Entrepreneur Life - November 2019

Entrepreneur

November 2019

LIFE

HOW TO LEAD

A TEAM TO

GREATNESS?

TIPS FROM THE

INDUSTRY’S BEST!

MENTOR

VS

MENTEE

BUILDING THE

FUTURE TOGETHER!

The 5

pillars of

our success!

SIMON MURPHY

Thinking Big

doesn’t mean

unrealistic, it all

comes down to

knowing who

you are!

Cameron Murrell

Entrepreneur Life • November 2019 • A

B • Entrepreneur Life • November 2019

Welcome

OUR

CORE VALUES

Welcome to the latest edition of

Entrepreneur Life. In this edition we’ve

brought together the leading Direct Sales

Entrepreneurs from across Europe to share

their thoughts, ideas and visions with you.

From Core Values, to following systems,

to the importance of mentorship and never

letting go, this edition is all about Thinking

Big! There are also some great tips on

recruiting in the digital era, how to lead

your team to greatness and how excellence

can be driven through culture!

Whether you are a Franchisee, an Owner,

a Brand Ambassador or are just beginning

your adventure into Direct Sales, this edition

has plenty to help you to make the most of

this amazing opportunity.

Enjoy… and don’t forget to Think Big, Hit Your

Goals and Reward yourself for your amazing

achievements!

Simon Murphy

Entrepreneur Life • November 2019 • 1

Contents

04

06

BEYOND

EXPECTATIONS…

THE 5 PILLARS OF

OUR SUCCESS

08 10 12

HOW STICKING

TO THE PROCESS

HAS HELPED ME

NAIL MY CAREER

DRIVING

EXCELLENCE

THROUGH

CULTURE

04 Beyond expectations…

06 The 5 Pillars of our success

08

How sticking to the process

has helped me nail my career

10 Driving excellence through culture

12

A conversation between

a Mentor and a Mentee

15 Countries on our Roadmap

2 • Entrepreneur Life • November 2019

16 20

HOW TO

LEAD A

TEAM TO

GREATNESS

THE PATH OF A

BORN LEADER

22

23

A CONVERSATION

BETWEEN

A MENTOR

AND A

MENTEE

UNDERSTANDING

THE PATHWAY TO

OWNERSHIP

RECRUITMENT

OF THE FUTURE

16 The path of a born leader

19 Smartphone Dive

20 How to lead a team to greatness

22 Recruitment of the future

23

Understanding the

“Pathway to Ownership”

24 BA Awards 2020


BEYOND EXPECTATIONS…

Owners who are keeping the values at their core and winning!

18 months ago Sharon took the brave decision to open in a new city with just herself

and her Admin. Having to rebuild her business from scratch, she got back to basics and

started ‘Building the business from the field’ by getting into the field herself. She now

has 30 BAs, 8 First Gen, and 2 Crew Leaders in her business as well as an amazing new

recruiter who is hitting targets week on week.

Gez knows there are no limits and is always leading from the front, but he has brought

‘Thinking big’ to new levels by planning and promoting his 1-5 year strategy and

backing it up with real actions and investment. He recently doubled his recruitment

spend and invested over £1k on recruitment and training merchandise. He is consistently

investing in his Admin/Recruiter’s development, enforcing the importance of

‘Recruitment is at the heart of our Business’.

Cameron has spent the last 12 months setting the pace, leading from the front by

‘Building the business from the field’. With 5 First Gen PRs, 2 of whom are now coaching

Leaders, Cameron is about to advance his first Assistant Owner as well as 2 Crew

Leaders. With over 30 BAs in his business he is consistently hitting weekly PBs both in

volume and quality. Making £32k in just a 10 week period, he has proven that ‘We are

all profit responsible’ is core to the success of his business.

In Q2, Jessim’s first presentation retention was low, at only 47%. He knew it needed

to be fixed. Focusing on “Enthusiasm powered by data” he reviewed his stats

and networked with people with stronger performance statistics. By focusing on

presenting and interacting with people better, his Q3 retention is now 74%, the highest

in the Organisation.

Just 13 weeks ago Jorik was in a challenging situation with just 4 BAs in his business.

He knew the only way to change his situation was to embrace ‘Building the business

from the field’ and get into the field himself. He is now achieving daily and weekly PBs

in Energy and has already built 32 BAs, 20 Leaders, one Stage 4 and a Stage 5 with

18 BAs in her network! By focusing on ‘Recruitment is at the heart of our Business’ and

upping his standards his first to second appointment retention is at 82% and second

appointment to start retention rate is 85%.

Faisal has grown his business by 100% over the last quarter, going from 15 to 30 BAs,

promoting 19 Consultants, 2 Business Coaches and now an FED. He has achieved all

this by ‘Thinking Big’ and backing it up with real actions; he’s been in the field retraining

BAs, improving his in office coaching and promoting First Gen. He has been pushing his

team to hit big numbers, both Consultants and new BAs. Not content with reaching the

current industry standard, he is creating his own standards. A true representation of how

a mindset of ‘Think big, hit goals, rewards’ can deliver…


Winning Words

From some of our newest generation of Owners...

It’s about attracting and

retaining amazing people,

introducing them to a culture

of high standards, providing

outstanding coaching to ensure

profitability, investing in the right

behaviours and educating them

to complete the same cycle.

Gez, TGN, Edinburgh

If the opportunity you are

creating is good enough, is

attractive enough, people will

come back and stay in your

business and partner up and

be a part of your journey.

Angad, Climb Marketing, London

It’s all about allowing people

to see their own potential and

coaching them to overcome

their perceived limits, helping

people realise that YOU are

your only limit.

Glenn, Bench, Antwerp

CONGRATULATIONS TO

THE NEWEST OWNERS IN

2019 SO FAR...

Keep working hard and follow the

structure, use the support around

you and truly believe in yourself!

Faisal, The SAM Group, Paris

Success starts from

understanding that we

are a people business and

sometimes people don’t care

how much you know, until they

know how much you care.

Help them hit their goals and

you will automatically hit yours.

Joe, Swan, Leeds

Maxime Billotet - Paris

Tristan Escutary - Marseille

Glenn Janssen - Antwerp

Mickael Lucini - Paris

Angelo Marangi - Leeds

Angad Oshan - London

Alexis Piette - Lyon

Teddy Munoz - Toulouse

Arian Eskandari - Leeds


THE 5 PILLARS OF OUR SUCCESS

BY SIMON MURPHY

True culture is defined by the extent to which diversity is

valued, how challenges are managed and what behaviours

are rewarded; culture is the tangible output of your Core

Values. Organisations that don’t set deliberate values

become victim to their own accidental values which rarely

create success – you want to avoid this at all costs! If an

organisation’s culture comes into existence accidentally it

seldom aligns with the way the organisation describes itself

through publicly stated values and mission statements.

Effective leaders deliberately set the tone via Core Values

and build an intentional culture that trickles down through

the organisation, for example, an organisation that outwardly

says it values Entrepreneurship but, shows little tolerance

for risk – a key ingredient of Entrepreneurship – suffers

from a mismatch between its true and stated core values.

The way you consistently act and the factors you take into

consideration when making decisions are inherently led by

your Core Values, so you need to ensure these values are

positive and deliberate.

There are also basic values that each stakeholder you work

with should embody naturally; such as honesty, integrity

and enthusiasm, these values are a baseline and should

never be seen as your Core Values, these are simply your

minimum expectations. When I sat with my team to outline

the deliberate Core Values for our Organisation, we started

at the end and worked backwards. Defining our North Star

(BHAG), then outlining the Core Values we needed to embody

to ensure we gave ourselves the best chance of reaching,

if not surpassing it! We took into consideration the culture

that we wanted in the Organisation and also the natural

culture that had grown over the years – both the positive and

negative aspects of it. We moved forward with the positive

values that had naturally occurred within the Organisation

and worked to counteract any negative, accidental values

that had appeared.

The Core Values we deliberately chose for the Organisation

are unique to our business model and aim to make a difference,

to move the needle in terms of strategy, BHAG, growth and

development. They are to be our internal quality check and

keep us moving in the right direction when uncertainty may

appear. In emotionally charged scenarios, Core Values ensure

we don’t fall victim to rash, reactive decision making but stay

aligned, logical and focused.

We are all profit responsible

Money is freedom and money gives us choice. Fundamentally

brands work with us because we offer them a great financial

return on investment alongside risk free acquisition and positive

brand awareness. But ultimately their decision to work with

us is based on the bottom line, if we don’t make their ROI

attractive, they will simply go elsewhere. For BAs and Owners,

it is imperative we appreciate the importance of profitability

and the impact their success has on the wider organisation.

Expansion only happens because profit is made and that is

a burden everyone must shoulder together to ensure growth.

As an Owner or Coach, you want people to be able to realise

both their potential and their dreams and in most cases, money

is a catalyst for many of these dreams. A responsibility each

leader must take seriously.

Thinking Big, Hitting Goals, Rewards

Our industry relies on ambitious people. We need people to

set goals, exciting but realistic goals. We want them to hit

those goals and be proud of their achievements! All business

owners need to learn how to set goals, the right goals, smart

goals and strive consistently to attain those goals. This is

what it’s all about!

Focus on the field

The field is where this business starts, it’s where it finishes, it’s

what matters the most and it’s where the most rewards come

from. What we can do that no other organisation can do is

provide a professional, caring, hardworking, skillful salesforce

- this is our Unique Selling Point (USP).

No matter what we do, at the end of the day, all of our

revenue, as a business, comes from creating value and

creating more customers for the brands we represent.

So, whether you’re an Organisational Director, a Franchisee,

a team member or a BA, the fundamental is that what we do

for our clients or our brands in the field is central.

Enthusiasm powered by data

Enthusiasm and passion are extremely important in what we

do and it’s one of the core reasons why our brands and clients

love working with us. But at the same time, we can’t let that

enthusiasm and excitement mislead us into making the wrong

decision. So, this Core Value is about being enthusiastic and

passionate but at the same time, ensuing the data supports our

decision making. When we make decisions based on data, driven

by enthusiasm and passion, we are creating a truly winning force.


Recruitment is at the heart of our business

Every day we speak to tens of thousands of people and we

recruit thousands of customers for the brands we represent.

Our business grows because of great BAs, great admins,

great recruiters, great team members and great customers.

So, whether it be recruiting great BAs, great brands for

those BAs to work with or great customers for those brands -

recruitment needs to be at the heart of what we do.

do it, do it properly”. This value drives my every day, personally

and professionally, no matter what road I could have taken

in life, this value ensured I would always have succeeded,

no matter what I did. I always give 100%, no matter the task

at hand and it truly has been at the core of my success.

Recognising that as individuals we also have our own personal

Core Values, the things that make us who we are and define

how we approach the highs and lows of life is very important.

One of my key personal values is very simple. “If you’re going to


Repetition is

key to success

52 WEEKS =

COACH 1.54 NS PER WEEK =

GOAL HIT :)

YOU ARE PROMOTED!


How sticking to the process

has helped me nail my career

BY VALÈRE MARTIN

My name is Valère Martin and I’m 30 years old. I started my

career in this industry in August 2015 in Lille, northern France.

My ambition back then was to grow my sales skills before

going back to the world of Hydraulic Engineering and Water

Saving, but … I ended up falling in love with this industry and

here I am today!

I wasn’t afraid of commission or independence, it was more

about my ability to sell, or, lack of it! I was a very bad sales

person at first. Most of the time I would only sign one contract

at the end of the day, and I had real issues handling the “no”.

The idea of being rejected by customers was hard to take at

first! To be honest, at that time, I was too focused on trying

to convince people with arguments rather than trusting the

systems and allowing myself to move on.

I only started really listening to what people were telling me

about following the processes when I had enough of doors

closing in my face.

Using the ‘law of averages’ I finally began to see my results

improve considerably, something clicked for me in that week

– suddenly things just made sense and became so much

more attainable.

From that moment on, I decided that following the systems

was the only way forward and … I was promoted to Franchisee

just 11 months later. Today, my Organisation brings together

70 amazing people across two cities in France. They all work

across different campaigns (energy, food deliveries, charities)

and have all learned to develop their skills by following simple

processes: a logical sequence of actions made to generate a

result and it’s beneficial to many areas across this industry;

· Sales

· Recruitment

· Coaching

· Planning

The benefit of this process is that it works systematically.

It allows us to take the emotional factor out of the equation

and solely focus on what we can control. For instance, when

you recruit donors: speaking to 60 people with sympathy,

relaxed body language and a leveled tone of voice will allow

you to create the right atmosphere. This listening atmosphere

will allow you to explain the issue with passion. This solution

brings a guaranteed close. And this close is an opening,

an opening to a signature.

Repetition is key to success.

- Qualifying people based on interest (I’ll only speak

to people who show signs of listening)

- Smile, eye-contact and enthusiasm in order to create

a connection.

- Law of averages: I’ll select my territory in order to get

a result. For instance: Knock on 100 doors, speak to 70

people, close 35 with a pitch card, 10 houses to verify

it’s the right client, 3 to 5 signatures, 4 laps around the

territory, 6 hours in the field.

The law of averages process is what is called a distribution.

It’s a mathematical law of probability. If you can count the

cards right, you’ll win every time.

It’s by following this specific process that I was able to

accelerate my evolution within the industry. Rather than

developing one person a week, I learned to simultaneously

develop two within a week. If you coach eighty people in your

industry, the probability is very strong that, by applying the

systems, at least 30% (24 Brand Ambassadors) will be part of

your sales network after one year and able to sell efficiently.

The math is simple:

52 weeks = Coach 1.54 NS per week

= Goal hit :) You are promoted

The main benefit is that the systems can be replicated.

No one has to be a genius to become a good sales person,

a good recruiter or coach. They just need a dash of emotional

intelligence and a simple set of actions to identify and replicate.


Driving excellence

through culture

BY LAWRENCE LENZI

Having started in this industry as a BA back in 2003, I have

experienced, learnt, executed, and hold in very high regard

the effective implementation of business cultures and values.

Placing huge importance on driving excellence in all areas of

this industry through effective recognition and setting of Key

Performance Indicators (KPI).

What makes our industry distinctive is that everyone

genuinely cares about the progress and further development

of mentors, mentees and their peers - this very unique

dynamic drives a naturally empowering culture which few

industries benefit from. A real core culture, of my business

specifically, is the ongoing appreciation for what we have

been given and never feeling entitled through time or title

in the industry, but instead through results gained.

“Every day I am thankful and appreciative of how I

came into this industry, started my business and how

it has changed my life, and I will continue to pass this

opportunity to others who appreciate it as well.”

How we drive excellence in all areas of our business is

by knowing what factors will move the business and the

individuals within it forward. This comes down to making

sure excellence is a part of every step of our processes: from

recruitment, to coaching, to replicable habits, to representing

brands the best way possible in the field.

Getting going and creating momentum comes down to

cultures, values and striving for excellence, but what creates

sustainable success over time in any business or individual

is having and setting the right standards from the start.

In the industries that you operate, whether it’s customer

acquisition, property investment, or online training; it’s those

who set their own standards without making comparisons

with others that always achieve the greatest results. I think

what allows the next generation of BA’s to be confident is that

there are simple, replicable, systems and processes at every

single level of our Business Development Program. They have

been developed through years of experience, through trial

and error and practiced many times to achieve the desired

outcome. This is what allows businesses of our kind to scale:

a system that most can copy, attached to a checklist of

successful habits, in a winning culture and driven environment,

with a tangible reward program for the efforts you put in and

the results you attain.

What makes our

industry distinctive

is that everyone

genuinely cares

Lawrence Lenzi is an

Organisational Director with

over 15 years of experience

coaching, mentoring,

performance managing, and

developing Entrepreneurship

in Brand Ambassadors all

over the world.


Entrepreneur Life •• November 2019 •• 11 3



WITH MARS COWLEY-SMITH AND CHRIS THOMPSON

HOW DO YOU GUYS KNOW EACH OTHER?

Chris: I started as a BA in Mars’ Marketing Company.

Mars: Let me correct him there because that’s not

actually right!

Chris: Hahaha

Mars: Here come the differences: What actually happened

is that Chris applied for work in one of my Marketing

Companies in Newcastle. That was something like 10 or 12

years ago?

Chris: Yes, I’d say 10 years ago!

Mars: And he applied for the admin role up in Newcastle

where I was doing all the interviews for the role. So, I ended

up interviewing him.

Chris: But she didn’t give me the job!

Mars: Haha, Well I thought that Chris wasn’t fit to be an

administrator, but I could see him becoming an Owner.

So, I told the new Owner that was in the building: You need

to get this guy in the field, he’ll be far more suited to be an

Owner than an administrator. So that’s actually how we met.

Chris: That’s genuinely true!

Mars: Chris worked in that Marketing Company with the

new Owner for a while and then ended up leaving the

industry. But when he wanted to come back, I convinced

him to come to my Marketing Company down in London.

Chris: I remember I was going to come back to the industry,

and I thought about the fact that If I’m going to come

back, I have to do it right. Other Owners across the UK

were offering me better commission, and Mars was the

only one who said: You start again from the bottom,

if you’re going to come back, you have to do it properly!

And I wanted to do it the right way, so I had to choose

Mars’ option which also meant moving to London.

IS THAT WHEN YOUR MENTOR-MENTEE RELATIONSHIP BEGAN?

Chris: I would say she was always a mentor to me from the

moment I joined the industry in Newcastle, but, really,

I suppose it was when I came back the second time.

Mars: I think the move to London was the defining moment

because he was moving away from his parents, brothers

and sisters, from his family and friends

WOULD YOU HAVE MENTORED ANYONE ELSE?

Mars: I would have done it with anyone else for sure,

if someone proved to me, they were up for it. You’re

looking for a level of ambition in somebody. To encourage

someone to move away from their family and friends is big,

so for him to make that move, I personally needed to feel

like he could win! I wouldn’t have encouraged him to do it

if I didn’t believe he could become an Owner.


HOW DO YOU GUYS SEE YOUR MENTOR-MENTEE

RELATIONSHIP TODAY?

Chris: The relationship with Mars, whether I was a Brand

Ambassador in her Marketing Company, a new Owner, or

now, an experienced Owner, there’s always been support.

There’s also another thing with Mars, there is a level of

expectation. Because she does know my goals, she does

know what I want, she holds a level of expectation on me,

which is good. But the support as a mentor has changed

over the years: As a Brand Ambassador, I was getting daily

support which I needed, and as time has gone on, I need less

and less daily support, but it is still there behind the scenes.

Mars: Chris is right, the support has changed. Look, do I

still put my beak and my nose into his industry when I’m in

his Marketing Company and try and tell him what to do?

For sure...

Chris: Hahaha

Mars: He doesn’t really need my advice on all that now.

But the direction our relationship has gone now is that I’ll

be speaking to him about his outside deals, what we’re

doing, what course we’ll take together, has he spotted this

or following up on that. So now for me it’s more teaching

him how to…

Chris: … how to run a campaign or build an organisation.

Mars: Yes, something he should be doing with the

campaign or the organisation. So, it’s not about day to day

stuff even though I like putting my nose in when I’m in his

Marketing Company and pointing stuff out. It has evolved.

CHRIS, NOW YOU MENTOR PEOPLE AS WELL, HAS MARS

INFLUENCED THE WAY YOU DO THINGS?

Chris: I’ve 100% been influenced by Mars. I wouldn’t say

I’m like Mars though, I think that one of her skills is that

as a Mentor she adapts to different people. She adapts

her training and her mentoring. So how she mentors me

is completely different to how she would mentor Sid or

Sharon. I haven’t copied her characteristics because

I have my own. I’ve copied her methods, mainly on

coaching, teaching, training and mentoring people but

with my own characteristics. One of the things I’ve learned

from Mars is how to mentor different people in different

ways. So how I mentor Arian is completely different than

how I mentor an Andy for example. So, I try to copy and

watch and learn from Mars.

WAS THERE AN INITIAL SPARK MOMENT WHEN YOU THOUGHT

THIS WAS THE RIGHT MENTOR-MENTEE RELATIONSHIP?

Mars: Hahaha

Chris: Firstly, I trust Mars. I trust her advice –

the majority of the time-…

Chris: I trust her integrity behind her decisions. There’s one

defining moment for me ok., it was at a meeting in Dubai

and you never really hear your leader, your mentor talking

about difficult times. And she ran a meeting on the stuff

that went wrong and how she fixed it. That was just more

respect because I was like “Wow, you were coaching me,

I was in your Marketing Company when all that was going

on, and I knew nothing of it. So, there was that higher level

of respect, but I’ve always trusted Mars, her integrity and

her level of decision making.

Mars: I don’t think there ever was one moment, it was

gradual. We get on quite well anyway. We’ve become

friends outside our working lives, we’ve been to each

other’s weddings and we genuinely get on outside of work.

The working relationship hasn’t been too difficult between

us. Obviously, we’ve had bumps in the road where we’ve

pissed each other off a lot, but we’ve always got on well.

Chris: On that though, Mars has never allowed our personal

or professional relationships to cross over. She’s told me

stuff I don’t want to hear but then she’s taken me out for

a pint. She doesn’t allow private issues to get into work or

work to get into our personal lives either.

WHAT’S THE BEST MOMENT YOU’VE HAD TOGETHER?

Chris: For me it’s probably seeing Mars being promoted to

Executive Director was a big moment. I guess watching how

hard she can work for things. Her promotion genuinely felt

like our win. The other thing was seeing her stop running an

Marketing Company, that was a big thing for me as well.

And her wedding, that was amazing and obviously her

getting a dog, it’s like her child…

Mars: Hahaha, here’s a picture for your article:




WITH MARS COWLEY-SMITH AND CHRIS THOMPSON

Chris: Seeing her lifestyle still motivates me even after ten

years. Her choices still motivate me. But I still remember her

in the field with me 8 years ago when it was snowing and

raining,...and it’s great to see that progression.

Mars: I don’t really know. I feel like I get moments of pride

at different things, like when I see him speaking at a

meeting and stuff! It’s not like one moment when he was

promoted, there wasn’t that one moment. I just have pride

when he’s up on stage, speaking, getting recognition for

being the most profitable Owner. Seeing Chris through the

industry and through work being able to go skiing, it might

sound dumb, but those are moments that make me proud.

HOW IMPORTANT IS IT TO A MENTOR,

CAN YOU SUCCEED WITHOUT?

Mars: Yeah, I think you could do without a mentor. I do think

it’s easier when you have somebody though! Simon has

been my mentor over the years but I probably now mentor

myself through eavesdropping on conversations! I mentor

myself through reading a lot of books, various courses

whether it’s online or classroom based. I don’t have one

specific person I go to. Just like Chris doesn’t specifically

go to me, even if he comes to me the most, but he also

goes to Lawrence, Simon, Tony, Steve and others. I think a

mentor is very important, I think people can do it alone but

why would you want to? If someone can take a few of the

bumps out of the road for you then that’s good.

Chris: I think you can do without although I genuinely think

it would be so much harder. But I look at it this way: I’m a

big sports fan, and nearly every sports person at every

stage has a mentor, has a coach, whether it’s to push them

or to hold them accountable. So yeah, I think people can

achieve things without them, but, like Mars said, it just

makes things easier. Mars is my main mentor, but she’s also

encouraged me to find others for specific areas. It’s not like

one mentor fits all.



Cameron

Murrell

The path

of a born

leader


Q & A

Who are you and where are you from?

My name is Cameron, I’m 26 years old and I’ve been an

Owner for four years now. I’ve spent most of my life in

Leicester, although I moved across the UK quite a bit

with my Mum when I was younger. For instance, through

Birmingham right down to Plymouth.

How and when did you first discover this business?

This is quite an unusual story: I come from a pretty rough

area and I had this friend who wanted to get me off the

street, who wanted me to change my life and decided to

apply for me. That’s how I got into sales in the first place.

What were your original thoughts?

My first reaction was that I was a bit overwhelmed, in a good

way of course! Coming from a pretty negative environment,

I was really blown away by the enthusiasm, the positivity of

everyone around me. I was fortunate enough to attend a

meeting explaining how this worked and what was possible,

and I really saw an opportunity for me to make a change.

What’s the most important thing you’ve learned from

this industry?

Deep down I think I always knew I was a leader, but this

industry has allowed me to run with it. It has taught me to

have the courage to follow my heart, to follow my intuition.

I’d say I’ve unlocked skills through this industry which have

allowed me to excel in what I do. Courage comes from

confidence, and the confidence I have comes from what

I’ve learned since I found this opportunity.

The other major thing I’ve learned from this industry has to

be grit. This industry resembles life very much: It’s not always

going to be easy, but you have to keep on going. I’m 26 years

old and I’ve been an Owner for four years. I’ve received the

‘Best New Owner’ award and I was also the worst owner at

some points when I had to rebuild a significant part of my

business. Deep down I knew it was going to work again,

Listen, learn and

apply, this will get

you to succeed in

this industry.

no matter how long it took and how hard I had to work for it,

I knew it would come, and now it finally has. So, I think,

keeping on going, never letting go and holding on is also

something I’ve learned within this fantastic industry.

How much have you changed since you first started

in this industry?

When I first started in this industry seven years ago, I knew

nothing about business or sales. Today I am so much more

than just a good salesperson: I’m a businessman, I’m a

recruiter, I’m a team leader, I’m a motivational speaker, I’m a

problem solver, I’ve become good with numbers. This industry

has allowed me to become a semi-expert in maybe 10 or 20

different areas and this is still just the beginning.

And this change is continuous because I’m always learning,

I learn from new BAs, from my recruiter and from other Owners.

Everyone has something to teach and I love learning, I’m

always hungry for information. I never had the qualifications

to go to University, but I want to pay for myself to go

someday. I always want to know more because I know

I can improve and always be better.


What’s the most important thing you want to share with

newcomers to this industry?

Well I guess it’s going to be two things. First is some down

to earth advice: Listen, learn and apply, this will get you to

succeed in this industry.

Second piece of advice is a bit simplistic but very important

as well: Always remember that your first dream is realistic,

it’s achievable. Mine was buying a specific car, which I was

able to achieve by the time I was 22. Everything can be as

real as you want it to be as long as you put in the effort.

How important is the mentality of Thinking Big to you?

It’s almost everything: that’s where I get the fuel for the

energy, the passion, the grit, the drive, the motivation,

the dedication I have to do what I’m doing. Thinking Big is

what allows me to put in so much work to get to where I want

to go, and I put so much effort in because my goal is so big.

I don’t think people would put in as much effort if their goal

was average. It’s also important to note that Thinking Big

doesn’t mean unrealistic, it all comes down to knowing

who you are.

What has this industry allowed you to achieve?

I think the best thing this industry has allowed me to achieve

is freedom. Freedom in the way of deciding for myself.

People feel trapped in nine to five jobs where they’re told

what to do, have to stick to a specific schedule and their

tasks are already planned out before them. Therefore, as

an Entrepreneur, I am free to decide for myself how I want to

grow, expand, build and impact the world. This industry has

given me a very strong base from which to build on, the tools

to build with and the network to ask for advice. If tomorrow

I want to invest in something new, try another idea or even

start a YouTube Channel if I ever felt like it, I could do that.

That’s the freedom this industry has given me.

Where do you see this industry going in the next

5 to 10 years?

It’s no surprise to anyone anymore but technology is

becoming the strongest pillar of our everyday lives. While we,

as an industry, have been able to adapt the products and

services we sell to better fit our new reality, I also think our

industry is more relevant than ever. We provide and thrive

on human contact, in a society that is slowly losing it

completely. So, what better way to present a product than

by actually talking to people, face-to-face, and for some,

bringing that small ounce of interaction they haven’t had

in a while. What used to be so common is becoming so rare

and whether we like it or not, we must see the immense value

that face-to-face can bring to society.

Always remember

that your first

dream is realistic,

it’s achievable.


SMARTPHONE DIVE – CAMERON

What smartphone do you use and how long have you had it?

iPhone 11, 1 week.

If you could rate smartphone usage out of 10, where would you be?

10/10

List your top 3 apps and tell us why you use them

Whatsapp: This is how we communicate in our industry.

So, I’m constantly talking to my team and network

through Whatsapp, it’s essential to what we do.

Ted talks: I love learning and becoming better! That’s

why I love watching Ted talks, it’s always interesting

people with smart things to say and who can actually

inspire you. I’d love to do my own Ted Talks one day!

Instagram: Inspiration, motivation, see what’s going on,

stay in the loop!

List three people you follow on social media and tell us why

Garyvee: He talks sense, I like his concept, love his

delivery, I love his brand, I love how he delivers content

and information.

Floydmayweather: Love to see what’s possible! What

he’s up to in his lifestyle, I don’t agree with everything

he posts, but I’m always curious about what he’s up to.

#Secret2success: I love the inspiration and it develops

my mind through the posts and information, learn stuff,

don’t worry about opinions. It helps me become more

self-aware, it drives me to keep doing the right actions!

List the top three songs you listen to at the moment and tell us why

1. Successful - Drake ft Trey Songz and Lil Wayne

Just helps me maintain my tunnel vision.

2. Burna Boy - Ye

Great for lifting my spirit and giving me enthusiasm

haha

3. I believe - Honey soundtrack

Favorite field song and it’s the song I play to help

me stay focused and re-energize myself. Also helps

me to maintain my attitude.

Who are the three people you’re on the phone with the most

and why?

Phoebe - Because she’s my future wife and we support each

other both personally and business wise.

TLA CORE - Supporting my core, guiding them through and

talking to them. Helping them with their decision making and

advising them on what I would do if I was them but letting them

make their own choices.

Tony - I have 21 questions a day and need reassuring I’m making

the right decision at times. And I need to understand his thought

process so I can also achieve at the same level as him.

Send us a screenshot of your wallpaper and explain your choice

Because it reminds me of why I’m doing this. We now have a family.


HOW TO LEAD

A TEAM TO GREATNESS

BY STEPHEN SHORTT

Stephen Shortt is an Irish Entrepreneur based in Lyon, France.

He started ten years ago as a Brand Ambassador and now

leads over 120 Brand Ambassadors across 3 French cities and

has promoted 4 First Gen Franchisees.

Answering the question of how to lead a team to greatness

first requires discussing what a great leader is. Some people

feel that they weren’t born to be a great leader and I also

believe I wasn’t born one. Everyone is born with different

personalities, and so was I. But I became a leader over time

by working towards it, mostly by putting myself in situations

to become a good leader. These are skills that have to be

developed and I believe that everybody can develop them,

it’s just a matter of focus and effort.

In my eyes, a great leader is, before anything else, an

example to follow. But where it gets hard is that it has to

be a constant example, you can’t be a leader just four

days a week. I like to compare it to becoming a parent,

you can’t unbecome a parent, you can’t take a day off

from being a parent. So, one of the hardest questions for a

leader is knowing if they can self-regulate and self-manage

themselves to be that constant example. And it doesn’t stop

there, it’s also about upskilling yourself, always working hard

to become an even better example.

Where many leaders go wrong is that they underestimate

the value, the importance of their example. The worst thing

a leader can do is not practicing what they’re preaching.

At the end of the day, one might have all the knowledge

it takes to lead a team but if you don’t live and breathe it

yourself, it simply won’t work.

The other very important element to becoming a good leader

is having a clear purpose. As Michael Jordan once said: “I’m

not out there sweating for three hours every day just to find

out what it feels like to sweat.” And I’m not working hard

every day just to know what it feels like to work hard, I have a

purpose, I’m going somewhere, I have a vision and a goal.

Leading people is also about knowing where you’re bringing

them, otherwise, they probably won’t follow you.

The answer to ‘how to lead your team to greatness?’ is

therefore quite straightforward: it’s by leading yourself there

first. The advice would be the same as the question: ‘how do

you lead yourself to success’. Because the reality is that you

lead a team to greatness by being awesome, by you being

the example everybody else wants to follow. Here are a few

tips to help you achieve that:

- Be either 100% in or 100% out: you can’t swim in the deep

end while holding on to the edge of the pool.. You have

to be fully submerged; you have to be fully committed.

- Create a winning habit: You must have winning habits

for yourself that others can replicate and follow.

- You must have confidence and self-belief: No one else

will do it for you.

- Don’t be afraid to fail.

- Do what you need to do rather than what you feel

like doing.

- Push yourself and be obsessed.

- Set standards for your team and maintain the quality,

every single day.

- Make sure you develop your team and inspire them

through your own actions.

- Give credit and recognition where it’s due.

- Make sure you care for your team!


Leadership, to me, is the ability to influence

people. Influence people’s actions, their

behaviors, their thoughts in order to bring

them to a result.

Arnaud Le Floch

If your actions inspire others

to dream more, learn more,

do more and become more,

you are a leader.

Milena Skowronek

Being an example for others and

showing them what is truly possible is

what leadership really means to me!

Hamse Abdullahi

For me leadership is about doing the opposite to what you feel, it’s about

realising that the tough decisions are usually the right ones. Sometimes it’s about

having the conversation that nobody wants to have but also not ignoring when

somebody deserves praise for their efforts. It’s about staying focused for longer

than everyone else and having a clear vision of where you are leading people.

Sharon McCaffrey


Recruitment of the Future

How a high achieving recruiter nails Digital Recruiting

BY ZARA LENZI

“Over the years my role as

a recruiter has developed

into an extremely varied

role, digital marketing is

something no one can deny

in 2019, people now manage

their interactions almost

exclusively via smartphones,

social media channels, and

email. The great thing about

being online is that there

are so many different ways

you can engage with your

targeted audience. I believe

recruiters should always

feel challenged with finding

creative and productive

ways to get results.”

ZARA’S TOP DIGITAL

RECRUITING TIPS:

Personalise everything

What you say and what you offer to

potential applicants must be tailored

to their specific demographic. For

example, if they’re a young female

businesswoman, you must know what

a young female businesswoman

wants and seeks and communicate

accordingly.

Have consistent messaging

This is essential to creating confidence

and sharing your company values in the

most authentic way. The best way to

do this is by synchronizing your advert

terminology with your website.

Use animated video responses

on Facebook

This will allow you to increase retention.

Some applicants will engage with

beautiful images, some prefer videos

and others are just waiting to take

a deep dive into written information.

Think about what your unique selling

point is and who your audience are

and create online content accordingly.

Share social media

Always encourage applicants to

look at your social media feeds for

success stories, BA.Life videos and

other examples of what a day in your

company looks like. Scrolling through

social media feeds is an integral part

of our target audience’s daily routine

and presents a significant opportunity

for recruiters to capture the attention of

potential BAs.

Use dynamic advertising

Whether on Google, Youtube or Social

Media platforms, posting video ads will

allow you to attract quality applicants

via compelling, quality content that

can really showcase your company’s

culture and personality.

Bring your website up to speed

Having a modern, functioning website

is key to attracting the best possible

candidates. Many functionalities can

be easily added to bring it up to speed.

For instance, you can add a chat

function for quick responses or use

embedded application forms to speed

up the recruitment process.

Step into the digital age

With the technology available to us

(and new regulations surrounding

responsible data management) it is

time to stop using bits of paper.

Increase your communication, your

attendance and the feedback you

can get by digitalising your processes.


UNDERSTANDING THE

PATHWAY TO OWNERSHIP

BY NICOLA MURPHY

The Pathway to Ownership is a 3 day

upskilling, networking and educational

event which is held once a quarter in various

European countries. It is a tailor-made,

bespoke conference for the Entrepreneur who

is ready to move up a level, from managing a

small team of Brand Ambassadors to running

a Sales Company. Each event is limited to

a small group so the attendees are given

personalised attention and are introduced

to a host of experts from different fields of

industry – sales, finance, HR, compliance,

tax, recruitment and personal development.

The exclusive meeting dynamic enables

a fun, interactive, performance led way of

learning, with plenty of opportunity for the

Entrepreneurs to develop their business

acumen along with getting to know

and build relationships with fellow

Entrepreneurs and industry experts

alike. Here’s a taster of what happens

over the three days.

DAY ONE focuses on Financial Intelligence,

and brings together experts from accountants,

tax advisers through to bookkeepers and

financial consultants. The delegates

learn about forecasting and budgeting,

how the tax system works and how to

be tax efficient in running a business.

Understanding what is considered

a business expense, how nett profit

is calculated and ultimately how

to become financially competent

enough to be profitable is the aim of

the day, and using team exercises

and games keeps the energy high

and the learning experience fun.

DAY TWO is all about Sales – driving sales, ensuring

excellence in quality, coaching great Brand Ambassadors

and balancing the business of running a company along

with the necessary skills of time management, organisation

and personal development. The speakers are all industry

performers who are well known for their experience and

success. They pass on their knowledge and advice on how

to build a high-performing sales office, as well as learning

how to help new Brand Ambassadors advance their

own skills to a level that they, in turn, can build their own

businesses. Previous Alumni share their journeys from Stage

5 to running successful Sales Companies, giving tips and

recommendations of what worked for them.

DAY THREE focuses on the business skills of company

ownership – legalities, HR, compliance, recruitment and

administration. The day is packed with advice, action plans,

role plays, interactive challenges designed to provoke debate

and overall is designed to get them familiar with the critical

skills needed to make any business grow and thrive.

Both evenings are hosted dinners with some of

the experts spending quality time with the

Entrepreneurs. Every day has quizzes and

tests to challenge their learning abilities

and understanding, and overall to give

confidence of knowing that they have

had to earn their place on the event, going

back to their home city ready to complete

their journey into Company Ownership. The

relationships built are strong, built

on performance and the drive

to succeed and each event is

a testament to the quality of

the network.




Entrepreneur Life - November 2019

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