Оглавление
Mo Abraham. Personal Development With Success Ingredients
Disclaimer and Usage Rights
Introduction
About the Author
The Formula for Success
Is there Such Formula?
The Structure and Aim of the Book
How to Read the Book
Chapters at a Glance
What is Personal Development?
Self-Actualization
Characteristics of a Self-Actualized Individual
Lifelong Learning
Learn from Your Mistakes
Your Self Development Plan
Awaken Your Spiritual Guide
How to Control Your Thoughts
Actions Speak Louder than Words to Our Minds
Joy vs. Sorrow
Don’t Become Victim to Your Thoughts
Communicating with Your Spiritual Guide
Saying Goodbye to Bad Habits
Knowing Your Triggers
Learning How to Deal with Stress, Depression and Anxiety
Signs of too Much Stress in Your Life
Managing Your Stress, Depression and Anxiety
Relationships are Key for Setting Yourself Up for Success
Achieving Financial Success
Developing a Winning Financial Mindset
Relationships Can be Tricky
Taking Care of Your Body and Mind
One: Improving Your Mental Outlook
Two: Enhancing Your Physical Appearance and Health
Putting Your Self Development Plan to Work for You
PART ONE: HEALTH & MENTAL DEVELOPMENT
Week 1: Health and Fitness. Spiritual and Physical Exercises, Yoga, Law of Attraction, Affirmation Messages, Voice Practice
Health and Fitness. The Mission for Ultimate Health and Wellness and How to Begin
Physical Fitness
Keys to Success
Diet
Keys to Success
Mind-Body Connection
Keys to Success
Make it a Habit
Men & Women are NOT Created Equal when it Comes to Weight Loss
Yoga
Yoga for Health
Mental Benefits of Yoga
Grow Old Gracefully
How Yoga Benefits All Age Groups
How Yoga is Helpful Physiologically
Common Yoga Practices
Recommended Videos and Instructions
One: Yoga Exercise – Savasana (Corpse Pose)
Steps to Do the Corpse Pose (Shavasana)
Recommended Videos
Benefits of the Corpse Pose (Shavasana)
Tips
Two: Surya Namaskar (Sun Salutation)
A Workout for Busy People
Benefits of Surya Namaskar
Who Should Avoid Surya Namaskar?
How to Do It?
Three: The Twelve Postures
Notes:
Recommended Videos
Four: Headstand (Sirshasana)
Recommended Videos
Five: Shoulder Stand (Sarvangasana)
Recommended Videos
Six: Plough Pose (Halasana)
Recommended Videos
Seven: Seated Forward Bend (Paschimothanasana)
Steps for Performing Paschimottanasana (Seated Forward Bend Pose)
Benefits of Paschimottanasana (Seated Forward Bend Pose)
Who Should Avoid the Forward Bend Pose
Recommended Videos
Eight: Bakasana (Crane Pose)
Recommended Videos:
Asanas for Meditation
One: Padmasana – The Lotus Pose for Meditation
How to Do Padmasana (Lotus Pose)
Recommended Videos
Benefits of Padmasana (Lotus Pose)
Two: Sidhasana or Siddhasana (The Perfect Pose)
How to Do Sidhasana (The Accomplished Pose)?
Recommended Videos
Benefits of Sidhasana (The Accomplished Pose)
Tips
Three: Svastikasana (Prosperous or Auspicious Pose)
The Following Instructions Help You Get the Hang of this Posture
Recommended Videos
Benefits
Four: Easy Pose (Sukhasana)
How to Do Sukhasana (The Easy Sitting Pose)?
Modifications and Variations
Benefits of Sukhasana (the Easy Sitting Pose)
Tips
Recommended Videos
Neck Exercises
Yoga for Eyes: Improve Eyesight Naturally
One: Palming
Two: Blinking
Three: Stretching
Four: Flexing
Five: Sideways Viewing
Six: Rotational Viewing
Alternatively
Breathing
Seven: Up and Down Viewing
Breathing
Eight: Preliminary Nose Tip Gazing
Breathing
Nine: Focus Switching – Near and Distant Viewing
Alternatively
Breathing
Recommended Videos
Final Words
Law of Attraction
The DNA of Thinking
What is the Law of Attraction?
Welcoming the Law of Attraction into Your Life
How the Law of Attraction Will Alter Your Life Course
De-cluttering Your Life with the Law of Attraction
Allowing the Law of Attraction to Evolve With Your Life
Use the Law of Attraction to Clean Up Your ‘Friend’s List’
Law of Attraction for Weight Loss
Making Positive Eating Choices With the Law of Attraction
How to Use the Law of Attraction for Love and Relationships
Wealth and the Law of Attraction
Using the Law of Attraction for Stress Relief
How the Law of Attraction Can Help You Move
The Law of Attraction Can Work in Sync with Your Spirituality, Too!
Adopting a Childlike View of the World
Positive Affirmation – A Tool to Help You Wield the Power of the LOA
Visualization Techniques to Help You Embrace the LOA
How to Create a Proper Vision Board
Real Stories of Law of Attraction Success
Why Doesn't the Law of Attraction Work for Everyone?
The Wrong Way to Use the Law of Attraction
You Have to Actively Pursue the Low of Attraction
How Can I Apply the Law of Attraction?
Affirmation Messages
Examples of Affirmation Messages
Voice Practice
Voice Therapy Uses Individualized Exercises and Techniques to:
Some Voice Practice Exercises You Can Do
Using Pause to Control Your Voice
Using Emphasis to Help Make Your Voice More Interesting
Grade Yourself in the Following Areas
How to Take Care of Your Voice Like a Professional
How to Reveal Your Natural Physiological Voice
Recommended Videos
Week 2: The Brain and Subconscious Mind. How The Brain and Subconscious Mind Work, Mindfulness, Mindset, Self-Hypnosis and Hypnotherapy, Stress Management, Mental Training, Meditation, Concentration, Happiness and Success
The Brain
How the Brain Works
How Our Memory Works
Brain Waves
My Personal Experience
Exercising Your Brain
The Subconscious Mind
How Your Subconscious Mind Works
Exercising Your Subconscious Mind
Hints
Prerequisites For Deliberate Use of Subconscious Mind
Mindfulness
Mindful Motivation for Creating Your Best Life
What is Mindfulness?
What Can Mindfulness be Helpful For?
Mindfulness Can Help You Make Better Choices
Being Mindful is a Natural Therapy for Improved Mental Health
Common Techniques for Mindful Practices
Snapping Yourself Out of a Past or Future Focus
How Can You be Mindful
Mindset. Do Your Actions Support a Strong Mindset?
Understanding Mindset
Obstructs to Having a Positive Mindset
Dealing with Setbacks
Neuroplasticity
Letting Go of the Wrong Mindset
Power of a Positive Mindset
A Success Mindset Requires Action
Using Your Mindset to Define the Action You Need to Take
Seven Habits that Lead to a Strong Success Mindset
Habit #1 – Make Sure What You Want is Really What You Want
Habit #2 – Begin Every Day With Motivation
Habit #3 – Don’t Chase Success to the Point that You Stop Dreaming
Habit #4 – Make Sure You Leave Room to Grow
Habit #5 – Answer to Someone Else
Habit #6 – Learn to Trust Yourself
Habit #7 – Understand that Roadblocks are Going to Happen
Self-Hypnosis and Hypnotherapy. What is Hypnotherapy?
What Can Hypnosis be Used for
How Hypnotherapy Works
Examples:
Post-Hypnotic Suggestions and Their Rules
How to Set Your Self-Hypnosis Goals
Imagery in Hypnosis
A Self-Hypnosis Technique
Recommended Videos:
Stress Management. Handling Stress Before it Happens
Stress Happens to Everyone
Worrying about Stressful Situations Affects Your Health
The Four Types of Pre-Meditated Stress Analysis
How to Make an Action Plan Ahead of Time to Handle Stress
The Stress-Confidence Connection
The Confidence-Success Connection
Anxiety and Stress
How Anxiety Levels Affect Your Ability to Handle Stress
Tips on Lowering Anxiety Levels
How to Apply Stress as a Great Tool When You Encounter it
Seven Rules for Reducing Stress and Improving Sleep
Rule #1 – Implement a Bedtime Technology Ban
Rule #2 – Adopt an Aromatherapy Habit
Rule #3 – Wind Down Your Day With Exercise
Rule #4 – Let Bath Meditation Boost Your Sleep Count
Rule #5 – Become a Master at Time Management
Rule #6 – Allow Deep Breathing to Replace Naps
Rule #7 – Focus on Nutrition for Better Sleep and Less Stress
Avoiding Stress
How to Avoid or Minimize Stress
Approaches to Relaxation
One: Self-Help Techniques
Two: Medical Approaches
Natural Remedies for Depression
Symptoms of Depression
Your Options in Natural Remedies for Depression
Mental Training
Mental Training for Peak Life and Work Performance
Know What You Really Want
Mental Training Gives You Confidence
Develop Mental Clarity
Make Your Move
Mental Training Leads to Mental Toughness
Creating Success Using Mind Enhancement Techniques
Meditation
Balance is Key
Benefits of Meditation
Daily Meditation
Why Meditate?
Making the Most of Meditation
Getting into Position
Breathing for Relaxation
The Third Eye
Guided Meditation
Finding Space to Meditate
Carving out Time for Meditation
Benefits of Meditation
How to Meditate Like Successful People
Meditating Each Day
Happiness and Success
Daily Habits for Happiness and Success
Account for Your Future
Picture the Realization of Your Dreams
Find a Daily Challenge
Make it a Point to Give Every Day Your All
Stop Working When it’s Time to Stop
Protect Your Sleep Time
Make Exercise and Eating Right a Priority
Dress Successfully Every Day
PART TWO: PERSONAL & SOCIAL DEVELOPMENT
Week 3: Personal Qualities. Enthusiasm, Positive Attitude, Motivation, Assertiveness, Persistence, Positive Thinking, Critical Thinking, Creative Thinking
Enthusiasm
Positive Attitude
How to Develop and Maintain a Positive Attitude
Establish Some Symbols
Be a Flea Trainer
Stimulus-Pause-Response (S-P-R)
Motivation
How to Stay Motivated
How to Make Your Motivation Soar Even When Faced with Obstacles
Assertiveness. What is Assertiveness?
Passive, Aggressive and Assertive
Some Behaviors and Characteristics of the Three Amigos :)
Hints
Positive Thinking
Five Steps to Positive Thinking
Critical Thinking Skills
What is Critical Thinking?
Critical Thinking Skills
What are You Trying to Achieve?
Creative Thinking Skills
What is Creative Thinking?
Engaging Your Right Brain
Creative Thinking Techniques
Creative Thinking Skills
Divergent and Lateral Thinking. Divergent Thinking
One: Self Analysis
Two: Topic Analysis
Techniques to Inspire Divergent Thinking
Lateral Thinking
Techniques to Stimulate Lateral Thinking
Six Thinking Hats® System
Summary and Tips
The Power of Enthusiasm
Seven Basic Rules Towards Acquiring a Positive Attitude
The Value of Persistence
Smile...Don’t Worry
To Prevent Fatigue & Worries, and Keep Your Energy & Spirits High
Week 4: Order. Self-Organization, Time Management, Productivity, Learning Skills, and Effectiveness
Self-Organization
Self-Organization Tips
The Power Behind Continual Journaling
Time Management
What Does Time Mean to You?
If Only You Had More Time
Time Management is the Key to Success
SMART Time Management
10 Daily Time Tips
Get Your To-Do List Under Control
Three Ds for Time Management
Productivity. Keep Your Productivity on Track Through Any Obstacles
Being Overwhelmed Can Impact Productivity
The Obstacle of Time Management
Cash Flow Problems
Other Influences Can be Productivity Obstacles
Overcoming a Mindset that Affects Your Business Productivity
Improve Your Learning Skills
Step One: Getting Prepared
Step Two: Learning
Step Three: Understanding the Material
Step 4: Reviewing the Material
Step Five: Applying the Material
Memory Techniques
Fast Reading
Effectiveness
Work Smart, Not Hard
What is Effectiveness?
Steps Toward Effectiveness. One: Time (The Limiting Factor)
Two: Contribution
Tips on Management and Effectiveness
Week 5: Goals and Desires. Goal Setting, SWOT Analysis, Lifestyle
Goal Setting and Desire
How To Turn Visualization into Reality
How to Develop Desire
What are Goals?
How and Where to Best Use Goals and Objectives
Why Set Goals
Benefits of Setting Goals
A Balanced Life
Four-Step Goal Setting Strategy
Step 1 – Know Your End Result
Step 2 – Craft Mini Goals
Step 3 – Brainstorm Action Steps
Step 4 – Implement Changes
Rules for Goal Setting
Goal Setting Can Go Wrong or Fail When:
Evaluate Goals
Why are Some People Successful
Habits
Importance of Clear Goals
Defining Goals in Binary Terms
Outline Your Goals
Externalize Subjective Goals
Think of Goal Setting as an Activity
How to Effectively Set Goals
The Process of Goal Setting
Rules for Effective Goal Setting
One: Set Goals that Motivate You
Two: Set SMART Goals
Three: Goals Must be Written
Four: Make an Action Plan
Five: Stick with it
Setting ‘SMART’ Goals
Developing SMART Goals
SMART Goal Checklist
Goal Form
Checklist for Setting Meaningful Objectives
Setting Big or Life Goals
Breaking Down Goals
Reviewing Your Life Goals
Setting Smaller Goals
Where Will You be in Five Years Time
The Five-Year Plan
Examples of Potential Goals
Tips on Goals and Goal Settings
SWOT Analysis
Why Conduct a SWOT Analysis?
How to Do a Personal SWOT Analysis
How to Conduct a SWOT Analysis?
Goal Setting and SWOT Analysis
Lifestyle
Week 6: Relationship with Others. Interpersonal, Managing People, Leadership, Charisma, Self-Esteem, Synergy
Interpersonal Skills
Managing People
Leadership
What is a Leader?
Manager vs. Leader
Ingredients of Leadership
Developing Your Leadership Style
Steps to Developing Your Leadership Styles. One: Identify Your Default Leadership Style
Two: Identify and Develop Your Strengths
Three: Minimize Your Weaknesses
Four: Draw on Others
Five: Get Feedback
Levels of Delegation
How Do You Delegate Work or Tasks?
Examples
Summary and Tips on Managing People and Leadership. Guidelines for Directors’ Success
Three Fundamental Techniques in Handling People
Six Ways to Make People Like You
Nine Ways to be a Leader
Charisma. What is Charisma?
How to be Charismatic
One: Spread Confidence
Two: Let Your Body Express Your Charisma
Three: Make People Feel Special
Four: Be Humorous
Five: Be Charming
Six: Be Honest
Seven: Don't Try to Fake Charisma
Eight: Power
Nine: Offer Help
How to Boost Your Charisma
Self-Esteem
Signs of Low Self-Esteem
Why Do People Experience Low Self-Esteem?
Watch Your Inner Voice
Help Yourself and Seek Help from Others
Quick Tips to Help Improve Self-Esteem
Improvements Will Come in Small Steps
Importance of Maintaining High Self-Esteem
How to Develop Your Self-Esteem
One: Determine Your Self-Esteem
Two: Improving Your Self-Care
Three: Adopting a More Positive Lifestyle
Four: Other Tips
Protect Yourself from the Top 10 Self-Esteem Leeches
Synergy
Can Synergy Be Negative?
Building Synergy
Week 7: Communication. Listening, Presenting, Reading Signals, Understanding and Being Understood
Communication
What is Communication?
Types of Communication
Communication Barriers
Reading Signals
First: Studying the Eyes
Second: Watch the Facial Expressions
Third: Pay Attention to Proximity
Fourth: Look for ‘Mirroring’ Signals
Fifth: Observe the Head Movement
Sixth: Look at the Person’s Feet
Seventh: Watch for Hand Signals
Eighth: Examine the Positioning of Arms
Presenting Information to People
How to be an Effective Presenter
How to be an Effective Listener
Culture and Social Considerations when Communicating
Allow Others to Talk
To be Superior is to Acquire and Use a Superior Learning System. Here’s How:
Tips and Guidelines on Presenting to Groups
How to Answer Group Questions
Tips on Listening and Presenting (Communication) 10 Guides To Improve Listening
Week 8: Powerful Qualities. Brainstorming, Problem Solving, Decision Making, Negotiating, Persuading, Influencing, Tact and Diplomacy
Brainstorming
Using Brainstorming for Decision Making
How to Do Brainstorming
One: Star Bursting
Two: Role Storming
Three: Brain Writing
Four: Random Idea Starters
Five: What If
Six: Similarity
Seven: Exaggeration
The Rules of Brainstorming
Problem Solving
So What is a Problem?
Steps of Effective Problem Solving
Step One – Define the Problem
Step Two – Structure the Problem – This involves:
Step Three – Brainstorm All Possible Solutions
Techniques of Divergent Thinking
Step Four – Decision Making
Step Five – Implementation
Step Six – Feedback
Has the Problem been Resolved?
Evaluating the Process
Document the Problem
Decision Making
What is Decision Making?
Effective Decision-Making
One: List Possible Solutions
Two: Set a Schedule and Deciding Who is Responsible for the Decision
Three: Responsibility for the Decision
Four: Information Gathering
Five: Weighing up the Risks Involved
Six: Deciding on Values
Seven: Weighing Up the Pros and Cons
Eight: Making the Decision
Benefits of Group Decision Making
Drawbacks of Group Decision Making
Tips on Decision Making
Negotiating, Persuading, Influencing
Negotiating
What is Negotiation?
Why Negotiate?
Benefits of Negotiating
Types of Negotiators
Styles of Negotiation
One: Persuading
Two: Negotiating to Win
Three: Negotiating Jointly
Stages of Negotiation
One: Investigation, Preparation and Planning
Two: Determine Your BATNA
Three: Definition of Rules and Discussion
Four: Clarification and Justification
Five: Bargaining and Problem Solving
Six: Closure
Seven: Implementing a Course of Action
Failure to Agree
Informal Negotiation
One: Attitudes
Two: Knowledge
Three: Interpersonal Skills
Develop a Plan Prior to Negotiating
How to Develop Your Negotiation Skills
Tips You Can Implement to Improve Your Negotiation Skills
Negotiation in Action
The Win-Lose Approach to Negotiation
The Win-Win Approach to Negotiation
Tips on Effective and Successful Negotiation
Three Basic Tools of Negotiation
Persuading and Influencing
Barriers to Successful Persuasion
Successful Persuasion
Persuasion and Influencing Skills
Ways to Influence and Persuade
Tact and Diplomacy
How to be Effective at Tact and Diplomacy
High Levels of Tact and Diplomacy
Low Levels of Tact and Diplomacy
Strategies for Tact and Diplomacy
PART THREE: FINANCIAL DEVELOPMENT
Week 9: Marketing. Traditional vs. Internet Marketing, Marketing Strategy, Marketing Planning
Introduction
Traditional vs. Internet Marketing
How Does Each Type of Marketing Affect Customers?
Traditional Marketing
Promoting Products: Communication and Promotion Strategy
The Marketing Communications System
Steps in Developing Effective Communication
Elements in the Communication Process
One: Identify the Target Audience
Two: Determine the Response Sought
Three: Choosing a Message
Four: Choosing Media
Five: Selecting the Message Source
Six: Collecting Feedback
Setting the Total Promotion Budget and Mix
One: Setting the Total Promotion Budget
Two: Setting the Promotion Mix
Factors Influence the Marketer’s Choice of Promotion Tools
Factors to be Considered When Developing the Promotion Mix
Promoting Products: Advertising, Sales Promotion, and PR
Advertising
Above The Line (ATL), Below The Line (BTL), Through The Line (TTL)
Above The Line Sales Promotion
Below The Line Sales Promotion
Through The Line
Major Decisions in Advertising
One: Setting Objectives
Two: Setting the Advertising Budget
Three: Creating the Advertising Message
Four: Selecting Advertising Media
Five: Choosing Among Major Media Types
Typical Profile of Major Media Types
Advertising Evaluation
Sales Promotion
Consumer Promotion Tools
Trade Promotion Tools
Business Promotion Tools
Developing the Sales Promotion Program – You must:
Public Relations (PR)
Main PR Tools
Promoting Products: Personal Selling and Sales Management
Sales Management
One: Setting Salesforce Objectives
Two: Designing Salesforce Strategy
Three: Recruiting and Selecting Salespeople
Four: Training Salespeople
Five: Supervising Salespeople
Six: Evaluating Salespeople
Personal Selling
The Personal Selling Process
Steps in the Personal Selling Process
Competitor Analysis and Competitive Marketing Strategies
Competitive Positions
Hypothetical Market Structure
Balancing Customer and Competitor Orientations
Planning, Implementing, and Controlling Marketing Programs
Marketing Planning
Implementation
Questions about the Marketing Implementation System
Marketing Control
Marketing Environment Audit. The Macroenvironment
The Task Environment
Marketing Strategy Audit
Marketing Organization Audit
Marketing System Audit
Marketing Productivity Audit
Marketing Function Audits
Price Planning
Price and Non-Price Competition
Factors Affecting Pricing Decisions. One: Consumers
Two: Government
Three: Channel Members
Developing a Pricing Strategy
Price Objectives
One: Sales-Based Objectives
Two: Profit-Based Objectives
Three: Status-Quo-Based Objectives
Broad Price Policy
Price Strategy
Implementing Price Strategy. One: Customary and Variable Pricing
Two: One-Price Policy and Flexibility Pricing
Three: Odd Pricing
Four: Price-Quality Association
Five: Prestige Pricing
Six: Leader Pricing
Seven: Multiple-Unit Pricing
Eight: Price Lining
Nine: Geographic Pricing
Ten: Terms
Price Adjustment
Applications of Pricing Techniques. One: Cost-Based Pricing
Two: Demand-Based Pricing
Three: Competitive-Based Pricing
Price Leadership
Competitive Bidding
Combining Techniques
Pricing Strategy
Internet Marketing
Introduction to Internet Marketing. What is Internet Marketing?
What Internet Marketing Entails
How ‘Net Savvy are You?
How Timid or Brave are You?
Why Choose Internet Marketing as a Career?
Working at Home Online Benefits People in Different Ways
You Get to Be an Expert
Perks of Being an Internet Marketer
Who is Right for Internet Marketing?
People Who aren’t Cut Out for Internet Marketing
People Who are a Perfect Match for Internet Marketing
When is the Right Time to Get Started with Internet Marketing?
Where Do You Go for Good Internet Marketing Advice?
Do You Need a Mentor?
Not All Bad Guys are ‘Guys’
Internet Marketing Services You Can Offer
What Types of Services Can You Offer?
What Kind of Money Can You Make Offering Services?
Where Do You Find Clients to Pay You for Services?
Services are Only One Option
Developing Products as an Internet Marketer
Forget about Page Count
Technical Preparation Issues
Host It
Delivery Options
Developing Sales Copy
Where to Put Your ‘For Sale’ Sign
Selling Readymade Content to Consumers
Designing an Affiliate Program for Your Offer
Pursuing Affiliate Marketing as a Primary Income
Affiliate Marketing Tips to Help You Succeed
Running a Membership Site for Profits
Website Flipping
Tips on Site Flipping Success
Ad Revenue as a Means of Making Ends Meet
Bringing Offline Clients into the Online World
Who Needs Online Marketing?
What Types of Services and Products Can You Sell them?
How Can You Approach Offline Entities for Business?
Having the Right Map to Succeed
Finding Answers on Your Own
Learn How to Find Answers
Get Up and Running Online. Step #1: Sign up for an Autoresponder
Step #2: Get DownloadGuard
Step #3: Pick a Niche
Step #4: Get a Domain at GoDaddy
Step #5: Get Hosting at HostGator
Step #6: Log in to GoDaddy and Point Your Servers to HostGator
Step #7: Get DownloadGuard Installed on Your Domain
Step #8: Create a Freebie to Give to Your List
Step #9: Convert Your Free Report into a PDF File
Step #10: Upload the Freebie to Your Server
Step #11: Make a Landing Page and Get Your Autoresponder Up
Step #12: Launch Your Blog
Step #13: Fill Your Autoresponder
Step #14: Start Marketing to Your Audience as an Affiliate
Step #15: Start Readying Yourself to be a Product Owner
Step #16: Get Your Product Selling on the ‘Net
The Freedom to be Your Own Boss
It’s Not All Fun and Games
The Reality is – it’s Work!
Where Do You Start?
Marketing Strategy and Planning
How to Create Your Marketing Strategy
Marketing Strategy
Tactics
PEST Analysis
Strategic Thinking
Marketing Mix
Implementation
How to Use the Model
Monitoring Market Performance
Development Activities
Marketing Plan
The Marketing Plan
The Structure of a Marketing Plan
Executive Summary
Background
Market Research and Competitive Intelligence
Target Audience/Market Segmentation
Competition: Don’t be Just Like Everyone Else
One: Performing a Competitive Analysis: Knowing the Competition Inside Out
Two: Competitive Intelligence: What Can Your Competition Do for You?
Three: Competitor Analysis
Offering
Sales and Buying Process
Pricing
Communications and Promotion
Placement
Value Chain
Week 10: Sales. Sales Techniques, Closing Sales, Types of Buyers and their Behaviours, Sales Plan Guidelines
Introduction. Born to Win
Solution Sales
Problem with Traditional Sales
Online Sales
How to Generate More Sales
Sales Techniques and Tips
How to Be an Effective Salesman
Types of Buyers and Their Behaviors
Buying Behaviors
Buying Signals
Closing Sales
Sales Plan Guidelines
Markets and Marketing – Target Market Segments
Activities
Know Your Unique Selling Proposition (USP)
Set Timeline
Factors Affecting Future Sales, Learned Through Market Research
Identify Your Present Market Position, Including any Strengths, Weaknesses, Opportunities or Threats
Describe the Impact of Current or Anticipated Marketing Conditions
What Results Do You Envisage Your Marketing to Achieve
Assumptions
Sales History
Sales Forecasts
Sales Targets
Strategies, Tactics and Measures of Achievement
Strategies and Tactics
Measures of Achievement
Action Plan for Meeting Your Sales Targets
Budget Allocation
Communicate and Carry Out the Plan
Monitor Progress, Adjust the Plan, Monitor Changes, and Evaluate Effectiveness
Summary and Tips
Advantages of Selling
12 Sources of Sensational Selling Success:
How to Get the Key Issue?
Types of Buyers
Nine Types of Crowd Buyers
Tips on Closing Sale
How to Sell Yourself First
The Master Closing Formula
The Seven Secret Closing Keys
One: Beyond any Doubt
Two: The Little Question
Three: Do Something
Four: The Coming Event
Five: The Third-Party Endorsement
Six: Something for Nothing (The Extra Mile)
Seven: Ask and Get
Objections Come about Because:
How to Cure the Common Stall: (Adapt and adopt them to suit your product/service)
How to Master Objections
Four Faults to Avoid:
Replace an Objection with a Benefit:
Don’t Run Away from an Objection. Face it Squarely:
Try the Feedback Formula on Objection:
Question the Objection:
How to Overcome Price Objections
Three Reasons for Countering ‘The Price is Too High’
To Bridge an Almost-Lost Sales
12 Pointers on Questions Techniques: You ask questions to:
If and Suppose:
Six Things You Can Gain by the Question Method:
The Four Tie-Down Styles
The Alternate Advance
The Porcupine Technique
Tips on Closing Sales to Groups
Consider the Following Trade-Off List
Servicing/Prospecting
Why Customers Quit
Remember Names and Faces
One: Impression
Two: Repetition
Three: Association
Week 11: Finance. Financial Statements & Ratios, Accounting Principles, PBP, BE Analysis, NPV & IRR, Feasibility Study, Business Plan, Private Equity, Venture Capital, Mergers & Acquisitions, Due Diligence
Financial Statements and Accounting Principles
The Footnotes
Financial Statements
The Essentials of Business Financial Statements
Financial Statements Explained
One: Income Statements – AKA Statement of Earnings, Profit and Loss (P&L) Statement
Reading Income Statement
Common-Size Income Statement
Financial Ratios Based on the Income Statement
Two: Statement of Changes in Owners’ Equity
Three: Balance Sheet (or Statement of Financial Position)
One: Assets
Classifications of Assets on the Balance Sheet
Effect of Cost Principle and Monetary Unit Assumption
Effect of Conservatism
Effect of Matching Principle
Two: Liabilities
Classifications of Liabilities on the Balance Sheet
Commitments
Form vs. Substance
Contingent Liabilities
Current vs. Long-Term Liabilities
Three: Owner's (Stockholders') Equity
Classifications of Owner's Equity on the Balance Sheet
Owner's Equity vs. Company's Market Value
Owner's Equity and Temporary Accounts
General Notes on Balance Sheet
Common-Size Balance Sheet
Financial Ratios Based on the Balance Sheet
Four: Statements of Cash Flows
Relationships Between Financial Statements
Important Points to Remember:
Cash Flow Statement Format
One: Cash Provided from or Used by Operating Activities (CFO)
Notes on Unearned Revenue, Accrued Revenue and Accounts Receivable
Two: Cash Provided from or Used by Investing Activities (CFI)
Three: Cash Provided from or Used by Financing Activities (CFF)
Four: Supplemental Information
Where to Enter the Balance Sheet Changes
The Cash Flow Activities
Summary of Cash Flow Activities
One: Cash Flow from Operations (CFO) – aka Operating Cash Flow
Operating Cash Flow Calculation
Components of CFO
Adjustments within the Operating Activities Section
Disposal of Assets
Cash Flow from Operating Activities Indirect Method
Important Cash Flow from Operations Ratios
Two: Cash Flows from Investing Activities (CFI)
Example
Solution
Notes:
Non-Current Assets
Three: Cash Flows from Financing Activities (CFF)
Example
What Can the Statement of Cash Flows Tell Us?
Thoughts and Tips on Cash Flow Statements and its Calculations
Accounting. Basic Accounting Concepts
The Company’s Annual Report
Preparing the Reports
The Target Audience and Why they Need Accurate Information
Types of Reporting
Financial Ratios and Financial Statement Analysis
Tips
Net Present Value and Internal Rate of Return. How to Calculate Net Present Value and Internal Rate of Return
What is Inflation?
Capital Investment Projects
Comparing Projects
Choosing the Appropriate Excel Function
How to Calculate NPV and IRR Manually
Payback Period (PBP)
Example
Example
Advantages of Payback Period:
Disadvantages of Payback Period are:
Notes:
Break Even Analysis. Break Even Point Equation Method (BEP)
Example
Determining Your Break Even Point
Another Example
What Happens to the Break Even Point if Sales Change?
Break Even Analysis
Break Even Calculator
Recommended Sites
Feasibility Study
How to Conduct a Feasibility Study
Cost-Benefit Analysis
Business Plan. What is a Business Plan?
Why Write a Business Plan?
Categories that are Included in a Good Business Plan are:
Targeting the Funding Audience
How to Create a Business Plan
Structure of the Business Plan
How to Write a Business Plan
Cover Sheet
Confidentiality Agreement (Sample)
Table of Contents (TOC)
The Content
Executive Summary
Mission Statement (What You Do)
Company Goals and Objectives
General Company Description. Background Information (Business Description)
Products and Services
Pricing Strategies
Marketing Plan
Sales and Marketing
Market and Competitor Analysis
Questions for Existing Businesses
Promotional Strategies
Why Conduct Market Research?
Identifying Objective
Gathering Data
Economics
Product and Services
Features and Benefits
Customers
Competition
Niche
Strategy
Promotion
Advertising
Promotional Budget
Pricing
Proposed Location (Place)
Distribution Channels
Sales Forecast
Operational Plan
Production
Location
Legal Environment
Personnel
Inventory
Suppliers
Credit Policies
Managing Your Accounts Receivable
Managing Your Accounts Payable
Management and Operation
Professional and Advisory Support
Personal Financial Statement
Financial Plan. Startup Expenses and Capitalization
Projected Financial Statements
Financial Projections
Preparation of the Projections
Capital Required
Exit Possibilities
Sales Forecast
Profit and Loss Forecast
Four-Year Profit Projection (Optional)
Cash Flow Forecast
Balance Sheet
Break-Even Analysis
Sources and Uses of Funds
Example of Uses of Funds
Appendices
Refining the Plan
For Raising Capital. For Bankers
For Investors
Types of Business. One: Manufacturing
Two: Service Businesses
Three: High Technology Companies
Four: Retail Business
Putting Your Business Plan Together
Keeping Your Business Plan Current
Supporting Documents
Miscellaneous Documents
Information Resources
Due Diligence. What is Due Diligence?
One: Financial Situation
Two: Legal Situation
Three: Personnel Situation
Four: Structure of the Business
Five: Operational Activities
Why Conduct a Due Diligence?
Conducting Due Diligence When Buying a Business
Due Diligence Research Questions
Private Equity and Venture Capital. Raising Capital for Your Venture
Where to Find Capital
What is a Private Equity Fund?
The Purpose of Private Equity
What Does a Private Equity Firm Want?
What Does a Private Equity Firm Offer You?
Benefits of Private Equity
Do You Really Need Private Equity?
What Else to Consider?
How to Work with Your Private Equity Investor?
Are there any Options to Private Equity?
Private Equity, Venture Capital, Business Angel and Investment Banking at a Glance
The Advantages of Private Equity Over Senior Debt
Financing Structure
Thoughts on Private Equity and Management Buyout Deals
The Business Plan
Selecting and Targeting a Private Equity Firm
The Negotiation Process Related to Private Equity
Submitting Your Business Plan and First Analysis
Initial Negotiations
Company Valuation
Get Familiar with the Following Terms Before Raising Startup Capital
The Offer Letter
Rounds of Financing
Can a Private Equity Fund Fail?
How to Avoid Pitfalls?
Due Diligence
Final Negotiations
Finally, Signing the Agreement
Roles and Responsibilities of Professional Advisors
The Financial Adviser’s Role
The Role of the PEF’s Accountant
The Tax Advisor’s Role
The Lawyer’s Role
Roles of Private Equity Fund Managers
Directors’ Responsibilities
The Exit Options
Valuing the Investment on Exit
The Investor’s Exit and the End of the Investment Relationship
Recommended Sites
Mergers and Acquisitions (M&A)
Merger
Acquisition
Why M&As
Integration and Conglomeration
Successes and Failures of M&A
Restrictions on Acquisitions
Week 12: Investment. Financial Freedom, Investment, Portfolio, Risk, Diversification, Investment vs. Employment, Setting Up Your Business, Retirement, Job Interview Questions
Financial Freedom and Growth
Face Facts
One: Budget
Two: Make a Debt Budget
Three: Curb Your Spending
One: Increase Your Income
Two: Limit Your Saving
Three: Use Credit Cards
Millionaire’s Financial Turning Point
Understand
Commit
Think Big
Lead
Know the Wealth Rules
Money Management
Beginning Early to Do Better – The Lemonade Way
Teaching Kids to Manage Money
Money Management for Teens
Money Management for Families
Money Management for Home Business Ventures
Managing Money When the Chips are Down
Protecting Yourself from Illegal Money Management Schemes
What You Can Check
Investing Money
Money Management Strategies
Money Management for the Future
Ask Yourself the Following Questions on Saving, Making and Managing Money:
How to Obtain Financial Freedom and Growth
The Shame of Being a Financial Cautionary Tale
What Does Wealth Mean?
Take a Look at Where Your Finances Stand Today
How Do You Organize Each List?
Spending Less is Your First Step Toward Freedom
Create a Plan to Pay off Your Debt
Learn to Save Instead of Spend
Make Progress Toward Earning More Money
Rewarding Yourself with Wise Spending Decisions
Strategies for Financial Freedom. One: Become Financially Literate
Two: Work to Learn
Three: Find Mentors, Build a Team
Four: Work for Yourself
Five: Create Money
Investment
What is Investment?
Why Invest?
One: Know Yourself
Two: Know Your Goals and Risk Tolerance
Your Investment Goals
One: Your Timeframes
Two: Your Appetite for Risk
Three: Your Style
Four: Your Values
Conflicts
How Investments Work
How to Invest
Understanding Your Risk Profile
One: How to Invest in Stocks
Two: How to Invest in Bonds
Three: How to Invest in Real Estate
Building Wealth with Ownership Investment (Equity Investment)
Generating Income from Lending Investments (Debt Investment)
Tips
The Concept of Compounding
Should You Borrow to Invest?
Savvy Investors Build and Increase their Wealth by:
Return on Investment (ROI)
Rate of Return
When is a Good Time to Invest?
Investing Tips
Wise Steps to Investing
Looking Out for Warning Signs
Avoid Financial Scams
How to Protect Yourself from Financial Scams
Watch Out for Published Statements
Types of Investors
Types of Stockbrokers
Brokers and Brokerage Firms
Portfolios
Basic Types of Portfolios
Why Portfolios?
Stocks (Shares)
Where Do Shares Come from Initially?
Buying and Selling Shares
Types of Stock
Market Indexes
Where are Stocks Traded
Before Buying Stock
Some Do’s and Don’ts When Buying Stock
What to Look for
A Smart Way to Buy Stocks
Dollar-Cost Averaging
Direct Investment Plan or Dividend Reinvestment Plan (DRIP)
Other Advantages of DRIPs Include
How to Pick a DRIP
How to Join a DRIP
How to Exit a DRIP
When to Sell a Stock
Keep Your Eye on the Total Return
Common Mistakes Investors Make and How to Avoid Them
Why Invest in Shares – The Benefits of Shares
Why Share Prices Go Up and Down?
Pros and Cons of Investing in Stocks
Bonds
The Bond Market
Types of Bonds Include
Do’s and Don’ts When Buying Bonds
Pros and Cons of Investing in Bonds
Mutual Funds
Types of Mutual Funds
One: Money Market Funds
Two: Bond (Fixed Income) Funds
Three: Stock (Equity) Funds
Different Fund, Different Style
Classes of Funds
Do’s and Don’ts When Buying Mutual Funds
How to Buy and Sell Shares as Mutual Funds
Exchanging Shares
How Can You Earn Money from Funds
The Strategy
Why an Index Fund?
Risk
Fees and Expenses
Tips on Tax
Past Performance
Pros and Cons of Investing in Mutual Funds
Sources of Information
Where to Get the Facts You Need
Real Estate
Types of Real Estate Investments
How to Analyze a Real Estate Investment
Buying and Selling Property
Funding for the Real Estate Venture
Strategy
Pros and Cons of Investing in Real Estate
Summary of the Above
Types of Investment
Risk
Types of Risks
Retirement Plans and Annuities
Retirement vs. Annuity
Annuity vs. Pension
Retirement Plan
Factors that Determine How Much You Need to Save
Types of Retirement Plans for Small Business Owner and Self-Employed
One: Individual Retirement Accounts (IRAs)
Two: Individual 401(k), aka Solo 401(k) or a Self-Employed 401(k)
Three: Keogh Plans
Annuities
Types of Annuities
Do’s and Don’ts When Buying an Annuity
Retirement Planning Tips
Questions to Consider
Other Tips on Saving for Retirement
Where to Invest. Which Asset Should You Invest in?
Shares vs. Property
Your Investment Profile
Typical Investment Portfolios
Investment Plan
Developing an Investment Plan
How to Structure Your Financial Plan
Planning for Short-Term Goals (1–2 Years)
Planning for Medium-Term Goals (3–5 Years)
Planning for Long-Term Goals (Over 5 Years)
Signs of Boom and Gloom Times
Decide How to Invest
Implement Your Plan
Forex Market. An Overview for Newcomers
Forex Trading – The Basics
Forex Trading Strategy that Works
Common Questions about the Forex Market
Risk. What is Risk?
What are the Types of Risks?
Managing Risk
The Relationship Between Risk and Return
What are Returns?
Diversification
Asset Allocation
How to Diversify
Investment vs. Employment
Investment
Employment
Making Money Through Investment
Business vs. Employment
Having Your Own Business
Employment
Types of Businesses
Choosing a Legal Entity
One: Proprietorship
Two: General Partnerships
Three: Limited Partnerships (LP)
Four: Limited Liability Company (LLC)
Five: Corporations
Setting Up Your Business
Investing in Businesses
A. Starting a Business
B. Buying a Business
C. Franchising
D. Network Marketing – aka Direct Distribution Systems
How to Analyze a Business Investment
Systemize Your Business for Increased Earning Power
What You Gain from Systemizing Your Business
How to Decide if You Should Systemize Your Business
The System You Currently Use
The Main Parts of Your Business to Focus Systemization on
Implementing the System
Work at Home (WAH)
Two Paths You Can Take as a WAH Individual
Which WAH Career Feels More Secure to You?
Do You Love to Learn?
How Do You Get Started?
How to Search for a Niche Market
Job Interview
Sample Job Interview Questions
Questions to Ask Employers/Interviewers
Summary and Tips
Knowledge of Own Business
References
