Begin to evaluate and see your company through proven methodology that addresses your business issues quickly, uncovers current obstacles you are facing.  Begin to evaluate and compare your business with over 100 potential research-proven issues specific to their stage of growth.  Begin to build highly effective solutions customized exactly to the size and nature of your business.  Strat to resolve your business challenges, so errors and the related risks are dramatically reduced.  Decrease your feeling of being overwhelmed and unnecessarily stretched to accommodate the growth of your business. Focus on the right things at the right time!

1. Increase your Risk of
Success – Workshop #2
Eliminate the Unknown and Have the Business You Want!

2. What You Got From Session-1
1. What you need and want.
2. What your company needs and wants.
3. What your obstacles/challenges are.
4. Understand how your business is/should be performing.

3. Session-1 Summary
Goals
• Business running without me
• Having more clients
• Having systems and procedures
• Business expansion
• Being able to leave a legacy
• Hire the right employees
• Having improved cash-flow
• Customer retention
Obstacles
• Having no systems
• Having weak systems
• Not being able to coach others
• Not able to manage/delegate others
• Not enough cash/cash flow
management
• Ineffective communication
• Ineffective marketing – I’m here!
• Ineffective time management

4. Business Performance – Non-Negotiable
Rules
If your business could talk, what would it be asking you to
ensure superior performance?
• Are you generating, tracking and preserving cash?
• Are you focusing 80% of your resources on your top selling, high margin
products/services?
• Are you hiring for culture first and skill second?
• Are you stabilizing the business and managing chaos effectively?
• Do you have a performance and feedback mindset? Are you regularly having
performance discussions?
• Are you selling each day?
Adapted version: James Fisher 2006

5. Your Obstacles and The Non-Negotiable
Rules
Obstacles
• Business running without me
• Having more clients
• Having systems and procedures
• Business expansion
• Being able to leave a legacy
• Hire the right employees
• Having improved cash-flow
• Customer retention
Non-Negotiable Rules
Generate, track and preserve cash.
Focus 80% of your resources on your
top selling, high margin
products/services.
Hire for culture first and skill second.
Stabilize the business - Defining tasks
and processes.
Have a performance and feedback
mindset. Schedule and conduct
regular performance discussions.
Sell every day.
Adapted version: James Fisher 2006

7. What You Get in Today’s
Session
1. Understanding what
your customer/client
needs and wants.
2. An introduction to
tools/solutions to
crush your obstacles.

8. What You’ve Tried? Has it Worked?

9. Sample Tool #3:
Cash-Flow
Management
Sample Tool #4:
Task/Action
Management
Sample Tool #1&2:
Marketing and Sales
System

14. Ineffective Marketing – I’m Here!
Need to Keep More Clients
Need to Find More Clients

15. “To Sell is Human” – Daniel Pink
• Like it or not, we’re all in the business of sales.
• World-wide study found most critical skill – “moving” (i.e. persuading, influencing,
and convincing).
• To adapt, we must remove the word “selling”. To “sell” is centered on a
relationship vs. a sales amount.
• Traditional business tells us – build a product and sell it. In sales, this is the
closing approach.
• Alternative approach – listening vs. selling – i.e. facilitating the user to his/her
problem and finding solutions.
• Start with building a solution by learning and understanding the problem.

16. Tool # 1: Optimizing Marketing
Building a StoryBrand By Donald Miller

17. The VillainThe GuideThe Hero
The Customer The Business The Obstacle
Characters In Your Story
• It’s not about sharing your story – it’s about inviting them into
your story.
• Three characters:
Building a StoryBrand By Donald Miller

18. What do they want?
The Customer
The Hero
Building a StoryBrand By Donald Miller

19. What is their
problem?
The Obstacle
The Villain
Building a StoryBrand By Donald Miller

20. Parts of their problem…
Building a StoryBrand By Donald Miller

21. Offers Guidance
The Business
The Guide
Building a StoryBrand By Donald Miller

22. Gives them
a plan…
Building a StoryBrand By Donald Miller

23. Calls them to action
Building a StoryBrand By Donald Miller

24. Shows them
what “Success”
and “failure”
mean
Building a StoryBrand By Donald Miller

25. Tool # 2: Geometric vs. Linear Growth
• # Transactions Per month:
• Average Sale P/M:
• # Repeat Transactions P/M:
200
$700
60
Mandate: Increase Sales = 30%
10%
10%
10%
20 new transactions
$70 more per sale
6 more repeats

26. Add Value
Increase $ Value
Improve Conversion
Improve Sales System
Optimizing Sales through Geometric
Growth
Increase Leads

27. Assumptions:
# Employees: 15
Unit Price ($): $500.00
# Working Days P/W: 5
# Weeks Per Month: 4
30,000 7,500 1,500 36,000 20% 9,000 1,800 20%
6,000 20% 1,500 300 7,380 23% 1,845 369 3%
2,700 45% 540 108 4,104 52% 1,026 205 7% 59%
1,890 70% 378 76 3,402 80% 851 170 10% 90%
359 19% 90 18 772 22% 193 39 3% 115%
$5,387 5% $22,734 10% 5%
$0 $40 8%
$179,550 $386,033 Average %
$2,154,600 $4,632,390 8% 138%
Stage 4: Increase Sales Transaction Value
Stage 5: Add More Value: Follow-Up; Give More
Outbound Calls
Meaningfull Conversations
Appointments Set
Appointment Shows
5-STAGES OF THE MARKETING AND SALES PROCESS CURRENT PERFORMANCE
New Client Closed
Stage 1: Increase Leads and Drive Traffic
Stage 2: Increase Sales System Effectiveness
Stage 3: Increase Sales Conversion
% INCREASE
TOTAL IMPACT
Actual %
Increase
NEW PERFORMANCE TARGET
# Per Month % # Per Week # Per Day# Per Month
Total Revenue Per Month
Annual Revenue
Cumulative %
Increase
% # Per Week # Per Day
Price Increase
Additional Revenues for Upsells
Adapted Version – Robins Research International

28. Tool # 3: Managing Cash-Flow
CO2
O2

29. Tool # 3: Managing Cash-Flow
CASH-
OUT
CASH-
IN

30. Tool # 3: Managing Cash-Flow
Cash-In (Sales) Cash-Out (Expense)
CASH MANAGEMENT

31. Monitoring Cash Over Time = Success!
Jan-19 Feb-19 Mar-19 Apr-19 May-19 Jun-19 Jul-19 Aug-19 Sep-19 TOTAL AVEREAGE M
Cash-in 99,452.99$ 69,362.59$ 167,786.65$ 43,188.21$ 246,779.45$ 52,580.17$ 86,993.18$ 115,603.27$ 144,213.36$ 1,025,959.87$ 113,995.54$ 43,1$
Cash-out 93,417.35$ 69,413.59$ 174,228.91$ 74,646.79-$ 166,308.39$ 117,729.79$ 112,904.51$ 128,640.38$ 144,376.25$ 932,372.38$ 103,596.93$ 74,6-$
Cash mgt. 6,035.64$ 51.00-$ 6,442.26-$ 117,835.00$ 80,471.06$ 65,149.62-$ 25,911.33-$ 13,037.11-$ 162.89-$ 10,398.61$ 65,1-$
Jan-19 Feb-19 Mar-19 Apr-19 May-19 Jun-19 Jul-19 Aug-19 Sep-19

32. Contribution: 17% 81%
Date # CUSTOMERS/CLIENTS # RETURNS AVE SALE
2019 89 72 $16,012.06
Mar 3 3 $42,044.19
Apr 8 5 $17,288.42
May 12 10 $12,646.83
Jun 21 18 $11,864.40
$697,878.38 $635,336.33 $783,307.41
DATE CASH-IN CASH-OUT PREVIOUS YEAR SALES
2019-07-07 $21,015.08 $73,282.99 $45,575.15
2019-07-14 $38,381.78 $60,780.23 $58,058.04
2019-07-21 $39,338.64 $21,186.93 $23,887.51
2019-07-28 $39,986.76 $62,570.23 $70,472.44
$53,682.95 $48,872.03
DATE AVE CASH-IN AVE CASH-OUT
2019-07-07 $21,015.08 $73,282.99
2019-07-14 $38,381.78 $60,780.23
2019-07-21 $39,338.64 $21,186.93
2019-07-28 $39,986.76 $62,570.23

33. Tool #4: Managing Your “Actions”/”Tasks”
Why take “action” in the first place?
Importance/Relevance Time Sensitivity

34. Tool #4: Managing Your “Actions”/”Tasks”
What kind of “action” to take?
In The Business On the Business

35. A C
D
A
B
C
D
E
TASK 1
TASK 2
TASK 3
TASK 4
TASK 4
B E
Tool #4: Managing Your “Actions”/”Tasks”

36. What can be
done!?
Workshop #2:
Crush your
obstacles/challenges Workshop #2:
Understand what my
customer wants
Workshop #1:
Know your obstacles
& your performing
Workshop #1:
Know what your
company wants

37. OCTOBER 15th, 2019
Highlights
 Your natural behaviours,
drivers and competencies.
 Leadership skills you need
for your company’s stage of
growth.
 In-Person Business Building
Session – Complete building
your action plan.

38. "I have been so impressed by Bruce and his team at Business
Builders. They not only go above and beyond for their clients,
but they look at the WHOLE aspect of business including you! I
was able to gain more clarity, move away from being in constant
fight or flight, and they helped me to look at the bigger financial
picture. I am so grateful, and I highly recommend them to any
new or growing business." DeeAnne Riendeau
"It's been almost 3/4 of a year since working with Bruce and Nathan at workplaces. The
coaching and help these two brought to my company as an owner operator are the sole reason,
I am still in business today. I can't truly express in words how much the help they gave me got
through the worst of the growing pains of starting a business and how to look at it properly with
a business mindset. They both went well above and beyond to make sure that I had all the help
I needed to succeed in my endeavor as a business owner. Anyone who has even a remote
need to work with a company and group like this should jump at the first chance they get to sit
down at a table with these two. They will change your life." Levi Lennie
"I was looking for something different. They had a classy
skeleton in a suit and said they were different right on their
homepage. After meeting with Bruce and Nathan, I knew they
were a match that could both handle our business needs and
not load me down on catchphrases. I look forwards to working
with Bruce & the rest of the team in the future." Matt Vincent
"I have been so impressed by Bruce and his team at
Business Builders. They not only go above and
beyond for their clients, but they look at the WHOLE
aspect of business including you! I was able to gain
more clarity, move away from being in constant fight
or flight, and they helped me to look at the bigger
financial picture. I am so grateful, and I highly
recommend them to any new or growing business."
DeeAnne Riendeau
"Bruce Baker is brilliant. I have had the amazing
experience of being in 2 organizations where he
provided guidance and direction to help move the
organizations to where they needed to be. Bruce cuts
through the clutter, sees what's really going on, and
develops key insights to move your organization
forward. If you are looking for any kind of business
coaching, development, mentoring, consulting, etc. -
hire Workplaces. You will not be disappointed." Rich
Horning
"Through Bruce's coaching and advice, I gained
confidence in my offerings and was able to grow my
business substantially. Bruce has an uncanny way of
being able to compartmentalize all the elements of
your business and then simplify them so that your
path forward becomes much clearer. He will help you
with the tiniest of details while still seeing the big
picture. I would totally recommend Workplaces to
anyone looking to grow their business and take it to
the next level." Elissa Fesyk