GI: Record Keeping Systems
A: Business Related Uses
o Tax returns and Government Reporting
o Research and Planning
o Management information for Operational Decisions
o Marketing and Client relations
B: Personal Uses
o Personal financial worth
o Estate Planning
o Tax returns
o Planning
o Lender Relations
GJ: Components Record Keeping
o Cash Paid Out Book: Date - Amount - Miles - Purpose
o Check Book: Date - Amount - Purpose
o Charge Card: Date - Amount - Purpose
o Debit Card: Date - Amount - Purpose
o Customer Record: Date Sale - Date Contact - Comments - Follow up - Payment history.
o Additional Records: Equipment - Expenses - Accounting entries
GK: Legal Issues
o Legal Documentation: Sub-Contractor Relationship - Licensing - Fictitious name - Partnership agreement - Intake and Assessment form - Engagement letter - Rental agreement
o Sub-Contractor Relationship: Under age clients - Being sued - You suing - Collection Accounts receivable: - In writing - In contract style
GM: Customer Relations
o Personal notes: (thank you - announcement - appreciation)
o Gifts and invitation
o Encourage referrals and repeat business
o Best marketing is to keep existing clients
o First time client rate
o Low income rate
GN: Business Image: General Requirement
o Business license
o Appointment book
o Business cards
o Literature available
o Business Phone
GO: Creating Sales Environment
A: General Techniques
o Allow space or pause
o Sales opportunity may show up
o Be light and focus
o Sales material available
B: Talking Dynamics
o Include your services in the conversation
o Develop a 30 second Rap:
Who I am
What services do I do
Where do I do my services
What makes my services special
What can do for you
An Action to move process forward (example: give card - make appointment - meet for coffee)
GP: Professional Sale Strategy
A: Overview
o Only one chance to make first impression
o Personal Grooming: Stylish - Professional
o People Dynamics
o Answer phone professionally
o Be Friendly
o Warm handshake and good eye contact
o Respectful tone - Keep cool
B: Communication Dynamics
o If person upset; give space by neutralizing the conversation
o Listen fully; do not interrupt
o Check out assumptions
o Respond fully - Do not react
C: Selling Process Segments
o Prospecting
o Sales Appointment
o Presenting
o Closing
o Following up
o Getting referrals
GQ: Sales Presentation
A: Meeting Dynamics
o Be on time Be prepared
o First 30 seconds, most important
o Look eye(brow)
o Never look down
o Determine who is decision maker
B: Presentation Techniques
o Know products
o Prepare question to determine need or problems to be solved
o Express understanding of needs and ability to solve problems
o Delay benefits and price discussion until need is established
C: Follow Up to Sales Presentation
o Sale or Contract signing
o Progress toward sale
o Continuation (Space to think and investigate)
o No change
o Accept or sense a no
GR: Emotions of Marketing
A: Positive Emotions
o Today is a new day
o Positive self talk
o Affirmations and visualization
o Take a No as information; not a rejection
B: Emotions to Master
o Mood swings: If emotions run you; take control
o If depressed; sing
o If sad; laugh
o If afraid; go forward
o If inferior; wear new clothes
o If uncertain; raise voice
o If incompetent; recall past successes
o Laugh at world; this will pass
C: Handling Your Inflated Personality
o If Over confident; recall failures
o If indulgence; recall past binges
o If Complacent; find competition
o If superior; recall moments of shame
o If All powerful; try to stop wind
o If great wealth; think of the unfed mouths
o If you feel profound; recall moments weakness
o If you think your skills unequaled; try to create the stars
o If great health; recall when you could not get out of bed
GS: Business Promotional Activities
A: Community Relations
o Information interview
o Workshops
o Promotional flyer
o Presentations and Community Service
o Join professional network group
B: Business Support Organizations
o Chamber Commerce
o Economic development organizations
o University Business Development
o Government Agencies
C: Business networking
o Support your supporters
o Network with other professionals and related businesses
o Be seen: Go where potential customers go -
GT: Media Relations
o They are approachable, dont be intimidated
o Be aware of media opportunities
o Media not predictable, advertising is predictable
o Cultivate media relationships
o Report incorrect statements
GU: Print Advertising Media
A: Target Audience
o General public
o Specific persons
o Persons who know you and your services
B: Print Media Layout Techniques
o White space is important
o Clear message
o Repetition
o Unified message
C: Electronic Media
o Web
o Radio
o Cable
o Television
GV: Office Considerations
o Displayed business license - Business cards - Literature available
o Cozy - Professional
o Privacy - Clock
o Clean - Neat
o Bathroom: Clean and Stocked - Wastepaper basket - Mirror
o Building Exterior: Well lit - Parking - Clean - Landscaped
HC: Group Process Delivery Strategies
A: Delivery Overview
o Discuss Agenda
o Discuss Purpose and Objectives
o Use of outline
o Audience sharing
o Use of podium
o Audience Mobility
o Audience interaction
o Provide choices
B: Delivery Style: Audience Centered
o Audience actively engaged
o Small group discussions
o Provide interactive shared experience.
C: Presenter Centered
o Retain Control or Spontaneous
o Formal or Informal
o Passive, Present, Focused, Causal, Confident
o Emotional, Passionate, Show vulnerability
o Remain Still Engage mobility
D: Delivery Dynamics:
o Build to Peak
o Steady Pace
o Variation of Pace
o Pause for impact
Review - Stop - Take a break Or go: to ONE of these options: Awareness -
Analyze - Reflect Or: Go to Next Paragraph
HD: Small Group Dynamics
A: Benefits of Small Group Dynamics
o Easier discussion
o More personal involvement
o Notes taking and reporting
o More views expressed
B: Small Group Options: One Division:
o Dyads: 2 person groups
o Quads: 4 Person Groups
C: Small Group Options: One Division followed by Build Up
o Dyads evolve to Quad
o Quads evolve to Eight
o Build up evolves to total group expression
HF: Closing Interactive Segments
A: Allow Space
o Time to breathe
o Time to feel
o Time to reflect
B: Non verbal
o Slow movement
o Subtle contact
o Light embrace
o Regulated touch
C: Open Ended Statements
o I close the circle with ____
o I leave the circle with ____
o I am feeling _____
D: Personal Individual Sharing
o Allow process of dyad selection which includes all group members
o Personal sharing to entire group
o Short songs and movement
= Merry meet, merry part, merry meet again
= Hand Kiss: kiss hands on both sides, go around circle
= Circle Pulse: Go around circle, feel each heart pulse
o Blessing Songs (in twos):
May the blessings of God rest upon you;
May god's peace abide with you;
May god's presence illuminate your heart;
Now and forever more;
o Remember Me (in twos): All I ask of you is to remember me as loving you.
E: Leader Lead
o Mental imaging of event
o Meditation
o Future vision
o Ritual journey
o Open circle and Good-byes and Farewells
Review - Stop - Take a break Or go: to ONE of these options: Awareness -
Analyze - Reflect Or: Go to Next Paragraph
HG: Individual Sharing in Group
A: Individual Addressing Group
o Open mike
o Speak out
o Donation request
o Personal statement
o Affirmation
o Prayer
B: Individual Talent Expression
o Movement
o Vocals
o Instrumentation
o Drama
o Visual expression
o Spoken word
C: Personal Sharing Wheel: Set up Procedure:
o Inside Circle of persons (X)
o Outside Circle of Persons (Y)
o Circle (X) stands still
o Circle (Y) moves to left
o After two statements (Y) moves
D: Open Ended Statement Suggestions:
o I feel __
o I am __
o I release ___
o I want ___
o I will ___
o I need ___
o I reveal ___
E: Spiri-tainment:
An introduction to intuitive concepts, awareness dynamics and personal growth in a light friendly manner. Possibilities include:
o Demonstration & Instruction
o Symbol and Sign Interpretation
o Intuitive communication
o Psychic Entertainment
F: Learn-tainment:
Educational and wellness themes presented in a theatre style setting. Possibilities include:
o Community Speak
o Issues of the human spirit
o Timely topics
o Personal growth
HH: Group Movement
A: Connection, Synergy, Dialogue
o Connection Process: (No Music): Think a two part beat - Allow beat to go through your body - Feel the beat in your body - Move to the beat - Become aware of other peoples beat
o Magnetic Process: Join other peoples beat - Group connects - Group develops a group beat
o Complete Process: Individual and entire group discussion.
B: Walking or Dancing Your Path: Intention: Journey or Prayer in Motion; Procedure:
o Develop Large circle with single path
o Path winds back and forth; Towards and away from center
o Stations along way
o Music optional
o Persons walk their individual journey.
o Completion Process: Individual and entire group discussion
C: Group Statue: Set up: Select Theme - Statue makers - Director - Reporters; Procedure:
o Lead statue maker assumes expressive stance
o Additional statue makers support the original stance
o Statue is complete
o Reporters provide feedback
o Director makes changes
o Completion Process: Individual and entire group discussion.
D: Group Individual Lifting and Rocking: Set up: Relaxing background music; Procedure:
o One group members lie on the floor
o All other group member touch the person on floor
o Group lifts person on floor (over heads or to waist level)
o Group rocks person to the music
o Group slowly lowers person to floor
o Hands are lowly removed from person
o Allow person to feel the affect
o Allow person to share
o Repeat process with another group member
o Completion Process: Individual and entire group discussion.
B: Tunnel of Music: Set up: Form two lines - Five foot pathway between lines; Procedure:
o Person slowly walks between the two lines
o People in the lines sing different melodies sounding the person's name
o Create cathedral harmonic sounds.
o Complete Process: Individual and entire group discussion.
C: Wheel Turns: Story and Drama: The Process
o Beginning Narration: Time is - Love is - Death is - and the wheel turns
o Next Sequence: The wheel turns - We are all bound to the wheel
o Next Sequence: The sage says - We are all one - We are all bound to the wheel
o Next Sequence: Free yourself from the wheel - Accept your work - Be free of wheel
o Repeat: We are all bound to the wheel - Time is - Love is - Death is
o Repeat: We are the wheel - The wheel turns - The wheel turns - The wheel turns
D: Creation Story; The Process:
o Experience when all that was, was energy
o Experience waves of energy
o Feel the waves dancing and becoming Form
o Experience the many Forms
o Witness the tapestry of Form and Concepts
o All this happened, And is happening now - As we sit here.
E: Voice and Movement: Procedure:
o Talk informally in conversational tones
o As you talk, walk around a defined area
o Move with a little more intensity
o Make sounds instead of words speak the sounds
o Have a felt sense while making the sounds
o Relate sounds to feelings and emotions
o Relate to other sound and tones - Harmonize tones
o Evolve to group harmony develop 3 point range (low middle- high)
o Vary sounds and tones: vary focus:
= Speak or sing
= Clear tone or nasal
= Focus sound from mind
= Focus sound from heart
= Focus sound from pelvis