employed outsold their peers by 300% and others did not cover their costs.

If you want help with Millennial challenges, or would like to explore a cost-effective in-house hiring tool, (recruiters use to hire their own staff) showing which Millennials should be hired; we would be happy to provide proof of concept.

Denis Preston B.Comm. (Acctcy & Mkting.) Dip. Pos.Psych MNLP

Acknowledging with thanks the research from: “Managing the Millennials” by Chip Espinoza and Mick Ukleja; “Managing Millennials” by Hannah L.Ubi, Lisa X Walden and Debra Arbit; “The Apple Experience” by Carmine Gallo; and “Flourish” by Dr. Martin Seligman

Millennial Benchmark Resources: True Colours PEOPLE Solutions

Book a complementary 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.

The “Future of Leadership” conference lands in Brisbane, Sydney, Newcastle and Melbourne during August and September. View the video: https://lnkd.in/gfK4X3H

This is a not-for-profit event, with all proceeds going towards helping orphaned and at-risk children throughout Thailand.

Whatever you do, whatever your position, this one-day conference will equip you with tools and insights to help you become a better leader both personally and professionally.

An impressive line-up of speakers, including:

GIHAN PERERA - a futurist, conference speaker, author and consultant who gives business leaders a glimpse into what's ahead - and how they can become fit for the future. Forbes magazine rated him the #5 social media influencer in the world (and #1 in Australia) in his area of expertise.

DARREN HILL - With a client book of Fortune 50 and ASX Top-20 companies, Darren Hill is one of Australia's most in-demand strategists whose culture change programs are currently being used in PepsiCo, McDonalds, Schweppes/Asahi, Suncorp Bank and the Australian Federal Government to name a few.

DAN GREGORY (Gruen Series) A Behavioural Researcher & Strategist, Dan Gregory works as a speaker, author, consultant, and social commentator. His passion is Leadership, Strategy & Influence – what inspires and drives our people, our communities and ourselves.

As a not-for-profit event, all proceeds go towards helping orphaned and at-risk children throughout Thailand. View the video at https://lnkd.in/gfK4X3H

We have corporate VIP tickets at a special price for clients and network: Note: Limited number of tickets remaining, so please book sooner rather than later.

To order your tickets, please go to links provided:

Brisbane - 30.08.17: https://soulfulexp.eventsair.com/future-of-leadership--brisbane/vipoffer

Sydney – 01.09.17: https://soulfulexp.eventsair.com/future-of-leadership-sydney/vipoffer

Melbourne – 21.09.17: https://soulfulexp.eventsair.com/fol/vipoffer

Hands Across the Water

Proceeds from Future of Leadership are donated to Hands Across The Water, an Australian charity founded in 2005 by Peter Baines OAM following the Boxing Day Tsunami.

Initially tasked with building a home for a local group of children left homeless and orphaned by the disaster, Hands has grown to now support seven operations and 400+ children throughout Thailand. This growth has been made possible by building strong, shared experiences that enrich the lives of Hands participants as much as those of the children.

Each year Hands Across the Water leads bike rides and treks in Thailand, which provide the cornerstone of their fundraising efforts. These experiences continue to grow year on year with a return rate of 76%. Many join thinking it is a great opportunity to do something for the kids, only to realise that they are the ones who benefit from the unique experience.

Each ride and trek in Thailand finishes at one of the homes, where the participants can meet the children they are working so hard to support, and see exactly where the dollars are being spent.

Hands Across the Water ensures that 100% of donations and fundraising goes directly to the children and projects in Thailand with not one cent spent on administration of fundraising.

Book a complementary 30 minute consultation HERE:

Or call Julie Bowden on 0406 488 213 to organise.