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THE #1 TRADESMAN LIFESTYLE MAGAZINE

Member Profile Secrets Exposed

Intellectual Property Improve Your Effectiveness Forever

Find Out What Oprah, Obama & Andrew Smith

Issue #21 July 2011 Proudly Australian

Bill Buster Tips To save you a small fortune

Don't Let Your profits Get lost in the fog

TIC Member Support Line

Help When You Need It To#our#Members, You#are#never#far#from#help. Unlimited#Phone#Support#

Call#us#whenever#you#need#us#on#1800#704#822 Your%direct%access%to%pick%our%brains,%ask%ques3ons%or%simply%to%bounce% some%ideas%oďŹ€%us,%whatever%the%reason.%

Unlimited Email & Fax Support Email us today on info@tradesmaninnercircle.com.au If email is preferably your thing, then at the dead of night when the questions pop into your head, email us with your thoughts and questions. It is our commitment to help you develop your business into whatever you want it to be.

This%Month Welcome'July! The$marker$for$an$exciting$ new$financial$year,$and$with$it,$plenty$ of$opportunity.$There’s$no$better$time$ than$now$to$set$yourself$up$for$a$ successful$12months$ahead.$We$ believe$it’s$so$important$that$we’ve$ ‘Revealed$Our$Secrets$for$a$Successful$ 2011/12’.$After$reading$this$article,$ you$can$do$the$same.$(Over$page) $ Well$I’m$happy$to$report$that$ the$‘Member$Profile’$has$been$quite$a$ hit!$ It$seems$you$too$are$keen$to$hear$ about$your$fellow$members.$A$huge$ thanks$for$your$‘thumbsNup’$feedback$ and$most$importantly$your$ congratulations$for$Brad,$our$first$ featured$member$last$month,$and$his$ achievements$–$it$is$a$positive$arena$ such$as$this$that$provides$a$ comfortable$platform$to$proudly$shun$ the$‘tall$poppy$syndrome’$and$instead$ embrace$encouragement$for$each$ other$to$excel.$This$camaraderie$of$TIC$ members$to$unite$in$celebration$of$ success$and$accomplishment$clearly$ inspires$us$all. $ Gracing$our$covers$this$month$ is$Platinum$member$power$couple$ Darryl$and$Tanya$Simon$from$TDS$ Plumbing$in$Melbourne$(well,$Darryl$ without$the$Tanya$here,$but$more$pics $ within$of$the$happy$family).$With$ 250%$increase$in$business$within$the$ past$2years$and$now$time$to$hit$the$ gym$together,$I’m$confident$we$could$ all$learn$a$thing$or$two$from$these$ guys$–$even$just$starting$with$their$top$ 3$tips$for$business$success!$(feature$ article$within)

their$secrets$to$help$improve$your$ business$in$every$possible$way,$and$to$ get$the$ball$rolling,$Michelle$Gorton,$a$ Principal$of$Chrysiliou$IP$and$specialist$ in$Intellectual$Property$law$since$ 1999,$has$shared$with$us$an$article:$ ‘What$is$Intellectual$Property$and$ Why$is$it$so$Important$to$ protect?’$(article$within).$Michelle$will $ be$joining$us$for$the$Boot$Camp$to$ share$her$knowledge$about$what$you$ can$do$to$protect$yourself$for$the$ future.$Not$to$be$missed! $ So,$who$else$will$you$meet$at$ the$Boot$Camp?$Another$hot$ favourite$is$revealed$within$this$ magazine$–$I$promise$you,$this$Boot$ Camp$is$going$to$‘Blow$Your$Mind!’ $ So$what$else$is$going$on$in$our$ world?$On$a$personal$note,$Hannah$ turned$5$(yes,$really!)$on$24th$June,$ and$of$course$I$can’t$go$past$the$ opportunity$to$mention$the$Almighty$ Eagles$and$how$well$they$are$ performing.$Almost$top$of$the$ladder$ and$looking$great$boys!

Lay$it$on$the$plate.................2 Member$Proﬁle$TDS$.............4 Bill$Busters............................7 Lost$in$the$fog.......................8 Spill$the$beans......................10 Improve$eﬀeciveness.........12 Protect$your$IP.....................13 Shaun’s$Man$Cave...............16

$ So.$what’s$in$store$in$this$ month’s$issue?$$Let’s$check$it$ out$together…

re d An

$ Maybe$you’ll$get$the$chance$ to$have$a$beer$or$wine$with$them$at$ the$TIC$Boot$Camp$–$Friday$21$and$ Saturday$22$October,$Sydney.$Have$ you$booked? $ Ange$has$been$busy$securing$ a$line$up$of$amazing$speakers$to$share$

TradeTalk 1

Lay it on the plate.........

Revealed: Our Secrets for a Successful 2011/12 What are we doing in our business this month to set us up for a successful 2011/12 that you can do too? JULY$is$the$month$of$new$opportunity.$It$is$the$ beginning$of$a$new$financial$year$and$hence$the$ perfect$ime$to$decide$to$‘make$a$difference’$within$ your$business$moving$forward.$And$how$do$make$a$ difference?$Well,$you$first$need$to$decide$exactly$ what$it$is$you$want$to$do.$In$vain$of$being$called$a$ broken$record,$as$we$menioned$last$month$–$1.$set$ the$goal,$2.$write$the$plan$and$3.$take$acion. Andy$&$I$started$last$month$by$blocking$out$4hours$ together$to$discuss$our$‘Life%Plan’.$We$wanted$to$ make$sure$we$were$sill$on$the$same$page$with$the$ direcion$we$were$headed$and$that$there$wasn’t$ anything$new$and/or$changes$to$the$‘big$picture’$to$ consider.$With$this$confirmed,$our$ime$was$spent$ on$reviewing$the$short$term$plan$–$how$the$daily/ weekly$items$like$our$personal$training,$weekend$ family$ouings,$who’s$cooking$dinners$etc$would$fit$

2 TradeTalk

around$our$2$busy$growing$munchkins.$The$reality$ is,$every$month$brings$new$changes$to$our$daily$ lives$that$aﬀect$the$plan,$so$this$was$our$chance$to$ ‘get$back$on$the$horse’,$so$to$speak.$I$have$even$ gone$so$far$as$to$block$out$ime$in$our$calendar$for$ a$dinner$ouing$together$every$2months$going$ forward$to$ensure$it$happens,$and$if$it$ends$up$ being$more,$then$great! TO%DO:$I"suggest"you"do"the"same."

Trust"me,"you’ll"feel"great" knowing"that"your"plans"are" being"realized,"together." Your"life"now"has"purpose."Nothing"be>er"to"keep" that"smile"across"your"face! This$of$course,$sparked$a$Dr.DRiP$and$TIC$business% planning%day$focused$only$on$the$next$12months.$ What$is$it$we$want$to$achieve$this$year$to$get$us$one$ step$closer$to$our$mission$statement/vision? The$‘One$Page$Business$Plan’$template$was$a$great$ staring$point$for$us$to$review$our$posiion$and$very$ clearly$see$our$goals$for$the$year$ahead. TO%DO:$This"was"sent"to"you,"our"members,"so"that" you"too"can"use"this"template"to"beneﬁt"you"and" your"business.$If$you$send$me$a$copy$of$your$‘One$ Page$Business$Plan’$to$ info@tradesmaninnercircle.com.au$I$promise$to$ give$you$feedback. Compleing$this$will$give$you$a$sense$of$calm$as$it$ will$provide$you$with$focus$and$direcion$for$the$ business,$and$in$turn$a$sense$of$achievement$as$ you$ick$the$boxes$on$the$acions$required$to$make$ the$plan$a$reality.

And$last$but$not$least,$we$spent$a$considerable$ amount$of$ime$reviewing$our$Marke@ng%Plan$for$ the$next$12months$for$both$Dr.DRiP$and$TIC.$We$ brainstormed$every$possible$idea$and$incorporated$ this$into$acion$steps$for$the$year$ahead. NOW$we$know$100%$what$we$are$trying$to$achieve$ this$ﬁnancial$year.$We$have$a$very$clear$focus$and$ have$cemented$the$direcion$of$the$business$for$all$ team$members$involved.$

May$this$month$mark$the$beginning$of$many$new$ joys$and$accomplishments$for$the$coming$year,$and$ a$coninuaion$of$all$the$good$things$that$you$have$ already$achieved.

We$followed$the$‘Markeing$Expenditure$Plan’$as$ detailed$in$the$Cash$Flow$Module5,$and$used$the$ templates$to$build$the$Markeing$Plan$as$provided$ on$the$disk$from$the$same$Module.$ TO%DO:$Refer"to"Cash"Flow"Module"5"for"the"steps" involved"to"build"the"MarkeHng"Plan"using"the" templates"provided"on"the"disk.

There'is'no'be8er'9me'than' now,'this'month,'to'review'your' plans'for'the'new'ﬁnancial'year.' Set'yourself'up'for'success!

Animal%Dreams! Just'for'laughs…

TradeTalk 3

Tradesman Inner Circle Member Profile It’s time to get to know your fellow TIC members

Darryl & Tanya Simon TDS Plumbing, Platinum Members TIC%Q:%Tell%us%a%liDle%about%your%situa@on,%business,% family%etc. A:$We$established$TDS$Plumbing$Services$in$$January$ 2002,$the$same$month$our$first$child$Jasmine$was$ born...what$a$roller$coaster$year$that$was!$ I$started$a$plumbing$appreniceship$aner$compleing$a$ bricklaying$appreniceship$and$came$to$my$senses$that$it$ wasn't$the$profession$for$me.$Tanya$&$I$are$childhood$ sweethearts$and$we$always$knew$we$were$going$to$have$ our$own$business,$so$as$soon$as$I$became$qualified$we$ started$TDS$Plumbing.$Aner$only$being$married$for$a$ couple$of$years$our$lives$consisted$of$a$startNup$business$ and$the$start$of$our$growing$family$to$include$3$children$ (Jasmine,$Harley$&$Aidan).$We$had$our$hands$full! I$worked$my$tail$off,$7$days$a$week$and$Tanya$did$all$our$ invoicing$and$bookkeeping.$I$always$had$an$apprenice$ working$with$me,$but$was$the$usual$man$and$truck$and$a$ dog$plumber.$Our$business$had$always$treated$us$well$ and$provided$a$nice$lifestyle$for$us,$but$it$got$to$a$point$ that$we$knew$something$had$to$give.$We$wanted$more$ from$our$business.$Aner$all,$everyone$says$that$when$ you$have$your$own$business$you$should$reap$the$ benefits.$For$us,$the$benefits$got$lost$in$the$haze$of$a$ phone$ringing$24$hours$a$day,$me$running$off$to$do$ emergency$work$and$ruining$our$weekends$and$plans. Then,$by$sheer$miracle$at$a$ime$when$we$were$at$a$ point$of$breaking,$a$leper$from$TIC$came$in$the$mail.$We$ met$with$Andy$and$Shaun$and$signed$up$right$away.$We$ knew$we$had$to$start$invesing$in$our$business$and$ working$on$it$rather$than$in$it.$That$was$2$years$ago$and$ we$hit$the$road$running! Our$business$has$grown$by$250%$in$the$last$2$years$and$ we$coninue$to$have$growth.$We$finally$have$an$office$ and$have$hired$a$full$ime$office$assistant$to$manage$the$ day$to$day$running$of$the$trucks$etc.

4 TradeTalk

TIC%Q:Whats%the%biggest%challenge%you've%faced%in%the% last%12%months?

When'you'are'trying'hard'to' dis9nguish'your'business'from'the' pack'by'offering'amazing'service'etc' finding'the'right'staff'to'represent'you' has'been'the'hardest. A:$The$biggest$challenge$we’ve$have$faced$in$the$last$12$ months$has$definitely been$hiring$the$right$staff.$$ Our$'bob'$as$we$call$him,$needs$to$ick$many$boxes$and$ lets$face$it,$in$a$trade$plagued$by$billyNbumNcracks$its$like$ trying$to$find$a$needle$in$a$haystack.$We$now$have$a$ team$of$amazing$professional$plumbers$who$represent$ our$company$in$the$light$we$want$to$be$seen$in.$ Working$from$home$as$a$husband$and$wife$team$has$ also$presented$plenty$of$challenges.$$Having$no$work/ home$division$was$very$difficult.$$ TIC%Q:%How%have%you%tackled%that%challenge? A:$Hiring$staff$has$been$a$huge$learning$lesson$for$us.$$ We$now$have$a$system$in$place$that$allows$for$us$to$ easily$idenify$good$staff$and$weed$out$the$shockers$very$ quickly!$We$have$also$certainly$made$an$effort$to$have$ more$of$a$home$life$by$moving$work$to$an$office$and$ hiring$someone$to$answer$the$phone.$$We$now$go$to$the$ gym$together$twice$a$week$aner$dropping$the$kids$at$ school.$Answers$to$some$calls$aner$hours$can$now$be$ dealt$with$the$next$day$as$we$don't$have$the$resources$ at$home$to$deal$with$it.

TIC%Q:%Where%do%you%see%your%business%in%5%years? A:$$We$are$in$a$really$amazing$place$with$our$business$ right$now.$$Since$staring$with$TIC$nearly$2$years$ago,$we$ are$in$the$third$phase$of$our$business.$The$first$phase$ was$to$reNbuild$from$the$ground$up.$The$second$phase$ has$been$to$move$to$an$office$and$hire$office$staff.$$We$ are$now$slowly$changing$our$business$name.$$Our$new$ name$will$idenify$more$with$our$vision$and$mission$ statement.$In$the$next$5$years$we$want$to$have$greater$ strategic$sustained$growth$and$be$working$Melbourne$ wide. TIC%Q:%What%are%the%top%3%things%you%have%learnt%about% business%that%you would%recommend%to%others%and%WHY? Tip$1:$Invest$in$yourself$and$never$stop$learning!$The$best$ investment$a$business$person$can$make$is$in$themselves$ rather$than$in$the$business.$The$investment$you$make$in$ yourself$will$give$you$a$far$greater$return$than$any$piece$ of$new$machinery. TIP$2:$Systemise$your$business$and$get$it$all$out$of$your$ head!$It's$the$systems$that$run$the$business$N$not$you! TIP$3:$Train$your$staff$to$treat$your$customers$like$gold!$ Without$customers,$we$don't$have$a$business.

TIC%Q:%How%have%you%and%your%business%changed%since% joining%TIC? A:$We$are$now$so$focused$on$building$the$best$business$ we$can$and$coninue$to$challenge$ourselves.$We$sill$ work$hard$but$now$also$enjoy$being$able$to$step$back$a$ liple$when$we$can,$because$we$can! TIC%Q:%Tell%us%something%quirky%about%yourself%that%your% buddies%don’t%know? Darryl:$I’m$a$neat$freak$at$heart!$Hard$with$a$family$of$5$ and$a$dog. Tanya:$this$is$so$stupid,$but$i$pack$my$dishwasher$so$that$ all$the$forks$are$together,$knives,$spoons$etc$so$when$you$ unpack$the$dishwasher$its$easy….OCD$I$know! TIC%Q:%Who%would%you%most%like%to%have%lunch%with%and% why? Tanya:$There$would$be$a$few$actually.$One$would$be$ Nelson$Mandela$because$he$has$such$strength$of$ character$and$awesome$leadership$qualiies.$To$be$able$ to$find$forgiveness$in$your$heart$and$go$on$to$lead$a$ naion$is$amazing.$ I$also$admire$Oprah$Winfrey$for$her$vision$and$‘pay$it$ forward’$artude..a$lot$to$be$learnt$from$her.$Another$ would$be$Warren$Buffet$as$I$admire$his$people$skills.$He$ has$so$effecively$learnt$‘how$to$win$friends$and$ influence$people’$and$understands$that$this$is$the$most$ bankable$skill$in$life.$ I$would$also$say$Richard$Branson$but$I$am$actually$having$ breakfast$with$him$in$July! Darryl:$Andre$Aggassi$as$I$used$to$play$compeiive$

tennis$and$looked$up$to$him.$I$also$read$his$book$ and$saw$a$diﬀerent$side$to$him.$

TIC%Q:%Favourite%tool%and%why? Tanya:$easy!$mine$is$Darryl$ Darryl:$My$iPhone$and$iPad$are$prepy$handy.$Our$diary$is$ online$now$and$we$can$all$coNordinate$and$update$details $ on$each$iPhone$in$our$ﬂeet.

TradeTalk 5

TRADE SECRETS IN YOUR POCKET

d fo r a o l n w o D ! FREE now

INTRODUCING$THE$TRADESMAN$INNER$ CIRCLE$IPHONE$&$ANDROID$APP Now$you$can$access$our$free$content$all$in$the$one$ convenient$locaion.$Allow$us$to$help$you$make$the$right$ moves$to$ensure$your$business$and$life$success If$you’re$on$your$iPhone$you$will$ﬁnd$it$in$the$app$store$by$searching$ Tradesman$Inner$Circle.$For$Android,$search$for$us$on$your$handset$in$the$ Android$Market.

BILL BUSTER TIPS To Save YOU a small

fortune

recent$episode$on$‘todaytonight’$was$so$ impressive$with$the$pracical$handsNon$ips$ shared$to$help$us$all$keep$more$money$in$ our$back$pocket,$that$I$had$to$share$it$with$ you$incase$you$missed$it.$ The$most$crippling$monthly$bills$aﬀecing$us$all$include$ private$health$cover,$power,$groceries$and$the$mortgage.$ Let’s$have$a$look$at$them$one$at$a$ime:

Private%health%insurance$has$risen$6%$a$year$for$the$ past$6$years,$well$above$the$inflaion$rate.$ Hot$Tips: Shop%around%using%sites%such%as% ‘helpmechoose.com.au’ Be%specific%about%the%benefits%you%need Pay%ONLY%for%the%benefits%you%need o%remove%hip%replacement,%cardiac,%pregnancy%etc%if% not%required. Choose%an%excess%to%reduce%your%monthly% payments Lisa$Narroway$from$‘Your$Money$Magazine’$rated$all$37$ Private$Health$Funds.$The$top$funds$where$those$not$ necessary$the$cheapest,$but$best$value$for$your$money$ and$minimal$inclusions

High%Level%Hospital%Cover Mildura$Hospital$Cover$$$226.85$p/mnth CDH$Hospital$Fund$$105.39$p/mnth GMF$Family$Choice$$237.80$p/mnth

Power

With$electricity$bills$increasing$by$the$minute,$‘Your$ Money$Magazine’$claimed$you$could$save,$on$average,$ $2780$in$a$year$with$these$5$hot$ips: Insulate%your%home%to%save%$594%a%year Lose%the%2nd%fridge%to%save%$350%a%year Run%a%thermostat%on%hea@ng/cooling%systems%to% save%$$156%a%year Switch%providers%to%save%$280%a%year Go%Solar%to%save%$800%a%year

Shopping

The$grocery$bill$is$also$one$to$creep$up$without$you$ noicing,$and$generally$that$really$bad$one$was$when$you$ went$shopping$on$an$empty$stomach! Here’s$6$hot$ips$to$save$on$your$grocery$bills: Buy%generic

BeDer%Than%Basic Health$Partners$$71.32$p/month CUA$$71.11$p/month

Use%the%unit%pricing%guides%on%the%shopping%tags%to% compare

Medium%–%to%High%Family%Cover Mildura$District$HospitalFund$$226.85$p/mnth GMF$Family$Choice$$209.60$p/mnth MBF$Advantage$Hospital$$232.50

Shop%with%catalogues%in%mind%to%take%advantage%of% discounts

Take%a%shopping%list%so%don’t%buy%addi@onal%items

Don’t%EVER%shop%when%you%are%hungry Shop%aher%4pm%for%bakery,%meat%and%dairy% discounts

Mortgage

This$one$was$excepionally$interesing$–$from$1st$July$ 2011,$the$banks$will$no$longer$be$allowed$to$charge$ ‘exit$fees’,$so$no$beper$ime$than$to$shop$around$for$a$ beper$rate.$I$would$add,$however,$to$watch$for$hidden$ annual$fees$etc,$as$the$banks$will$no$doubt$want$to$ make$up$this$money$some$how. Resource:"to"watch"the"full"arHcle,"go"to" todaytonight.yahoo.com."Click"on"the"‘video’"tab,"and" scroll"to"‘Everyday"Household"Savings’. TradeTalk 7

Don't Let Your Profits Get

Lost In The Fog

talk$to$a$lot$of$ tradies$on$a$daily$ basis$and$there’s$ one$thing$that$ coninues$to$amaze$ us$N$the$fact$that$there$a$great$deal$of$guys$ running$there$business$without$the$aid$of$ accouning$sonware.$Are$you$one$of$these$ guys$using$spreadsheets$to$do$your$ accouning?$Not$only$can$this$be$the$cause$of$ stressful$late$night$and$worrying$trips$to$the$ accountant$but$it$can$also$mean$a$loss$of$ proﬁts$by$not$having$your$ﬁnger$on$the$ pulse. $ In$the$old$days$you$would$have$to$buy$ a$very$expensive$piece$of$sonware$and$spend$ countless$hours$learning$how$ to$use$the$thing.$Not$any$ more.$The$development$of$ cloud$compuing$has$opened$ up$many$opions.$These$can$be$ inexpensive$and$easy$to$use$ and$the$biggest$advantage$is$ you$can$get$a$snapshot$of$your$ business$from$any$computer,$ tablet$or$phone$anywhere$any$ ime.$

8 TradeTalk

Let’s$have$a$a$look$at$a$couple$of$examples.

XERO www.xero.com Free$unlimited$trial$or$from$$29$a$month. Xero$has$some$good$easy$to$use$ funcionality.$You$can$be$up$and$running$ within$minutes$and$best$of$all$it$has$some$ brilliant$preNdesigned$dash$boards$(you$know$ how$we$love$dashboards). $ Xero$can$be$used$for$accouning,$ banking,$invoicing,$payroll,$paying$bills$and$ inventory. $ It$makes$tax$reporing$a$breeze$as$it$ produces$acivity$reports$and$provides$a$list$

of$the$BAS$form$boxes$and$the$amounts$you$ need$to$ﬁll$in$for$the$ATO. $ Xero$also$allows$you$to$work$together$as$ a$team$on$ﬁnancials.$Collaborate$with$your$ accountant$and$bookkeeper$to$get$the$advice$ you$need,$when$you$need$it.$Invite$an$unlimited$ number$of$people$for$free.$You$control$what$ each$person$can$see. $ In$regards$to$data$security$they$operate$ muliple$redundant$servers$at$ierNone$data$ centres,$guarded$24/7/365$and$they$run$ database$backups$every$10$minutes. Xero$was$founded$in$July$2006$by$successful$ technology$entrepreneur$Rod$Drury$and$ specialist$small$business$accountant$Hamish$ Edwards.$Xero$is$listed$on$the$New$Zealand$ Stock$Exchange$and$is$a$fast$growing$company$ with$teams$in$Wellington,$Auckland,$Melbourne,$ Sydney,$Brisbane$and$the$UK.

SAASU www.saasu.com Free%for%20%transac@ons%per%month%or%from%$25% a%month

$ Saas$stands$for$SonwareNasNaNService$and$ u$is$for$uility.$ $ Saasu$is$a$comprehensive$online$ accouning$sonware$system$for$managing$ business$financials.$As$they$say$on$their$web$site$ “Life$is$too$short$to$key$data”,$so$they$have$ created$Saasu$Bank$Feeds$and$Connectors$to$ solve$this$problem.$You$can$stop$mucking$ around$with$spreadsheets$or$basic$online$ invoicing$that$doesn’t$have$all$the$key$elements$ of$modern$accouning$that$you$need$to$grow$a$ business. $ Saasu$has$capabiliies$in$sales,$ purchasing,$inventory,$payroll,$CRM$(customer$ relaionship$management),$point$of$sale,$ document$and$workflow$management.$$ $ Saasu$supports$more$than$10,000$ business$customers$around$the$world.$With$ millions$of$transacions$each$year$worth$billions$ of$dollars$and$are$a$market$leader$in$the$Asia$ Pacific$Sonware$as$a$Service$accouning$ industry.$You$can$also$be$comforted$to$know$ that$they$are$an$Australian$company$with$an$ office$in$Elizabeth$St$Sydney. $ Both$of$these$providers$offer$iPone$apps$ and$online$and$face$to$face$support.

TradeTalk 9

SPILL THE BEANS.....

‘MIND-BLOWING S E C R E T S F RO M A M A R K E T I N G M AV E N ’

WHAT DOES OPRAH WINFREY, O BA M A A N D A N D R E W S M I T H HAVE IN COMMON?

And you%will%too%aher%pujng% $

these%4%simple%steps%into%ac@on.. So,$your$mind$has$immediately$thought$female$(well,$one$ of$them$is),$black,$both$names$start$with$an$O$and$most$ powerful$people$on$the$planet;$four$things$that$Andy$is$ certainly$not! So,$if$that’s$not$the$connecion,$then$what$else$could$ possibly$align$us? Let’s$think$about$this$for$a$moment. $ Take$Oprah$Winfrey;$easily$the$most$ powerful$woman$in$the$world$ (maybe$just$in$front$of$someone$like$ Hilary$Clinton).$She$gained$this$ status$simply$through$her$words;$ having$convinced$millions$of$people$ that$she$cares$about$them. What$about$Obama.$The$first$ ever$black$President$of$the$ United$States$of$America.$Big$job.$ His$persuasive$speech$when$ sworn$into$office$with$his$ memorable$tag$of$‘Yes$we$can’,$ was$the$cornerstone$for$ acceptance$that$he$could$cope$ with$the$posiion. And$what$about$Andrew.$A$proud$family$man,$a$ determined$business$owner$of$two$successful$ businesses$and$Champion$Small$business$Entrepreneur$ Winner$of$2008.$What$could$he$have$possibly$done$to$ align$himself$with$these$two$excepional$human$beings? The$answer:$He%learnt%to%speak%well%and%persuasively.$ Now$I’m$not$talking$eloquently,$because$as$a$tradie,$this$ is$certainly$not$his$forte.$I’m$talking$about$how$to$ express$passion$for$a$subject$and$persuade$people$to$ see$and$accept$his$ideas.$Andy$tells$me$his$4$part$ technique$can$be$used$with$anyone,$anywhere$and$ anyime,$and$it’s$something$you’ll$be$able$to$do$too$ once$you’ve$finished$reading$this. 10 TradeTalk

You$see,$it’s$prepy$clear$that$power$sits$squarely$with$ those$in$any$business$who$are$persuasive.$It$is$the$ number$one$reason$for$career$advancement$and$for$ Andy,$the$one$strategy$that$is$responsible$for$a$great$deal$ of$success$–$both$in$business$and$in$life. Before$I$reveal$his$4$part$technique,$I$want$to$persuade$ you$that$speaking$well$is$indeed$a$powerful$success$tool.$ I$can$say$this$because$I$know$that$speaking$well$has$been$ responsible$for$many$accomplishments: •$Speaking$well$saved$the$business$approximately$$2000$ per$month$in$negoiated$rates$with$suppliers •$At$least$10$imes$over$he$has$used$persuasive$ communicaion$to$negoiate$excepional$vehicle$ purchases$saving$the$business$in$excess$of$$50,000.$Only$ within$the$last$two$months$speaking$well$saved$him$ $12,000$on$a$vehicle$purchase$within$1$hour. •$Speaking$well$conﬁrmed$a$smooth$negoiaion$of$ selling$one$home$and$purchasing$another$through$ private$sales$–$a$process$that$made$us$in$excess$of$ $200,000.

Andy'claims'that'speaking'' persuasively'has'assisted'to'make' the'greatest'long'term'diﬀerences' in'his'life,'and'continues'to'do'so' in'both'business'and'pleasure. Now,$I$can$understand$that$the$value$of$speaking$well$ can$be$underesimated,$but$have$I$convinced$you$that$

being$able$to$communicate$persuasively$is$an$important$ success$skill? If$you$answered$yes,$then$how$do$you$rate$yourself$as$a$ persuasive$speaker?$Think$about$how$you$communicate$ with$your$team,$your$partner,$your$clients.$What$are$you$ doing$to$become$a$more$persuasive$speaker?$ If$you’ve$ever$wanted$to$be$like$Oprah$or$Obama$then$ listen$up;$it’s$ime$to$share$Andy’s$4$part$strategy.$And$ yes,$you$can$use$it$immediately$to$beneﬁt$yourself$–$ without$breaking$any$rules! Okay,$so$here’s$the$deal:$It’s$not$just$what$you$say$but$ how"you"say"it"that"ma>ers." Persuasive$speaking$has$four$parts:$knowing$what$you$ want,$understanding$what$the$other$person$wants,$ understanding$the$possible$objecions,$and$then$ presening$your$case$as$simply$as$possible.

Step%One:%Figure%out%what%you%want.

Let’s$say$you’re$about$to$meet$with$your$supplier…$or$ perhaps$you’re$about$to$have$an$important$conversaion$ with$a$family$member.$Spend$some$ime$beforehand$ thinking$about$the$topic$you$will$be$discussing.$What$is$ the$outcome$you$want$from$this$meeing?$How$you$can$ benefit$from$it.$Set$a$specific,$measurable$goal$for$ yourself$and$then$figure$out$how$you$can$achieve$that$ goal.$Maybe$there’s$a$PlanA$and$a$PlanB$goal.

Step%Two:%Figure%out%what%the%other%person%wants.

Unfortunately$thinking$about$what$you$want$like$a$lesson$ from$‘The$Secret’$isn’t$going$to$get$you$what$you$want,$ neither$will$just$asking$for$it.$ In$reality,$everybody$is$ulimately$moivated$by$selfN interest.$Achieving$your$speciﬁc$goals,$therefore,$is$a$ maper$of$ﬁguring$out$how$you$can$saisfy$the$desires$of$ others.

If,$for$example,$your$goal$for$that$meeing$with$your$ supplier$is$to$reduce$your$pricing$by$10%,$plan$for$it$by$ making$a$mental$list$of$how$providing$this$reducion$will$ be$beper$for$your$supplier$(eg,$you’ll$use$them$ exclusively$which$will$increase$spend). Spend$some$ime$thinking$about$exactly$what$you$will$ say;$the$sentences$you$will$use$to$get$your$message$ across. By$communicaing$by$way$of$the$beneﬁts$to$the$supplier$ will$enlist$the$respect$and$support$from$your$supplier$ contact.

Step%Three:%Take%@me%to%consider%the%objec@ons.

Aner$figuring$out$how$you$can$achieve$your$goal$by$ providing$benefits$to$others,$make$a$list$of$the$objecions$ you$might$encounter.$Good$public$speakers$do$this$ before$giving$a$speech.$You$should$do$it$too$before$ agreeing$to$this$meeing. To$take$this$one$step$further,$you$need$to$cran$concise$ arguments$that$will$overcome$those$objecions.$You$ must$show$your$listeners$that$you$are$sympatheic$to$ their$concerns$and$that$you$have$a$plan$to$deal$with$ them. Remember$that$your$ulimate$objecive$is$to$find$ soluions$that$are$good$not$just$for$you$but$for$the$ people$you’re$speaking$to.

Step%Four:%Keep%it%simple.

Don’t$confuse$the$issue$with$endless$naper.$Just$focus$on$ the$main$idea$and$the$primary$beneﬁts$and$state$them$ as$clearly$and$compellingly$as$you$can. You$can’t$force$your$team$to$listen$to$your$ideas.$You$ can’t$force$your$partner$to$agree$with$everything$you$say.$ But$if$you$follow$these$four$simple$steps$before$you$ speak,$you$will$be$amazed$at$the$persuasive$power$you$ will$have.

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TradeTalk 11

7 SIMPLE T E C H NIQUE S TO E N D P R O C R AST IN AT IO N AND IMPR O VE YO UR E FFE C T IVE NE SS

IMMEDIATELY

It’s

night$out,$massage$or$the$like$–$if$it$was$the$ compleion$of$a$large$piece$of$work.

$funny%isn’t%it%that%we%all%

procras3nate%for%one%reason%or%another.%It% is%the%one%single%reason%we%don’t%get% more%done%with%our%3me.%If%you%allow%it% to%become%a%common%and%deeply% entrenched%behaviour,%you%will%be% drained%of%prime%effec3veness%–%both%at% home%and%at%work. So,$that$said,$what$can$you$do$about$it?$Why$do$ some$people$have$such$a$hard$ime$to$get$the$ball$ rolling?$I$have$my$own$opinion$about$why$some$ people$simply$struggle$to$get$moving,$but$today$I$ want$to$share$7$simple$techniques$that$can$help,$ and$that$have,$in$fact,$helped$me,$put$a$stop$to$ procrasinaion.$Some$work$well$in$isolaion,$others$ work$well$combined$with$another.$The$short$story$ here$is$try$them$yourself$to$see$what$fits.$Enough$ said…$ime$to$share$the$knowledge… 1.%Dr.DRiP%the%plan If$you$are$simply$faced$with$too$many$items$on$your$ ever$growing$‘TO$DO$list’,$then$simply$do$the$ important$things$first.$Prioriise$your$list$from$1N5$(1$ being$the$most$important)$and$acion$everything$ numbered$#1. 2.Use%the%elephant%technique Have$you$ever$been$asked$how$you$eat$an$elephant?$ One$chunk$at$a$ime.$Yes,$this$too$can$help$you$get$ through$a$task$that$looks$as$large$as$an$elephant.$ Break$it$into$smaller,$more$manageable$parts$and$ focus$on$each$one$individually.$Small$accumulaing$ victories$will$see$you$finish$the$elephant$in$no$ime! 3.Bribe%Yourself Promise$yourself$a$reward$if$you$complete$the$job$at$ hand$by$a$certain$deadline.$It$could$be$small,$like$a$ coffee$–$to$get$you$through$the$day,$or$large,$like$a$ 12 TradeTalk

4.%Lock%Yourself%Away Perhaps$the$problem$you$are$having$is$constant$ interrupions,$either$from$team$members$or$your$ phone.$Resolve$the$issue$by$turning$off$your$phone$ and$isolaing$yourself$for$a$couple$of$hours$to$get$a$ difficult$job$done.$Make$sure$you$tell$the$team$not$ to$interrupt$you$during$this$set$ime. 5.%33minutes%and%33%seconds I$have$a$mate$who$sets$a$imer$for$33minutes$and$33$ seconds.$He$is$not$allowed$to$get$off$his$chair$unil$ the$imer$goes$off.$It$helps$to$chunk$his$ime$to$get$ things$done. 6.%Go%public Moivate$yourself$through$possible$public$ embarrassment.$If$you$share$your$plans$with$ someone,$you’ll$be$forced$to$get$the$job$done$or$ lose$face.$Even$set$a$wager$with$them$for$a$$10$lopo$ icket! 7.%Peak%performance Do$your$toughest$jobs$at$the$ime$of$day$when$you$ are$most$alert,$rested$and$energized.$For$some$that$ is$first$thing$in$the$morning,$and$for$others$that$is$ late$at$night. Do$you$think$any$of$these$will$work$for$you?$Or$ maybe$you$have$another$technique$you’d$like$to$ share$with$us$by$sending$us$an$email$about$your$ ‘Procrasinaion$Buster’.$It’s$ime$to$take$acion$and$ get$through$your$day$effecively. Up%for%a%Challenge?$Staring$today$I$want$you$to$ take$ownership$of$the$first$point$above,$Prioriise$ the$Plan,$and$DO$IT$for$4$days$straight.$Then$the$ following$4$days$focus$completely$on$point$number$ 2$above.$Coninue$to$do$this$in$4$day$blocks$working$ through$the$7$techniques$to$see$which$works$best$ for$you.$It$is$criical$that$you$TAKE$OWNERSHIP$and$ DO$IT.

What is Intellectual Property and Why is it so Important to Protect? By%Michelle%Gorton,%Principal,%Chrysiliou%IP,%guest%speaker%at%this%years%Boot%Camp

Every

%“bright$idea”,$catchy$logo$or$visually$

appealing$product$is$a$valuable$asset.$$In$the$ﬁerce$ compeiive$environment$of$the$marketplace,$ business$goodwill$and$the$leading$edge$can$be$quickly$ lost$through$the$aciviies$of$imitators.$$Intellectual$ property$law$is$a$vital$weapon$against$imitators.$$ Most$owners$of$small$business$are$unaware$of$ intellectual$property$and$its$value$within$a$business.$$ Intellectual$property$sets$successful$businesses$apart$ because$as$the$Australian$market$becomes$ increasingly$compeiive,$protecing$intellectual$ property$becomes$crucial$for$a$business’s$success. What%is%Intellectual%Property?

a$registered$trade$mark$has$a$legal$right$to$use$the$ trade$mark$throughout$Australia$and$the$trade$mark$ will$prevent$other$traders$from$adoping$an$idenical$ or$similar$trade$mark$in$relaion$to$similar$goods$and/ or$services.$ (ii)%Patents

An$invenion$can$be$protected$by$a$granted$patent.$A$ patent$is$a$right$granted$for$any$device,$substance,$ method$or$process,$which$is$new,$invenive$and$ useful.$Once$registered,$a$patent$permits$an$inventor$ to$exclude$others$from$making,$using,$imporing$or$ selling$the$invenion$for$a$period$of$ime$(between$8$ and$20$years,$depending$on$type$of$patent).$Once$ registered,$the$owner$of$a$patent$may$license$the$ rights$to$use$the$invenion.

Intellectual$property$is$the$property$of$your$mind$or$ intellect$and$comes$in$a$number$of$diﬀerent$forms$ such$as$trade$marks,$patents,$registered$designs,$ copyright,$conﬁdenial$informaion$and$trade$secrets.

An$example$of$an$invenion$which$has$been$granted$a$ patent$is$a$type$of$sucion$pump.

A$design$registraion$protects$the$overall$appearance$ of$a$product$and$registraion$lasts$for$a$ten$year$ period.$Design$registraion$protects$the$visual$features$ of$a$product,$including$conﬁguraion,$shape,$ ornamentaion$and$papern,$but$does$not$protect$how$ the$product$works,$feels$or$the$materials$the$product$ is$made$from.$

(i)%Trade%Marks

A$trade$mark$is$word,$logo,$picture,$leper,$number,$ sound,$smell$or$aspect$of$packaging$(or$a$combinaion$ thereof)$which$is$used$to$disinguish$the$goods$and$ services$of$one$trader$from$those$of$another$trader.$A$ trade$mark$should$be$disincive$and$not$descripive$ of$the$services$oﬀered.$For$example,$Dr.DRiP$is$a$ disincive$trade$mark$owned$by$Andrew$Smith’s$ company,$Dr.DRiP$Pty$Ltd,$$in$relaion$to$plumbing$ services.$Dr.DRiP$Pty$Ltd$owns$a$trade$mark$for$the$ words$Dr.DRiP$as$well$as$a$trade$mark$for$the$ following$logo: Having$a$registered$ trade$mark$means$that$ an$individual,$business$ or$company$owns$an$ intellectual$property$ right$which$can$be$ bought,$sold$or$ licensed.$$The$owner$of$

(iii)%Designs

An$example$of$a$design$that$has$been$registered$is$a$ type$of$plumbing$ﬁrng. $

(iv)%Copyright

Copyright$is$another$form$of$intellectual$property$and$ protects$original$works.$The$original$works$include$ literary,$arisic,$musical$and$dramaic$works.$ However,$there$is$no$requirement$for$registraion$of$ copyright$in$Australia$as$protecion$is$free$and$ automaic. An$example$of$a$literary$work$which$is$protected$by$ copyright$could$be$a$manual$wripen$by$a$business$ owner$for$its$employees. (Continued over page) TradeTalk 13

$ %

(v)%Conﬁden@al%Informa@on%and% Trade%Secrets%

Your$“best$kept$secret”$or$“trade$secret”$may$not$be $ patentable$but$it$may$be$the$very$reason$for$your$ business$success.$$In$order$to$stop$employees$from$ revealing$your$business’s$trade$secret$or$conﬁdenial $ informaion$during$and$aner$their$employment,$you$ may$consider$arranging$for$employees$to$sign$a$ conﬁdeniality$agreement$if$they$have$knowledge$of$ the$secret$or$informaion.$ An$example$of$a$famous$trade$secret$is$the$ ingredients$in$Coca$Cola.$ $ %

$ %

10%Tips%rela@ng%to%the%Protec@on%of% Intellectual%Property

1. A$business$name,$company$name$or$domain$

name$does$not$give$an$individual,$business$or$ company$a$proprietary$right$to$the$name.$For$ example,$if$Andrew$Smith$simply$registered$a$ business$name$in$New$South$Wales$for$Dr.DRiP,$ he$would$not$own$the$name$Dr.DRiP$unil$he$ used$the$name$as$a$business$name$or$trade$ mark$or$unil$he$registered$the$name$as$a$trade$ mark. 2. It$is$prudent$to$conduct$a$trade$mark$search$ when$choosing$a$new$brand$name,$business$ name,$logo,$name$of$product.$Otherwise,$you$ could$be$using$the$same$or$similar$trade$mark$ which$is$being$used$by$another$trader$who$has$ prior$rights$to$the$mark. 3. If$you$have$had$paid$for$a$graphic$designer$to$ design$a$logo$for$your$business,$make$sure$that$ the$copyright$which$subsists$in$the$logo$is$ assigned$to$you$or$your$business.$ Unfortunately,$many$businesses$are$not$aware$ that$if$the$copyright$which$subsists$in$a$logo$is$ not$transferred$from$the$graphic$designer$to$an$

individual$or$business,$the$graphic$designer$will$ usually$own$the$copyright$in$the$logo.$ 4. Protecing$your$invenions$affords$considerable$ advantages$including$having$a$monopoly,$ lessening$compeiion,$allowing$for$premium$ prices,$enabling$research$costs$to$be$recovered,$ enabling$the$invenion$to$be$sold$or$licensed,$ and$enabling$enforcement$of$legal$rights. 5. If$a$business,$such$as$a$plumbing$business,$ wishes$to$set$up$franchises$around$Australia$in$ order$to$expand,$the$business$would$normally$ license$the$use$of$its$trade$mark$to$new$ franchisees.$ 6. Remember$that$to$gain$valid$patent$and/or$ design$protecion,$a$patent$and/or$design$ applicaion$must$be$filed$before$you$publicly$ disclose$or$commercialise$your$invenion. 7. If$you$have$to$disclose$details$of$your$invenion$ or$design$to$another$party$before$filing$an$ applicaion,$a$confideniality$agreement$should$ be$used.$ 8. Hire$a$lawyer$to$help$you!$$At$the$early$stages$of$ developing$your$idea,$it$is$best$to$remain$ cauious$and$consult$a$lawyer.$It$is$beper$to$get$ it$right$at$the$beginning$than$have$problems$ down$the$track.$ 9. Always$monitor$the$market.$Brand$owners$need$ to$monitor$their$market$for$any$third$paries$ using$similar$trade$marks.$If$you$find$out$that$ another$trader$is$using$a$similar$trade$mark,$ consult$a$lawyer$to$help$you. 10.Chrysiliou$IP$is$a$small$bouique$intellectual$ property$firm$located$in$Brookvale.$We$have$ assisted$Andrew$Smith$with$his$intellectual$ property$and$would$be$happy$to$assist$you$or$ your$business.$We$act$for$both$small$and$large$ corporaions$in$the$Northern$Beaches,$around$ Australia$and$overseas.$Check$out$our$website$ at$www.chrysiliouip.com.au$or$call$us$on$(02)$ 9905$1033.

Michelle is also one of the great line-up of presenters at our October Boot Camp See You There!

14 TradeTalk

Tradesman Inner Circle Boot Camp Friday 21 & Saturday 22 October 2011 Vibe Hotel, North Sydney These are just a couple of the Awesome Line Up of Special Guest Speakers Be prepared for heaps more...

Kerri%PoDharst

Kerri$is$a$Modern$Day$Entrepreneurial$ Athlete$&$Olympic$Gold$Medallist,$2000$ Kerri$will$challenge$your$beliefs,$push$your$ boundaries$and$share$with$you$how$she$turned$ Bronze$into$Gold. Get$ready$for$a$life$changing$experience$where$she$ will$help$you$reach$your$Gold$Medal$standard$of$ success!

? ?

et Mo r

e a le v e r e

Mystery$ Guest$Speaker

on m t x e

Mystery$ Guest$Speaker

FREE to Tradesman Inner Circle members and their guests

S ’ N U A H S MAN CAVE This is where we talk about all cool things that should or could be in the man cave. Gadgets, new tech, cool tools, new inventions or big boys toys, if it’s cool and fun well talk about it.

this$and$previous$ediions$of$$ TradeTalk$we$talk$about$ sonware$services$to$help$you$ run$your$business$on$the$go.$ So$I$thought$it$appropriate$that$ we$review$some$devices$ (besides$an$iPad)$that$you$and$ your$team$can$uilise$in$the$office$and$in$the$ field.$In$paricular$we$will$be$looking$at$Tablet$ PC’s. $ A$Tablet$PC$is$a$cross$between$a$notebook$PC$ and$a$personal$digital$assistant$(PDA).$It's$a$flatN panel$portable$PC$in$the$form$of$a$slate.$A$user$ inputs$data$either$by$tapping$the$screen$with$a$ stylus,$or$using$the$stylus$to$write$directly$on$to$ the$screen.$The$tablet$PC$can$wirelessly$connect$ to$the$Internet$and$other$PCs$and$is$intended$to$ provide$the$power$of$a$notebook$in$handNheld$ form. The$tablet$PC$comes$loaded$with$a$special$ ediion$of$Windows$XP$Professional$and$can$run$ nearly$all$XPNcompaible$applicaions,$including$ applicaions$designed$for$the$tablet$PC.$The$ tablet$PC$can$also$uilise$a$docking$staion$for$ use$with$a$monitor,$keyboard,$mouse,$LAN$or$ WAN,$and$other$peripheral$devices.

16 TradeTalk

The$main$feature$of$the$tablet$PC$is$portability.$ Weighing$in$between$2N3$pounds$(.9N1.3kg)$the$ tablet$PC$can$be$used$as$a$kind$of$soupedNup$ PDA$or$trimmedNdown$notebook,$depending$on$ your$point$of$view.$In$recent$years$there$have$ been$a$few$manufacturers$focusing$on$the$ industrial$market,$so$here$are$a$few$of$them.

Mo@on%Compu@ng$has$been$a$major$name$in$ Tablet$PCs$since$the$beginning$of$Microson$ Windows$XP$Tablet$Ediion$in$2001.$Moion$ Compuing$has$always$stuck$to$what$they$are$ good$at:$Slate$Tablet$PCs.$ They$have$2$modules$in$paricular$that$are$ rugged$enough$for$tradies$and$they$are$the$ J3400$and$the$F5.$ Some$of$its$feature$include$water,$dust$and$ chemical$resistance$,$drop$tested$to$4$feet,$car$ mounts,$WiFi$and$ broadband.$

$$$$$$$$$$$$$$$$$$$

$The$Panasonic%ToughBook%CFoU1$is$a$rugged$ UMPC$built$to$withstand$knocks,$spills$and$dust.$ The$CFNU1$features$a$5.6"$resisive$touch$screen$ as$well$as$a$well$designed$keyboard$for$easy$ data$entry$in$the$ﬁeld.$ Standard$features$include:$Dual$bapery,$WiFi$ Wireless$and$Bluetooth. Opions$include:$3G$/$HSDPA$mobile$broadband, 1D/2D$barcode$scanner,$RFID$reader,$Fingerprint$ reader,$GPS$module$and$a$docking$staion.

The$Fujitsu%Lifebook%TH550$is$lightweight$and$ compact.$The$TH550$includes$a$fourNpoint$muliN touch$display$that$folds$ﬂat$for$tablet$style$ compuing. It$also$comes$with$muliNtouch$gestures$that$ allow$you$to$switch$windows,$take$snapshots,$ zoom$in$and$rotate.$The$intelligent$digiizer$pen$ is$pressure$and$proximity$sensiive$N$perfect$for$ wriing$and$sketching$and$ultra$responsive$too!$ There$are$a$lot$more$brands$to$explore$and$ prices$start$at$$700$and$can$go$over$$2,500.$You$ need$to$research$what$would$be$right$for$you$ and$your$business.

Cool%Tool%Of%The%Month BAMIX%180W I$usually$reserve$this$page$for$man$toys$and$this$liple$machine$classifies,$why?$Pure$power.$Early$June$ Donna$and$I$hired$a$house$in$the$Hunter$for$a$weekend.$$Donna$needed$a$hand$to$whip$some$cream$ and$I$found$this$liple$beauty$in$the$3rd$draw$(you$never$know$what$you$will$find$in$the$3rd$draw).$I$ plugged$it$in$and$pressed$the$go$bupon$and$if$I$didn't$witness$it$myself$I$wouldn't$$have$believed$it.$ This$thing$ripped$into$life$like$a$250hp$oil$injected$Johnson$ outboard$and$whipped$the$cream$in$a$about$4$seconds$flat$and$ changed$the$molecular$structure$of$the$mashed$potato$turning$ it$to$paste..$The$misses$not$too$happy..$Seriously,$if$you$had$a$ cord$long$enough$you$could$use$this$as$an$auxiliary$if$you$were$ fishing$off$shore.$ The$Deluxe$model$is$180W,$with$speeds$of$11,000$N$17,000$rpm.$ Standard$Accessories$are$the$aeraing,$blending$and$chopping$ blades,$Clear$grinder$(new)$and$stand$(which$can$be$apached$to$ wall).$5$year$motor$warranty.$Retails$for$about$$250 An$absolute$corker! TradeTalk 17

NEXT MONTHS ISSUE NEXT%MONTH:% Is%undercujng%The%Market%A%Good%Pricing% Strategy?$We$invesigate$the$good,$the$bad$and$the$ ugly$of$pricing$strategies. Who%Else%Wants%To%Know%The%Single%Cri@cal% Element%That%Is%More%Important%Than%Exercise?$ The$truth$revealed… Alright$crew,$that’s$enough$from$me$for$one$ month…$oﬀ$to$hang$with$the$family! To$our$PLATINUM$members,$remember$to$book$ your$next$monthly$call.$Speak$soon. Smith a l e g An ew & r d n A

Q&A%OF%THE%MONTH % Don't%forget%to%send%in%your%business%questions%to% info@tradesmaninenrcircle.com.au%or%fax%1300%553%161%and% you%can%have%them%answered%on%the%next%recording

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