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The Winning Wayto Success!

How to Win in Life and Enjoy the Journey.

RONNIE KAGAN


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Disclaimer

All the information, techniques, skills and concepts contained within this publication are of the

nature of general comments only, and not in any way recommended as individual advice. The

intent is to offer a variety of information to provide a wider range of choices now and in the

future, recognizing that we all have widely diverse circumstances and viewpoints. Should anyreader choose to make use of information contained herein, this is their decision, and the

contributors, authors and publishers do not assume any responsibilities whatsoever under any

conditions or circumstances. It is recommended that the reader obtain their own independent

advice.

First edition 2007

Copyright 2007: The Business of Life Pty Ltd.

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system,

or Transmitted in any form or by any means, electronic, mechanical, photocopying, recording or

otherwise, without the prior written permission from the publisher.


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To Brett and Bradley, you are an

inspiration to me. You have both

grown up to be fine young men and

I am so proud to be able to call you

my sons.

To my loving wife, Jane, thanks for

always being there for me, through

the good times and the steep

learning curves. You are a fantasticfriend as well as a loyal partner in

both love and life.


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Content

How to Win in Life and Enjoy the Journey

Foreword Pg 5

Acknowledgements Pg 6

Introduction Pg 9

Six Fundamental Qualities of a Leader Pg 16Communication Pg 27

Conflict Resolution Pg 30

Goals Pg 33

The Seven Essential Business Secrets Pg 41

Mastering the Art of Delegation Pg 52

The Four Keys to Becoming Rich Pg 64

Creating a Golden Chain of Referrals Pg 71

Conclusion Pg 95


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Foreword

Ronnie Kagan's advice is original and

valuable. I have over 500 books on the art

and science of personal excellence, and I

rang Ronnie amongst the very top experts

in this field from around the world.

There are many business coaches and

advisers out there trying to teach from

textbooks, however with Ronnies

personal hands-on experience you will

enjoy the benefits not only in your own

business life, but in your personal life as

well.

Robyn Henderson, Networking Coach and

International Author


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Acknowledgements

Thanks to all my teachers over the years,those that have been kind to me and those

that have been cruel. You have all

contributed towards life.

The lessons I have experienced in life couldhave made me bitter or better, I chose to go

down the better path. Was it always easy,

fun and enjoyable, definitely not, but with

hindsight was it worth it, absolutely.

The reason behind this e-book was that I

realised a while ago that you can either

learn lessons for yourself, from your own

experiences, or you can learn them from

others. If you chose to learn them from

others you will save yourself a huge

amount of time and a lot of pain, but it will


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require you putting your ego in your pocket

and being prepared to learn from others.

If someone like me, with no education,

other than the lessons I have learnt along

the path of life, can live an extraordinary life

today, so can you.

Irrelevant of your education or upbringing

you can succeed, but it will take two things,

a desire to start the journey now, (this is the

only time you will ever have), and then a

commitment to stay in the race, to complete

it and see it through to the end.

As I learnt from one of my mentors, true

leadership and character is not the desire to

start something, anyone can do that, but to

continue through with what needs to be

done until it is complete. To stay in the race,

long after the initial mood in which you


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made the decision in the first place, has

passed.

There are many people I could thank and

the list would be extensive, as I have

walked a long path and have crossed many

paths, but a few have stood out over the

years. As I mention these I reflect on theircaring and generous contributions, without

which I would be even scarier than I am

today.


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Introduction

Welcome to The Winning Way, How to Winin Life and Enjoy the Journey

Whether youre at the local pub, down at

the golf course, in the board room, or

watching sport, the conversation willusually turn to success and how to make

money in todays evolving world. Our

fascination with success is endless, and

when we see all the people who are

succeeding in a very short time period, we

start to ask, Whats wrong with me?

In todays quick times, we see people

becoming millionaires within a couple of

years of venturing out on their own.

Usually age and education are not the

common denominator. We may catch

ourselves asking, So what can the problem


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be with me? How can so many other people

be making so much money while Im still

struggling to pay off my credit cards, get ridof my debt, and be financially free?

Everybody who enters into the conversation

will have different points of view, and

opinions will be strong, but conclusions willgenerally be few. They are, of course, many

answers to the question of How do I

become rich and succeed in business?

and I dont profess to have the answer. Over

my years of being in business, Ive

succeeded several timesand failed as

wellalong the way.

I shall share with you some of the common

traits that have led me from poverty to

success and from failure to extreme wealth.


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With the amount of valuable information

thats readily available via the Internet and

books, you really have to question whymost businesses fail. Statistically, we know

that 80% of all businesses dont make the

five-year markand out of the 20% that do

reach the five-year mark, 80% go broke or

close their doors before they reach the 10-year mark. This equates to a horrific 4% of

all businesses starting out that actually

reach the 10-year mark.

You must ask yourself why this happens.

Ive come to the conclusion that although

knowledge is available to everyone, people

dont know how to apply the knowledge

correctly. The key to your success comes

down to peoplenot only the people whom

you may employ or work with, but mainly

you.


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This e-book has been designed to enable

you to focus on the relevant information

that will assist you in becoming part of the4% who do succeed in businessrather

than the 96% who, despite all their efforts,

fail and become a statistic. I shall focus on

the dos rather than the donts. What Ive

learned is that you should definitely focuson the positives and what you should be

doing rather than the negatives and what

you should not be doingbecause whatever

we talk about, we bring about.

When we look at the average people who

start businesses, we realise that theyve

invested everything they have in the

business. If the business fails, not only do

they end up feeling discouraged,

demotivated, and often financially destitute,

but theyve lost timewhich is probably the

most important commodity. So lets enjoy


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the journey together as we walk through

these pages towards achieving your success.

Im going to make several suggestionsthroughout this e-book, and my

recommendation is that you actually

implement these exercises and check

whether youre actually doing whats

suggested rather than simply agreeing ordisagreeing with the information that

youre reading.

Dont rush through this e-book just to get to

the end, but rather understand the growing

process youre going to be taking along the

way.

Knowledge is not power. It is the

application of that knowledge on a

consistent basis that creates and delivers

powerful results.


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Ive come to realise that the most difficult

step for most people to take towards

changing their lives is learning to changetheir internal dialoguethe one thats going

on inside their heads. This is

understandable, as your past thinking has

created your current circumstancesand

yet, youre going to rely on that samethinking to create a different outcome.

This is a huge task. Now you probably

realise why so many people can never

change their circumstances, even though

they so desperately want to.

My goal in this e-book is to help you change

the base of your thinking, that internal

dialogue thats kept you where you are for

far too long already.


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So, lets get going. And along the way, dont

question whether you like or dislike what

you read, whether you agree or disagreewith what I share with you, or whether

youve heard this information before or its

being brought to your attention for the first

time. Just give it a goall of itand youll

be eternally grateful for the lessons youlllearn along the path, the person youll

become, and the results youll attract into

your life at the conclusion.

The Winning Way in How to Win in Life is

designed to provide you with the

information you need to achieve the goals

you set for your participation in The

Winning Way.


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Six Fundamental Qualities of a Leader

Ive come to realise that most businesseshave three areas theyre constantly trying to

address:

1.Where are we going?2.How are we going to get there?3.Why is no one talking to me? Why dowe have no real communication?

In this book, Ive looked at addressing these

areas amongst many others.

It has been organised into sections coveringevery area of activity that youll need to

undertake in order to get the best out of

your business and your life.

Ive learned that there are six fundamental

qualities that all leaders need to possess if

they intend to succeed in business. These

are neither optional nor conditional, and if


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you dont apply these qualities, you will not

succeed. Just like gravity, ignorance of these

laws will not release you from theconsequences of ignoring or denying them.

If a child crawls off of a two-story balcony,

even though hes ignorant of the laws of

gravity, he will fall and hurt himself.Likewise, if youre ignorant of these

fundamental laws of leadership, you will

fail in business.

The first is vision. As a leader, you need to

see what youre striving for with total

clarity. The clearer your vision, the greater

the likelihood of attracting into your life

whatever youre seeking. If you have

negative thoughts, you will attract negative

resultsso have total clarity around what it

is that you want.


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The second is couragecourage to do what

needs to be done, when it needs to be done,

because it needs to be done. As a leader, youneed to risk being unpopular and not flow

with every other persons wants and needs.

If you constantly try to conform to society,

you will lose your individualism.

The third is integrity. This isnt something

that you can turn on when it suits you, but

rather, you need to have integrity all the

time. Im reminded of a time when a sales

director was in one of his regional

managers offices and the phone rang.

The sales director told the manager to lie to

the person on the phone and say he wasnt

in. But the manager told the person on the

phone that the sales director was in the

office and handed him the phone. The sales

director was furious and reprimanded the


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manager after he finished the phone call.

The manager replied, If Im prepared to lie

for you, I will lie to you. This is trueintegrity.

The fourth quality is commitmenta

commitment to complete what you set out

to do. Have a passion for what youredoing, and stay committed until the end

not just until its no longer convenientand

complete the tasks that you start. You

attract what you are, not what you want.

The fifth is responsibility. Be responsible to

your clients, your customers, and your

staffand be known as someone whos as

good as his word. As I learned, true

leadership is doing what you said you

would do long after the mood in which you

said it has passed. Do you want to suffer the

pain of regret or the pain of discipline?


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The sixth quality is concentration. Bring out

the best in others through your examples.True leadership is leading by example and

staying focused on the basics without being

constantly distracted. Do what needs to be

done, when it needs to be done, because it

needs to be done or you said it would bedone.

This life-changing information sets out

procedures that are the best tried and tested

ways of doing things to ensure the highest

possible level of success in your life. Quality

of service is an essential part of the

philosophy of The Winning Way, and

service is an integral part of all dealings that

The Winning Way has with all current and

potential clients.


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Its necessary to follow the procedures to

ensure that all of the required information

relating to the program is capturedaccurately and in a timely manner. This will

ensure that your business succeeds and is

able to fulfil your goals and aspirations.

This e-book has been designed to be used asa working journal to enable you to change

your life forever.

Most importantly, this e-book is here to

help you get as much out of your life as

possible.

Finally, this e-book is just one of the range

of resources we have available to help you.

Its not a substitute for the training sessions

or other personal assistance available to you

through The Winning Way. We strongly

encourage you to participate actively in all


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The Winning Way events and to maintain a

high level of communication with The

Winning Way.

This book presents information and ideas

that are designed to be of assistance in

contributing to successful participation in

The Winning WaysEntrepreneursBusiness Secrets program.

Its our personal experience over the past

decade that if the lessons herein are applied

consistently, they will enable you to live a

life of health, wealth, and prosperity.


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Who Are We?

About The Winning Way

Our Expertise

The Winning Way approaches both

domestic and international businessactivities with the skill, knowledge, and

confidence that can only be acquired from

29 years of personal, hands-on experience

and operations in eight countries.

With our corporate offices in Sydney,

Australia, The Winning Way coordinates,

directs, and oversees the planning,

marketing, and successful execution of

business education and leadershipdevelopment around the world. In addition,

The Winning Way designs, develops, and

distributes business education programs


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globally. From a multiday, 10,000-attendee

sales training seminar to global personal

development training programs, TheWinning Way has the vision, experience,

and resources to handle all aspects of

national and international business training.

Our Advantage

The Winning Way supports business

owners with exceptional personal coaching

and professional training, state-of-the-art

technology, and business development

functions around the world.

The Winning Ways global team is

committed to the values and strategies that

lead to balanced success, both personally

and professionally.


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Our Approach

With our established global infrastructure,business owners are never far from The

Winning Ways support. CD and book

programs, seminars, and events in multiple

languages provide business owners with

incomparable resources.

The Winning Ways focus is to develop,

encourage, and strengthen the effectiveness

of business owners everywhere. The

dynamics of a close family relationship are

generated in this simple yet extraordinary

infrastructure of support.

The Winning Way

The Winning Way was initially launched in

Australia in 1993, and 2001 marked the

beginning of our international expansion.


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We provide professional, experienced

keynote speakers globally to aid in the

development of other markets. A full arrayof motivational and leadership eventsas

well as training CDs, DVDs, and personal

development booksare made available by

the Australian team.

Ronnie Kagans Role

My role is to share my lifes knowledge and

personal experiences with you. This will

enable you to dramatically increase your

income while freeing up more time so that

you can live your life to the fullest.


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Communication

Communication is often the biggest assetwe haveor the biggest liability. In her

book Personality Plus, Florence Littauer talks

about the four personality types: popular

sanguine, powerful choleric, perfect

melancholy and peaceful phlegmatic. (Ifyou havent had the opportunity to read

this book, I recommend that you do.)

We need to be able to talk many languages.

What I mean by that is not that you need tolearn Italian or Spanish, but you must learn

to talk to people in a way that makes them

listen. For example, if you were trying to get

people to a meeting and you were talking to

a melancholy personality type, youwould say, Come to the meeting and bring

lots of paper and pens, and youll get all the

information you need. If you were


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speaking to a sanguine, you would say,

Come to the meeting, and youll have fun

and meet a lot of great people.

I believe that one of the biggest problems

we have in communication is that we try to

communicate with other people according

to our values and/or terminology. Furtheron in this book, Ill talk about finding your

core values and aligning the individuals

values with the companys values.

After all that Ive experienced, I can state

without any hesitation that teamwork can

create fantastic resultsand a lack of

teamwork can destroy even the greatest

opportunity.

Theres a distinction between personal

values and business values. Once you

understand peoples values you can


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communicate in a common language. This

leads to greater results with a fraction of the

effort normally required when you are bothpulling in different directions.


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Conflict Resolution

Conflict will usually be the major cause oflosing staff members or clients. Satisfied

clients will stay with you, even if a

competitor tries to offer them a slightly

better price. People like to do business with

people that they like.

If youre experiencing conflict within your

business, sit down with the other party and

follow the recommended rules for conflict

resolution in a discussion. If you doubtwhether its worth your while, ask yourself,

Do I want to be right, or do I want to be

rich?

I have found a simple four-step process thatI follow every time Im confronted with an

issue with regard to another person and I

wish to move through that issue. Just as if


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you wish to win in a game, all the parties

playing in the game need to understand the

rules or you cannot play the gamesuccessfully. (In a game of soccer, we dont

use hands, but in rugby we do.) So to win in

the game everyone needs to understand the

rules before they start the game.

These are the rules Ive learned to play by if

I wish to have a win-win outcome in the

game of conflict resolution.

Rules for Conflict Resolution

1.I will accept that your needs are asimportant as my needsif youll do the

same for me.

2.If Isay no, you may not make me feelguilty. Ifyou say no, I must accept that

and not manipulate you into feeling

guilty.


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3.We must both accept that its okay tomake mistakes.

4.Were allowed to express our opinions,provided that we dont violate the rightsof the other partyand the rights of the

other party are: a, b, and c.

There are only four points to remember toresolve any issue:

1.Admit that theres a problem. (Bothparties need to do this.)

2.Try to identify the problem.3.Look for a solution.4.Always refer to the solution, and never

mention the problem again. (This is

often the hardest part of the solution

process.)


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Goals

The difference between working with a goaland working without a goal is results.

GOSPA

One of the most important skills you candevelop in growing your business is that of

strategic planning. An uncomplicated

method thats often used is the GOSPA

model:

Goals

Objectives

Strategies

Plans

Actions

The GOSPA model is used by large and

small companies to maximise productivity.


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It can work in your business as well. If you

find yourself becoming frustrated or even

disillusioned when an important goal defiesall of your diligent planning and persistent

execution, go back to the beginning.

Use the GOSPA method to ensure that you

havent been flying in the face of the law ofcomplexity and Occams razorand

thereby attempting to defy the principle of

simplification.

1. Goals

Clear, precise thinkingthe ability to

clearly identify the essential, core

components of your goalsis the first

prerequisite when applying the

principle of simplification. Its for this

reason that we concentrate so heavily on

gaining clarity with respect to both


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personal and business goals.

Fuzzy, unclear goals lead toprocrastination and inefficient plans.

Time spent in gaining clarity before

diving into the planning process is like

depositing money in the bank. It can

save hundreds and even thousands ofhours and dollars down the road.

A properly stated goal has five

characteristics, summarised in the

acronym SMART:

Is your goal Specific? Have youstated it in its simplest and most

precise terms?

Is your goal Measurable? Is it statedin clear, quantifiable terms, enabling

you to benchmark your progress?

Is your goal Aligned with your corevalues?


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Is your goal Realistic? Do youbelieve you canand willachieve

it?Is your goal Time bound? Do you

have a deadline for its achievement?

2. Objectives

In working towards a goal, you must

establish clear objectives or milestones

predetermined steps that will lead you

to the achievement of your goal. In

essence, objectives are like minigoals

and must meet the same SMART

standards.

3. Strategies

With goals and objectives clearly

defined in the simplest specific terms,

you must now determine the strategy


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youll adopt to reach the objectives and

thereby attain your goal. For example,

your goal may be to sell 5,000 units of aproduct at a price of $100 per unit

within six months. Your objectives

might be as follows:

Month 1 100 units soldMonth 2 250 units sold

Month 3 500 units sold

Month 4 750 units sold

Month 5 1,250 units sold

Month 6 2,150 units sold

6-Month Total 5,000 units sold

The question now becomes How will I

reach my objectives? Will you use

direct mail? Email? Will you advertise?

If so, what advertising medium will you

use? And so on.


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The best strategy for you should meet

these three criteria:

Will it be easy to define, tounderstand, and to execute?Will it be based on the skills and

resources most readily available to

you?

Will it be practical, offering you thebest chance of success?

4. Planning

Once the goal has been clearly defined,

the objectives established, and the

strategy set, build a plan to implement

the strategy. Up until this point, the

process has been strategic. It now

becomes practical. For example, if your

strategy is to use direct mail to reach

your objectives as spelled out above, lay

out the practical steps youll take to


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carry out this strategysuch as list

selection, copywriting, mailing method,

and so on.

Like every other stage of this GOSPA

analysis, be specific and precise. Include

deadlines and performance

accountabilitye.g., who will be heldaccountable for each tactic. Remember,

what gets planned gets done.

5. Action

Finally, take swift and decisive action.

Follow your plan. Monitor your

progress. Be persistentand, at the

same time, be flexible, always on the

lookout for changes in the external

environment that requires changes in

your strategies and tactics.


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Whenever you find that you or your

business is getting bogged down, with little

progress towards your goals, perform aGOSPA analysis.

Re-examine your goals, objectives,

strategies, plans, and actions. Most

importantly, remain forever vigilant. Be onthe lookout for unnecessary processes and

complexities that so often take holdand

when they do, remove them. Your battle cry

must be Keep it simple!


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The Seven Essential Business

Secrets

The Greek philosopher Archimedes once

said, Give me a lever long enough and a

place to stand and I can move the world.

This principle applies to you as well. Inorder to get the very most out of yourself,

you must leverage your strengths and

abilities. Leveraging is the key to achieving

vastly more than you could on your own.

Essentially, there are seven ways to leverageyourself:

1.Other peoples energy2.Other peoples knowledge3.Other peoples money4.Other peoples successes5.Other peoples failures6.Other peoples ideas7.Other peoples contacts


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Other Peoples Energy

The first form of leverage is other peoples

energy. Highly effective people are always

looking for ways to delegate and outsource

lower-value activities so that they have

more time to do the few things that givethem the highest payoff.

Other Peoples Knowledge

The second form of leverage is other

peoples knowledge. One key piece of

knowledge applied to your situation can

make an extraordinary difference in your

results. It can save you an enormous

amount of money and many hourseven

weeks or monthsof hard work.


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For this reason, successful people are like

radar screens, constantly sweeping the

horizons of their lives and continuallyseekingin books, magazines, CDs, articles,

and conferencesideas and insights that

they can use to help them to achieve their

goals faster. You wont live long enough to

make every mistake yourself, so learn fromother peoples mistakes.

The Internet now makes the job of

researching other peoples knowledge

easier and faster than ever before. Visit our

website at www.WinningWay.com.au to

gain more information as to how you can

learn from others and save time, energy and

money.


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Other Peoples Money

The third form of leverage is other peoplesmoney. Your ability to borrow money, and

to otherwise tap into the financial resources

of other people, can enable you to

accomplish extraordinary things that would

not be possible if you had to pay for themout of your own pocket.

You should be continually looking for

opportunities to borrow and invest money

and achieve returns well in excess of the

cost of that money.

There are numerous sources to explore,

including chartered banks, savings and loan

associations, venture capitalists, and both

public and private offerings of shares, to

name a few. The wise entrepreneur


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develops a solid relationship with a bank

from the beginning.

The best time to borrow money is when you

dont need it. This may sound crazy, but its

true. Borrow a small sum, place it in a safe

investmentsuch as a security of deposit or

short-term, fixed-deposit accountand, in afew months, pay it back. Repeat this process

several times.

Dont invest the money in high-risk

ventures, such as margin accounts or the

options market, under the misperception

that youll be able to make a profit.

Remember, youre going through this

exercise in order to be able to create a good

credit rating.

In this way, youll establish a strong credit

rating and a positive track record with your


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bank. This strategy of consciously building

a strong credit rating will pay big dividends

on the day when you do need a loan. Andrest assured, that day will come!

Other Peoples Successes

The fourth form of leverage is otherpeoples successes. You can dramatically

improve the quality of your results by

studying the successes enjoyed by other

people and other businesses. Successful

people have usually paid a high price in

money, effort, emotions, difficulties, and

disappointment to achieve a particular goal.

By studying their successes and learning

from their experiences, you can often save

yourself an enormous amount of time and

trouble.


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Read biographies of successful people.

Study the careers of those who have

achieved great success in your field. Seekthem out and ask them for their counsel.

Youll find that many successful people take

great pleasure in helping individuals who

are sincere about wanting to make

something of their lives. Their advice canprove priceless.

As you become successful yourself,

remember the gifts received from those who

blazed the trail before you. Make an effort

to give back to those who follow. This will

bring you its own store of riches.

Other Peoples Failures

The fifth form of leverage is other peoples

failures. Benjamin Franklin once said, Man

can either buy his wisdom or borrow it. By


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buying it, he pays full price in personal time

and treasure. But by borrowing it, he

capitalises on the lessons learned from thefailures of others.

Many of the greatest successes of history

came about as the result of carefully

studying the failures of other people in thesame or similar fields and then learning

from them. What or who has failed in your

field? How can you learn from these

invaluable lessons?

Youll discover that truly successful people

who genuinely wish to support you will

share not only their successes but their

failures as well. Pay close attention to their

stories. This is often where the true gold

lies.


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Other Peoples Ideas

A sixth form of leverage is other peoplesideas. One good idea is all you need to birth

a fortune. The more you read, learn, discuss,

and experiment, the more likely it is that

youll come across an idea that, combined

with your own abilities and resources, willmake you a great success in your field. Of

course, ideas in and of themselves are not

all it takes.

The world is full of people who will eagerly

share with you their if only tales. How

often have you heard this: I had this great

idea, but before I could get around to doing

something with it, someone else came out

with it and made millions. If only Id done

something with it!? The person who acts

on an idea will reap the benefits.


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If its your own original idea, good for you.

But some research can open your eyes to a

never-ending stream of other peoples ideasthat, when wrapped up in a sound plan and

put into action, can form the basis of a

highly profitable venture.

Other Peoples Contacts

The seventh form of leverage is other

peoples contacts or other peoples

credibility. Each person you know in turn

knows many other people, many of whom

can be helpful to you. Whom do you know

who could open doors for you by

introducing you to the right people? One

introduction to one key person can change

the entire direction of your life.

Becoming skilled in these seven forms of

leverage will have an enormously positive


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impact as you relentlessly work to become

more productive. Study them. Learn them.

And, most importantly, apply them. Thenenjoy the remarkable results in your life and

your business.


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Mastering the Art of Delegation

What, why, and how should we delegate?

Delegation is a key to leveraging yourself

and, therefore, the key to increasing your

income and freeing up your time. The

following summarises the fundamentalprinciples of effective delegation:

1.Do what you do best, and delegate ordiscontinue the rest. Another way of

stating this is: delegate any tasks thatcan be performed by a person earning

less than your desired hourly rate of

income.

If your goal is to earn $100,000 per year,for example, delegate any tasks for

which you would not be willing to pay

$50 per hour, thereby freeing you up to


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focus your own time and energy on

tasks that are worth $50 per hour or

more. Any time that you spend on tasksof lesser value represents an inefficient

investment of your time and energy.

Note: Calculate your annual income by

multiplying the number of hours thatyou work each week by 50 weekse.g.,

40 hours per week x 50 weeks per year =

2,000 hours per year. Then divide your

annual income by the number of hours.

So $100,000 income divided by 2,000

hours = $50 per hour.

2. Delegate to a person with demonstrated

competence in the required field.

3. Define the task clearly. What is your

intended outcome?


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4. Explain the task clearly. Then ask the

person to repeat the details of the task in

writing. If his or her description is notan accurate reflection of what you want

accomplished, explain the differences in

detail and have the person resubmit his

or her understanding in writing. This

step of writing helps enormously inachieving buy-in.

5. Discuss and get agreement on the

resources required to achieve the task.

6. Discuss and get agreement on the

benefits of completing, or consequences

of not completing, the task.

7. Define and get agreement on the

deadline for completing the task and on

benchmarks to measure the progress.


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8. Have the person add these three

elements to the written description of

the delegated task and then sign thewritten understanding. I have found

that, psychologically, this final step

transforms the understanding to a

commitment.

9. Inspect what you expecti.e., carefully

monitor the progress by checking on

agreed benchmarks and timelines.

10. Keep your word regarding the

consequences of not following through.

11. Delegate the task, but never the

responsibility.


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Task-Relevant Maturity

Generally, there are three levels ofcompetence, and your delegation style and

technique should vary according to which

level the individual possesses. We refer to

this principle as task-relevant maturity.

1.Low Task-Relevant MaturityIndividuals with low task-relevant

maturity have little experience in the

required field. They may be new

employees, or at least new to this job,

and must be managed accordingly. In

such a case, youll use a directive style

of delegation.

Carefully explain the task being

assigned, the intended outcome, and the

required resources, assuring that the


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latter will be made available. Then

outline each step in the process, asking

them to take notes and ask questions.

After the individuals have prepared and

signed the written performance

agreement, you must then carefully

monitor the process. In other words,youll instruct them to perform the first

step and then report back to you. Next,

inspect the work just accomplished to

ensure that it has been satisfactorily

completed.

Offer constructive feedback to help

them learn from any mistakes they may

have made. Then repeat this cycle for

each of the remaining steps until the

delegated task has been completed to

your satisfaction. Finally, debrief the

entire process with the individuals,


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offering feedback and encouragement

and seeking feedback yourself as to how

they experienced the process, what waslearned from the experience, and how

they might improve it the next time.

Remember, the objective is first to get

the job done and also to develop

effective, competent, and confidentemployees.

If you do need to address an issue, use

the hamburger approach. Give them

some positive feedback about something

theyre doing well, then address an area

where they need to improve, and then

end with something that you

acknowledge theyve done well. (Never

criticise theperson, but rather the action.)


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If there are several areas that need to be

improved, its best to address the main

issue first, get that rectified, thenaddress another issue the next time.

2.Medium Task-Relevant Maturity

Individuals with medium task-relevantmaturity have probably been in this

position for some time, either with you

or in a previous job. Theyve

demonstrated a certain level of

competency in performing tasks similar

to the one youre currently delegating

and have earned your trust.

Nevertheless, their experience may be

somewhat limited and their judgment

and task-related knowledge still

developing. In this case, youll use a

management-by-objectives style of


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delegation. Clearly explain the goals

and objectivesthe whatof the

assigned task, and then ask them tofigure out how to accomplish it and

come back to you with a plan.

The onus is on them to determine the

steps and the required resources.Monitor progress by periodic reports

theyve agreed to provide at critical

points along the completion chain.

Otherwise, encourage them to come to

you only when they get stuck or

confused.

Avoid the trap of reverse delegation or

upward delegation, where the person to

whom youve delegated the task comes

to you with a problem or challenge and

you respond, Leave it with me. Ill

handle it.


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This can be a huge temptation,

especially if youre rushed and know itwill take less time to do it yourself than

to work with the individuals to help

them solve the problem themselves. At

such a time, remember your goal: to get

the job done and to develop effective,competent, and confident employees.

Your job is that of coach and mentor.

Keep in mind that time spent helping

the employee to think through problems

and arrive at workable solutions will

pay enormous dividends down the

road.

3.High Task-Relevant MaturityIndividuals with high task-relevant

maturity have a great deal of experience


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in the specific field. They might be

described as an expert, possibly

bringing an expertise in the areasuperior even to your own. In this case,

youll use a leadership style of

delegation.

Focus on gaining a clear agreement ofthe objective, make it clear that theyll

be held accountable for the results, and

then grant them the authority to make

the decisions required to get the job

done. Then step aside and give them the

room to perform.

Clearly, this level of delegation depends

not only on the task-relevant maturity of

the individual but also on a high level of

trust between each of youtrust based

on experience in working together on

similar projects in the past.


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As you continue to grow in your career,

continue to look for ways to leverageyourself through delegation. Apply the

concept of task relevancy, and watch your

productivity increase while you also

contribute to the growth of those around

you. The results will be truly remarkable.


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The Four Keys to Becoming Rich

If you are one of those people who believe hardwork and honesty alone brings riches, perish the

thought, because it is not true. Riches, when

they come in huge quantities, are never the

result of hard work. Riches come, if they come at

all, in response to definite demands based uponthe operation of definite principles, not by

chance or luck.

Napoleon Hill

Key #1: Being Rich Is a ChoiceSo IsBeing Poor

The choice of making money, or not making

money, is controlled by our paradigms or

beliefs about money.


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Beliefs I currently

have about beingrich that may not

serve me

Beliefs I must now

adopt about moneyand abundance

I have tried all my life,

with many wonderfulopportunities, and it

still eludes me.

I have paid the price,

traveled the distance,and become patient

enough to attract it. I

use money to move

powerfully and add

value to others.I never win. Its

always someone else.

I deserve to win

because Im a

wonderful person.

Create a need for it; decide what you want,

and the money will appear. This is the law

of attraction. Either you do it, or not

theres no trying.


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What you say and what you expect aresometimes different.

Fear is a thought of lack of abundance.Money is an energy source. It will flow

to you.

Key #2: Decide What You Want

The more clarity you have, the greater the

likelihood and the sooner youll attract into

your life what you truly desire.

Decide what you want in detail

(the greater the detail, the

sooner it will appear)

By when?

A four-bedroom house on the beach

with a tennis court, four-car garage,

gymnasium, swimming pool, and

mooring for my 42-foot yacht

15 May

2009


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Key #3: G.O.Y.A. = Get Off Your Ass

Take action. If its going to be, its up to me.Most people overestimate what they believe

they can achieve in a year and

underestimate what can be achieved in a

decade. So get to work, stay consistent with

expectations, and it will eventuate.

Most people are waiting for everything to

be perfect before they do anything. Youll

never have the perfect circumstances to get

going, so if youre going to start, when

would be the best time to start? Now.

Key #4: How Badly Do You Really Want

It? Make It a Must.

The reason that most people dont achieve

success is that they would like success, but

its not a must. Are you committed to the


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actions or attached to the outcomes? One of

the great leaders of the world, Napoleon

Bonaparte, always said, I see only theobjective, the obstacles must give way.

Why is being rich, having all you desire,

living a life of abundance, and fulfilment a

must for you?_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________


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We inherit most of our beliefs from our

parents and the people with whom we

associate. Create a new belief; dont trydestroying your old thoughts.

I always ask people who are complaining,

Do you want my sympathy or my

respect?

If there was a man on a boat who was sea

sick. Would you empathise with him or

sympathise with him? If you empathise

with him, you take him below and give him

some seasickness tablets. If you sympathise

with him, you stand next to him and throw

up as well.

Change your thoughts the next time

someone complains about being financially

poor. You may want to adopt a little saying

that I repeat in my head: I am so happy


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and grateful; money comes to me in

abundance in increasing ways through

multiple sources of income.


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Creating a Golden Chain of

Referrals

The higher you rise on your customers

satisfaction scale, the more success youll

achieve. The aim of every business is to

reach the level where it continually amazes

its customers.

Why? Simply this: your job as an

entrepreneur is to create and keep

customers. The highest level of customer

satisfaction will enable you to do just that.

Referrals are the best source of leads that

you can possibly generate.

You may consider a referral programwhereby new clients who are referred

generate some form of acknowledgement

back to the original referrer. You may


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contemplate offering free participation in

further programs or discounted products as

an incentive. The best form of reward isgiving products or services that you supply

to the client who refers new customers. The

cost is low to youhowever, the perceived

value is high.

Its recommended that you obtain letters of

satisfaction from previous satisfied clients.

Have these letters drafted, and put them

onto the letterheads of those clients. These

should be placed in a presentation folder

and used for further reference during

presentations.

This not only generates new business, but it

also locks in your satisfied customers.

Theyre more inclined to continue giving

you their business once theyve referred


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friends or associates, as they feel obligated

to retain your services.

Creating Customers

Todays business climate is ever more

competitive, and customer acquisition costs

are highi.e., the price you pay to generatenew customers is increasing at a rapid rate.

Sales and marketing budgets can consume

an inordinate amount of cash.

Prospecting and cold-calling can consume

an enormous amount of time. For this

reason, a new customer who is referred to

you by an existing satisfied customer is a

jewel to be sought and treasured.

A major hurdle in the selling process is

earning the trust of a prospective customer.

When youve been referred by a satisfied


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customer whom the prospective customer

trusts, you inherit part of that trust. As a

result, you stand a much greater chance ofgetting in the door. Youll also be much

more likely to move through the sales

process quickly, as the rapport-building

stage will be a lot easier and the objections

will be far fewer.

At the end of your presentation, it will also

be easier to close the sale. In fact, its often

said that a good referral is 15 times easier to

enrol than a cold call.

To gain a huge competitive advantage and

to assure a jump start in growing your

business, commit yourself to devising a

sound strategy for developing a golden

chain of referrals. Your goal should be to

reach the point where you never have to

cold-call again, where you sell by referral


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only. Your most likely source of referrals is

your existing client base: those customers

who represent the highest levels ofcustomer satisfaction.

Why would your customers want to use

your products or services? What motivates

people to drive past a certain store in orderto support another business thats further

away? What are the key elements that you

need to meet or surpass in order to retain

satisfied customers? Well look at these later

in the book.

The Power of Word of Mouth

One of the most powerful determinants of

the future success of your business is the

little understood phenomenon of word of

mouth. In his book Worlds Best Known


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Marketing Secret, Ivan R. Misner refers to

this as the W-O-M Factor.

A study conducted by the White House

Office of Consumer Affairs discovered that

90% of dissatisfied customers will not do

business with that company again. The

same study also concluded that, on average,each dissatisfied customer will share his or

her dissatisfaction with at least nine other

people.

A similar study conducted by an

independent market research firm found

that each of these people is likely to tell five

other people. What this means is that just

one disgruntled customer ends up

poisoning the minds of 45 other people.

What company can afford such adverse

publicity? Yet, without a well thought-out


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customer service programand a relentless

commitment to its applicationtheres a

good chance that this is exactly what willoccur.


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Creating a Golden Chain of Referrals

While dissatisfied customers will share theirbad experiences, its often argued that the

inverse is also true: satisfied customers will

share their delight or amazement with

nine of their friends, relatives, and

associateswho will, in turn, pass on thegood news to five others.

Unfortunately, studies show otherwise, the

number of customers who will tell a

positive story of their experience with you,

your company, or your product is one-tenth

of the number who will share a negative

story.

In other words, while excellent customer

service is essential in reducing or even

eliminating negative word of mouth, you

cannot rely on positive word of mouth to


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produce a stream of referrals. Building a

satisfied and loyal customer base is

certainly the first step. But more is required.Next, you must design a workable referral

plan.

I will lay out some important steps you

might want to consider in building yourgolden chain of referrals. Lets discuss the

importance of building this.

Referrals dont just happen. Have you ever

answered your phone and heard the party

on the other end of the line say, Hi, this is

Sue calling. A friend of mine is a client of

yours and she recommended I call you

about [your product]. Would you be willing

to meet with me? Although this would be

wonderful, it rarely happens. Waiting for

the phone to ring is a lousy marketing

strategy!


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If youre to build a pipeline of referrals, you

must create it yourself. This means that youmust ask for them. Thats rightask!

Consider the following steps in building

your own bank of prospects:

1.Ask for referrals in advance of selling.

2.Ask for referrals after the meeting.3.Ask for referrals from satisfied

customers.

4.Send a thank-you note to the source.5.Report back to the source.6.Send a small gift of appreciation to the

source.

7.Be referable.1.Ask for referrals in advance of selling.

Depending on your product or service,

you may want to consider setting this


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up before you even start showing it to

your potential client. A way of doing

this is as follows. As I sit down with mypotential client, I say, This is a three-

step process.

Firstly, Im going to show you what Im

going to show you. Secondly, Im goingto ask you to introduce me to people

you knowwhom I dont yet knowwho

might be interested in how we can help

them. And thirdly, if youre interested

in what Im going to share with you, we

can discuss it further. Does that sound

fair enough?

By doing this, Im not relying on my

new potential client needing or wanting

to purchase my product or service, but

Ill be able to at least walk away with

four or five referrals. These are no


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longer cold calls, because you have a

referraland you have a greater

likelihood of being able to enrol them inyour products and services because you

have some credibility when you walk

through the door, as youre coming in

on a referral.

Early in the closing process, before

asking for the sale, you might say to a

new prospect, Although I believe

youll find that our product is exactly

what you need, I know its not for

everyone. If you find my offering

attractive, even if you dont personally

have a need for it at this time, would

you be willing to introduce me to

someone you know who does?

Provided youve built trust with your

prospects, theres a strong likelihood


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theyll agree. Should this sale in fact not

take place, again ask for names and

contact information. If they provide one,dont hesitate to say, Thank you so

much. I assure you Ill treat your friend

with the same care and respect Ive

shown you. Whom else do you know

who might be interested? Alwaysattempt to leave with three or four

referrals. In this way, you can ensure

that a lost sale is not a lost opportunity.

2.Ask for referrals after the meeting.The closing of a sale is often

accompanied by an emotional high for

your new customer. This is a wonderful

time to ask for referrals. As youre

preparing to close the meeting, you

might say, Mr. Customer, thank you

for your business. I know youll be


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pleased with your new product or

service as it will [share the benefits hell

gain from the product or service he justinvested in]. Let me ask you, who else

might need [again, share the benefits of

your product or service]? When your

customer offers a name, say, Great,

thank you, and who else can you thinkof? Keep quiet, and wait for some more

namesdont talk.

Once you have several names, then you

can go back and ask for their phone

numbers? If the client gives you more

than one number, ask, Which number

do you think I should call first? With

each step, your new customer becomes

more and more involved in the process

and, subconsciously, more and more

committed to helping you.


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You could also ask about the referrals,

Why do you feel they would be

interested in the benefits of [product orservice]? and listen. You might now

follow up with another question: It

would be really helpful if you could call

and introduce me so he wont be put off

by my call. Would you be willing to dothis for me?

Dont be surprised if he reaches for the

telephone right then and makes the

introduction on the spot. Again, your

goal should be to leave with at least

three to five referrals. (Ensure that the

caller doesnt try to sell the referral your

product or service over the phone, but

rather just sells the appointment for you

to meet.)


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3.Ask for referrals from satisfiedcustomers.

If youve done a good job of servicing

your customer after the sale, you can be

confident that you now have a satisfied

customerone who will buy from you

again and who represents a potentialsource of excellent referrals.

Contact your satisfied customer and

begin the conversation by enquiring if

hes happy with his purchase and if

theres anything more you can do for

him.

If he makes a request, then treat this as a

customer service call. If not, say to him,

Im so pleased youre enjoying your

new [product or service]. Can you put

me in touch with anyone else who


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would appreciate the same experience

as youre enjoying using our [product or

service]?

The wonderful thing about highly

satisfied customers is that they often

want their relatives, friends, and

associates to share their experience.Think of the last time you thoroughly

enjoyed a movie.

Didnt you want to immediately tell the

closest people in your life to be sure to

see it? Or recall an occasion when you

were delighted or even amazed by the

delicious food and quality of service at a

new restaurant. Did you recommend it

to others?

Beyond a doubt, theres no better source

of referrals than a highly satisfied


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customer. But, unlike a situation with a

great movie or a fabulous new

restaurant, dont expect him to pick upthe phone and start calling. Its up to

you to initiate the referral-building

process.

Even if someone were to recommendyou to another potential customer, the

odds of this person getting in touch with

you would be remote at best. The

initiative must come from you. You

must ask for the referrals, and you must

follow up with those referrals.

4.Send a thank-you note to the source.Within one day of receiving the referral,

drop a quick note to your customer to

thank him for his recommendation, and

again reassure him that youll treat his


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friend with respect. This is an important

part of cementing your relationship, and

it will pay dividends in the future in theform of repeat business and further

referrals.

5.Report back to the source.After youve followed up with the

referral, be sure to call your referring

customer again to thank him for the

introduction and report your results.

Remember, the referral is someone who

is meaningful to your customer, and

hell naturally be interested in what

transpires.

This step is a demonstration of good

manners, but its also more. Firstly, if

you succeeded in selling to his friend,

hell be open to your asking if he knows


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anyone else whom you might contact.

Secondly, if you were unable to close the

sale, your customer might choose tocontact his friend to find out why the

friend didnt chose to go ahead and to

reiterate his own pleasure in using your

product or service. Either way, you

stand to gain.

6.Send a small gift of appreciation to thesource.

A further way to express your gratitude,

and to reinforce your relationships with

your referring customers, is to send

them a gift after youve closed a sale

with a referral theyve provided. Your

gift should be appropriate to the size of

the sale. A word of caution: regardless

of the size and dollar value of your gift,

ensure that its of the finest quality, for it


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will be a direct reflection on you and

your taste.

Several years ago, a company I know

learned an important lesson. Their

custom wasand still isto send fruit

baskets as thank-you gifts. On one

occasion, the gift was returned within amatter of days.

An accompanying handwritten note

explained that the food was of such

inferior quality that the recipient

wouldnt share it with her fellow

employees. She graciously thanked the

company for the kind thoughts and

explained that she was sure they would

want to know what they were getting

for their money.

When the fruit basket was then


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examined, they were shocked. The

basket was beautifully decorated, but

the contents consisted of a variety ofcheap crackers, some nuts, and a few

stale apples. The gift to the referring

customerand its subsequent return

turned out to be a gift to them. They

then searched for an alternate supplierand found a company that stringently

monitored the quality of its offerings.

While the new suppliers packaging was

attractive, their emphasis was on a

variety of beautiful fresh fruit,

delectable nuts, and top-quality biscuits.

Since making the change, this company

has received countless calls and cards

from very satisfied customers to thank

them for their generosity!


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7.Be referable.

Ive laid out a number of tried-and-proven strategies for building a pipeline

of referrals. The foundation upon which

they must be laidthe glue that holds

them all togetheris you.

In the final analysis, its your character,

your commitment to excellence, and

your genuine concern for your

customers that will determine the

number and quality of referrals that

your customers pass on to you.

Every day, look in the mirror and ask,

Am I the kind of person I would

recommend to my family, to my closest

friends, to my most esteemed

associates? If the answer is yes, youre

on track. If not, rethink your resolve to


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become that kind of person. Youll be

happier for it. Youll also enjoy

unparalleled success in developing astrong referral network.

Leave no stone unturned in your efforts to

develop a golden chain of referrals. Use

every strategy possible to transform yourcustomers into advocates for you, your

business, and your services and products.

Its the wisest and most cost-effective

marketing strategy you could possibly

design.


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Conclusion

Well done. Youve completed the e-book. Ibelieve that the main reason most people

dont succeed in business, or in life, is that

they dont complete whatever it is that they

start. They get distracted or impatient. But

you have followed through on yourcommitment to improve yourself, and I

would like to take this opportunity to

congratulate you for staying on the path to

The Winning Way.

As I mentioned before, knowledge is not

power. Rather, its the application of that

knowledge, on a consistent basis, that will

deliver powerful results.

You now have the knowledge of how to winin business, make money, and enjoy a

balanced life.


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Now go back, look at each section, and start

taking daily steps of implementation and

understanding. By applying these basicfundamental steps, youll ensure your

growth and success.

If you have information that youve found

to be beneficial, please email me or visit ourwebsite www.WinningWay.com.au and Ill

be proud to include you in our global

network of business leaders who are

committed to both personal and business

growth. This will enable you to interact

with business leaders who are committed to

winning in business, creating more profit,

and enjoying a balanced life.

If you would like to receive our monthly

newsletter or become a global leader,

learning and growing through a team of

business people committed to growth and


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profit, log onto

www.TheBusinessOfLife.com.au and well

be proud to help you add value to your life

What new choices do you need to make in

how youre using your time? No one can

make new choices for you. Your choices are

yours alonethey are the minutes of yourdays that either prohibit or provide life.

Take an honest inventory of your life. Is it a

reflection of your uniqueness or are you on

autopilot, just going through the motions,

filling up time? Now is the time to act. Now

is the time to live. Your future is not some

far-off mystical dream.

The look of your future is merely the

culmination of how you most frequently

spend your time. After all that weve said

and done, I hope that youll spend it wisely,


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today and every day thereafter. That alone

leads to freedom.

We would love to hear any feedback you

have on any aspect of the information

contained hereinor on any other areas

that you feel could usefully be included.

Please contact us [email protected] .

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