KEY LEARNINGS – Chris Milne BE Lab session 6:

MBA Express

Facilitators:

Andrew Rasby

Presenters:

Toby Travanner

Session Objectives: Objective 1:

World’s most measurable business models

Objective 2:

Modern dynamos: Learn the latest in leadership

Objective 3:

Thought leading concepts for turbocharged conversations

Objective 4:

Future proof your business today

Your 5 Key Take Away’s for Brokers 1.

Be prepared to adapt, evolve and change otherwise you will quickly become redundant.

2.

Think about your Leadership Trust Index – how would your Customers, Suppliers, Team Members and Business Partners rate you.

3.

Have real consciousness of a Clients Psychographics – it will help when building rapport and understand what their buying motivators are.

4.

Process mapping is critical to your business as it ensures consistency and provides certainty should you need to implement a Disaster Recovery Plan.

5.

Personal Brand is the most important key to success in business – challenge yourself about your personal brand and what does it say about you and your business.

NOTES: Toby Travvener - introduced self and background as a Trainer, Coach and Facilitator Today is like taking a drip from a firehouse on full bore – the challenge is to capture that one drop and take it back to the workplace Singapore Business Card story - Breath of Cosmic Dragon Trabbener vs Travvener

Brave Tiger = Strength / Flower = Perfume Just like good Fen Shui – you have to get the balance right Three Key Area’s for any Organisation or Business:  

Process Technology People

All three are interchangeable - when one changes the others will have to change Questions - if I can find you 15 minutes what would you do with that time ? Answer - talk to a customer

Printer story – Printer was placed at the opposite side of an Office requiring Employee’s to walk back and forth to pick up printing. Result - 1.5 hours per day lost productivity Change where the printer is located and you can add 1.5 hours a day to your business Why don’t you see it ? You are caught in the moment – why not ask a friend to come into work and watch what you do and help you improve J curve introduced – starts at a negative but will return over time Steepness will change based on time, experience, market demand and efficiencies Comes to daily processes and procedures - write it down Don’t just keep doing things over and over again – write it down Intellectual capital – what would happen if you were not working – could someone take over Step by Step Processes should be mapped / documented - people feel more comfortable that you know what you are doing RATER acronym:Reliability – do what you say you will do.

Assurance – know that you Tangibles – things that I touch, smell and see Empathy – walk a mile in your Customers shoes Responsiveness – under commit and over deliver. Impossible to deliver all five however you must do the one that your client finds most important. Apple – does everything well except for empathy Think about the one (1) percenters Don’t innovate, be a rapid follow and be prepared to fail fast Things that can impact the time / return J curve – competition and change

What happens if I keep doing business the same way ? What happens if we don’t evolve and change ? You quickly become irrelevant Kodak – 120 year old company collapsed into oblivion in less than three (3) years The irony is that it was Kodak who invented digital photography in 1971 – they just failed to see the relevance and opportunity of their product Watch your J curve and keep competitive Remain up to date with the changes within the PC / App / IT Industry Demographics – align people based on age, generation, education, employment, religion, race, gender, salary Think about your ‘personal brand’ why not go into the local schools and support the financial literacy Psycographics – based on individuals values, attitudes, beliefs and ideals     

Belongers, Achievers Emulators Societally Conscious Socially dependant

Belongers

largest group on Australia 40% of the Australian population Group, Community, Family, Local

Achievers

Less than 5% of the Australian population Financial Category - $10K per month net available to them (flash money) Unique and special Service from you that is not the standard

Emulators

Want to be an achiever – but don’t have the financial resources About 25% of the population Feeling special Brand is important – conspicuous branding Ambitious Evolving customer – not ready yet

Societally conscious

20% of the population and growing Future, environment Consider themselves to be sensible and intelligent Hard to crack but loyal for life

Socially dependant

5% – 15% of the population Survival, Fair go Currently on welfare but not always Put money back into them they will move to one of the other categories

People can move across the different categories subject to circumstance Be prepared to adjust your style to support your client

What about you as a leader ? Leadership Trust Index Credibility – do you know what you are doing Reliability – do you do what you say you Transparency – do I know what’s in your head Multiply then divide by self interest Kevin Rudd:Credibility @ 2 x Reliability @ 2 x Transparency x 2 = 8 divide by Self Interest 10 = 8/1000

Mandela:Credibility @ 10 x Reliability @ 10 x Transparency x 9 = 900 divide by Self Interest 1 = 900/1000 What is your Leadership Trust Index ? Any score over 100 points is trustworthy – the higher the score, the higher the trust What is your trust index – with your team and with your customer’s Not about how you rate yourself it’s about how your customers and others rate you Key focus for most business is the people piece. Andrew Rasby close

Your 5 Key Take Away’s for Brokers 1.

Be prepared to adapt, evolve and change otherwise you will quickly become redundant

2.

Think about your Leadership Trust Index – how would your Customers, Suppliers, Team Members and Business Partners rate you.

3.

Have real consciousness of a Clients Psychographics – it will help when building rapport and understand what their buying motivators are.

4.

Process mapping is critical to your business as it ensures consistency and provides certainty should you need to implement a Disaster Recovery Plan

5.

Personal Brand is the most important key to success in business – challenge yourself about your personal brand and what does it say about you and your business.

How to take this message further after the Conference 1.

Session could be revisited with RBC / MBL during 1:1 discussions with Brokers and Franchisee’s

2.

Personal Brand exercises could introduced as part of a Masterclass / Team Meeting session

3.

Workshop Program could be developed around Client Psychographics to assist increase in Sales / Lead conversion.

YOUR COMMENTS: 1.

Did the session meet its objectives? Yes – a well timed and presented piece

2.

Assessment of the presenter’s skills Toby is clearly an experienced Trainer, Facilitator and Presenter

3.

Would you run this session again/is it a topic that should be repeated? There is a term used in the Learning and Development Industry – Edutainment. In short this session was an entertaining learning which is ideal for a Conference setting. Whilst learnings undertaken were thought provoking – I am not sure that there were any real ‘tangibles’ that can be directly taken back to the workplace.

4.

How would you improve on this session? I’m not certain that the title MBA Express truly reflected the content delivered – session heading should be more in line with the content delivered.

5.

Does the session need to be any longer? No – program was well timed and well paced

6.

Anything we need to know? No