In today’s episode of Coaching Conversations, Nick and Chris break down the how to’s of becoming more “solution-focused” in business. If you struggle with “problem-focused” thinking, this insightful conversation will shift the way you look at your day-to-day. Because you can’t keep doing the same thing, the same way – and expect it to keep working. Coaching Conversations opens up the dialogue on what you can do to stop dealing with the problem and start focusing on the solution right now… Take notes and be inspired! Time Code/Show Notes 0.22  Welcome to the show and intro. 2.05  What mindset do you need to get out of your current problem?            Not the thinking that got you into it! Solution-based thinking is not beating yourself up or doing the job yourself.  Martyrdom is not solutions based! Don’t get “stuck” in the “drama”. 5.20   Nicks illustrates relevant solution-based thinking in a Covid economy as “how do we open up” – not “how can we keep closing down”. Nick calls this “low-level thinking” which often creates further panic, fear, and paralysis 7.15   Do you open yourself up to the opportunities that do exist? Are you mired in negativity, focused on what doesn’t work? 7.50  Creative thinking versus native thinking. Is your native level of thought “glass half full”? 12.30   Nick returns to his discussion on Elon Musk’s Mars endeavours with comparison to tradies on site. Should you start with the end creative “solution” in mind? Can you begin with the solution and reverse engineer? Don’t patch the hose repeatedly (problem-based) - replace with a brand new hose. That’s solution-based! Easy! 15.40   There’s nothing wrong with “technician based thinking” - but strive for managerial or entrepreneurial. This is where solution-based thinking begins. 19.10  How many times do you patch problems…? Shift up your thinking so behaviour becomes patternistic. Ask yourself - is this going to create long term benefit. Am I really fixing the issue? 20.35   Free up mental space for creativity by diarising. 23.10   `If all you’ve got is a hammer, everything else looks like nails’ Thinking “native” is a lazy way of thinking. Begin the creativity process by moving away from the ‘noise’. 25.40   Fear and anxiety are enemies of the creative process. Give yourself space to begin – and writing it down is a good start. 26.40   Putting it on paper makes it real. 29.00   Interplanetary exploration is today’s metaphor for creative solution finding in your business! 27.05   Did this open up a whole lot of new scenarios around thinking?        If you’re keen to hear more ways to channel a                                            solutions-based mindset, contact us at ask@upcoach.com.au                                           EPISODE SUMMARY        What a conversation! When you realise your best master is your mind, you’re on the right path! Central to the idea of mindset change is straight-up asking yourself “do I want to keep on patching the hose?” Another takeaway here is that “solution driven” aspects are achievable when you deconstruct the Creative versus Native thinking patterns. Will you give yourself space to “re-imagine the rocket ship” and get yourself off the problem-focused, patch-job treadmill? If you’re tired of dealing with problems, it’s time to work on the decisions that bring about solutions. Get your head in the game and make space for creativity. Because if you always do what you always did, you’ll always get what you always got!

People Profits & Purpose Podcast with Nick Psaila

Ep 50: Become Naturally SOLUTIONS Focused - Coaching Conversations

In today’s episode of Coaching Conversations, Nick and Chris jump straight into the Five Ninja Mind Hacks to make sure you’re “on your game!” A good mindset is enormously important to success in business – and it underpins your relationships to bring a healthier, balanced lifestyle. Learn to identify ways to feed a positive mindset by pushing back on the situations you can control. Couched in several plant-based analogies, explore how you can “re-fertilize” your environment so your mind is nourished and prepared. There’s a whole lot of good stuff in today’s “Coaching Conversations…… so enjoy! Time Code/Show Notes 0.22   Welcome to the show and intro. 2.05   Nick buys a houseplant and digs deep for five revelatory concepts. Be mindful of your environment and nourish the soil in accordance. Are you in the wrong environment – can you control your surroundings? When traveling, switch off the telly, turn up a podcast, watch a doco, learn something! 4.12   Can you push back in certain situations and take control of your environment? 4.41   Returning to the analogy of nutrient-rich soil, are you living a pressurised existence that is draining your “mindset”  of rich, nourishing life food?  A plant is only as good as the soil in which it lives. Is your mind thriving on the environmental foundations you - and others - have laid over the years? 6.20   How are your fighting inevitable brain fog and unclear thinking from layers of business and personal stress? Recognize if you are quick to anger and look deeply at the environment you are in right now. Ask yourself “what is the spoiled type”. Your mind’s  “garden bed” will be barren if the soil is devoid of nutrients. 7.50   Re-invest in the soil. If you take crop after crop without re- fertilizing, imagine the stress on those foundations. It’s the same with your mind. Rejuvenating your own foundations on a regular basis has only positive benefits. 9.15   De-weeding. Weeds are strong and agile like negative thought patterns. Don’t let them take over and destroy all … nothing will grow in an arid environment. 11.55   The only reason a weed exists is that you’ve allowed it nourishment – you’ve nurtured that negative thought, given it permission to thrive. You are stronger than any weed! And that includes conversations that are now at Covid-saturation. Avoid the negative, the sensationalism, the lock-down talk. Shift your focus. 14.00   Be self-aware. What are the good seeds you want to sow?                  Read, watch, listen, discuss – these are sunshine and water to grow your seeds. You have a choice. Nourish yourself with the good stuff. 19.00   Change pots! Growth occurs when the roots have a chance to spread. Growth occurs when you have more room to re-seed! As you become stronger, you’ll change pots multiple times but the plant still has your original DNA. 22.40   Worry about the internal stuff – not the external stuff. Growth happens when you look inward and nurture your own thoughts. It is a real journey to becoming spiritually evolved and you can start now! 24.45  Reach out to us if you’re curious about a mindset over-haul, contact us at ask@upcoach.com.au  EPISODE SUMMARY        A good plant in the wrong soil is always going to struggle. So, what are the Five (Plant Based) Ninja Mind Hacks to take away? Environment and building the right soil type. De-weeding those negative thoughts. Planting quality seeds for a positive yield. And don’t forget to change the pot, or you’ll stunt that hard-earned growth. Warding off brain and decision fatigue is a simple commitment to looking after your own mental wellbeing – that is, re-investing in the “soil” that is your brain’s foundation. You must re-fertilize so growth happens! And finally, don’t forget, reading is to the mind, what exercise is to the body. Reinvest and rejuvenate your mind by always feeding it the right ingredients!

Ep 49 - Five Ninja Mind Hacks for Better Wellbeing - Coaching Conversations

In today’s episode of People, Profits & Purpose Nick invites special guest, Rodd Sanchez, one of Australia’s most highly regarded Acupuncturists and Chinese Herbalists, to deconstruct the myths of non-Western medicine – what’s real, what works, and what doesn’t! If you’ve ever wondered how Chinese medicine can bring your body back into balance, this conversation is for you. Learn how to incorporate the holistic fundamentals of the ancients in this illuminating episode of “Coaching Conversations…. Time Code/Show Notes 0.22   Welcome to the show and intro. 2.35  Rodd Sanchez, an experienced Acupuncturist and Chinese          Herbalist shares his heritage story and early inspiration through  Martial Arts. Hear how this Chilean-born, trained Nurse returned to his first love – Acupuncture. 7.00  What is Acupuncture? Is it more than needles and pressure points? Rodd gives a succinct but passionate overview  of Acupuncture’s ancient techniques plus a brief  discussion of the pillars of healing Chinese Medicine including Herbs, Massage, Exercise Physiology et al 9.35  Have you had acupuncture? Nick shares his own personal experience of how Rodd Sanchez used acupuncture to treat facial Palsy.  10.25   Nick and Rodd discuss more success stories. In China, Rodd treated up to 100 people per day with Bells Palsy. He explains why acupuncture can also assist with the complexion and aspects of beauty. 13.10  Cosmetic Acupuncture? Would you do it? Some people call them Acupuncture Face-lifts but Rodd is quick to point out that these are not true face-lifts. You will, however, come away looking like you’ve had a holiday, all super relaxed! 14.35  What are the side effects of Acupuncture? Can you put up with added relaxation, calmness, better sleep, improved digestion?  Rodd says he can “centralize” patients and improve productivity as well as treat their original condition 16.45   What motivates Rodd in his business? Finding new skills and providing great service. Repeat. Plus diversify – in Rod’s case, this was Herbs. Do what you love and love what you do! 21.30  Regardless of modality, Nick believes caring for the patient is too often lost in today’s society. 22.20  Do you know what to look for in an alternate therapist? Rodd gives you inside tips on how to choose the right person for you. 26.20  What do you want to be remembered for? Rodd has his legacy all mapped out. And it’s very honest and inspirational. Teaching and sharing your knowledge is core to a good heart.      28.20  If you’re interested in finding out how Rod Sanchez can help you, type in Rodd with two ‘Ds”. – he is based at Sydney                          Acupuncture and Sutherland Acupuncture, but happy to talk wherever you live in Australia. EPISODE SUMMARY        What’s stopping you from putting ancient mind-body healing into practice? There is so much more to a healthy, balanced life and often you’ll find it outside the realms of white coat medicine. Take advice from Rodd. You must choose your therapist carefully. Make sure your practitioner is registered. Ensure they come from sound organizations. Call the person and see if they resonate with you. (You can vibe differently with people – and you deserve to connect with your care provider)   Well-being and preventative medicine is so important to balancing life and work.

People Profits Purpose - Rodd Sanchez

How do we reach our goals in the face of relentless obstacles? How do we stay focused when the path gets rocky? In this episode, Nick and Chris break down the ways to stay on track to reach the goals you’ve set - no matter how many times those goalposts move! And you’ll learn to identify the hurdles before they happen so you’re prepared to leap…  in the right direction! In the times we live in, it’s important for business owners to share and discuss the best ways to `stay the course’. There’s so much to learn in the latest episode of “Coaching Conversations” with Nick and Chris …. Enjoy. Time Code/Show Notes 0.22   Welcome to the show and intro. 2.10   Can you identify your actual goals? Be mindful of the difference between “goals” and “tasks” – Nick discusses the importance of recognizing that there will always be hurdles. 3.55  Be prepared and do not be deterred. How do you manage your expectations? Are you realistic about the inevitable, physical, and mental speedbumps? Nick equates it to prepping for a Tough Mudda – you need to know what’s ahead, even if it’s simply to acknowledge that there will be problems! 5.45  Is your end goal bigger than you? According to Nick and Chris, it’s an absolute must. And you are more connected to that goal when it is mired in a well-thought-out, deep-seated purpose. You must have a clear view of what the outcome will look like. 7.20  Chris discusses hurdles in the building industry with examples of daily site obstacles such as no-show contractors, progress interruptions, dodgy workmanship, weather, and awkward clients. The mental anguish is real - and it piles on. 8.30  Accumulative setbacks can crush mental health. How do you deal with perspective …? Is the problem a rock, is it a pebble or is it sand? Nick’s Jar analogy paints a picture we can all relate to. Can you delegate or outsource? 11.35 Delegation. Is that a sound reaction when things go wrong and is it achievable with the team you currently have? Are you going into a gunfight with a knife? 14.13: Chris returns the “Jar” Metaphor. If you move the “big rocks”, often you remove the pebble and sand-based activities as well. Map out your systems thoroughly and this will go far to eliminate the issues of “rocks”. Crazy? It makes sense! 15.10  Sometimes you may have to re-calibrate your goal – focus a                chunk of time on smoothing that people or process problem.                          Give yourself time to achieve that goal within a goal! 17.40  Do not dwell on the things you cannot change, Machinery breaks. People get sick. The weather goes bad. Don’t waste energy – be proactive and recognize that “it is, what it is” – and make a plan to move forward. 18.50 Unwavering discipline is the key. Work towards the plan because things you didn’t anticipate will ALWAYS happen. MOVE ON. 20.55  Dr Wayne Dyer says “Change the way you look at things and              the things you look at change” 21.20  If you’re a goal-oriented business owner and want further                    direction... or you’re struggling and need a mindset over-haul, contact us at ask@upcoach.com.au EPISODE SUMMARY        So, go ahead and visualize the end goal and put yourself in that space! Do not lose sight of what is important. Keep that inner fire burning for success day after day; you’ll need that vision when things, inevitably, get tough. Make sure you identify whether it’s a people or process problem - and again,  keep moving forward. Do not dwell on the issue if it was out of your hands. Don’t knee jerk your response - it’s not a short sprint, it’s a marathon. And finally, when “growth occurs through friction and challenge”, facing obstacles on the way to success can only improve your resilience and power to achieve! Good luck and stay the course!

Ep 48: CRUSHING Business Obstacles & Keeping on Track - Coaching Conversations

You invest in your business – but how often do you invest in your health? In this episode, Nick and Chris dig deep on the relevance of Wealth versus Health. If you forego balance, you accept the risk of running yourself into the ground because your business WILL suffer. But how do you prioritize mental and physical wellness when business is so tough right now? Listen to this inspirational chat on work-life balance in the latest “Coaching Conversations” with Nick and Chris …. Time Code/Show Notes 0.22  Welcome to the show and intro. 1.25   Nick dives headfirst into deconstructing the old adage, “if you don’t have your health, you have nothing… and counters it with the argument that money is life-blood for business owners. Health and wealth is an easier balance when you work for someone else because you can take paid sick leave. But the guilt piles on if you’re a business owner who takes a day off. 3.45   What is your priority? Is it a consistent priority? If it is wealth,              Nick talks about what can suffer. Conversely, if your bank account isn’t prioritized, there’s some crashing realities you’ll also have to consider. 7.05  What is your current status? Are you building your empire,                  burning the midnight oil? Is that level of commitment sustainable to good health? 8.25  Nick asserts you must “listen to your gut”. How do you really feel about your current balance and can you recognize the tipping point? Too much other way and it can all go pear-shaped. 11.40   Removing yourself from the race, regularly, gives you insight into how you are dealing with that “balance”. Chris talks about how walking each morning helps with insight.   12.33  Do you “invest in self” daily? Chris recounts the consequences off a Michelin starred chef who slept under kitchen benches so he was in the “office” before his staff each day. 14.15   The million-dollar question is this; how do you integrate both health and wealth? Nick reveals his exercise regime and how it helps him focus on what’s immeasurably more important. Do you exercise daily? How about meditation? 15.20  Everyone should find just fifteen minutes in their day to get the body moving. No excuse is valid.  Sometimes your body needs that spotlight because it’s saying “ I need you”. Listen to your inner voice and make sure moments in your day are about YOU. 18.30  What works best for you is easily determined when you give yourself leeway to care about your health. Why does Health v Wealth have to be a “choice”? What if it was purely a case of integration? 19.25   Every three months, take three days off. That’s Nick’s secret to re-energizing! 23.00   If you’re a business owner needing guidance on work-life                integration, contact us asap at ask@upcoach.com.au EPISODE SUMMARY        Chasing wealth and status works…  until your brain and body doesn’t. Invest in “self”, daily. It will catch up with you if you don’t and dangerous coping mechanisms are never the answer. Ask yourself, right now, how is the division of Health and wealth serving you? Which one really comes first? Nick and Chris firmly believe that you must invest in “self” before you can invest in the business. If you listen to your gut, you’ll realise that it simply isn’t a choice. Learning to integrate both is, ultimately, worth striving for - and putting a value on your time and health, is priceless. So, perhaps a good place to start is to jump online and book a three day weekend, stat! And … look after yourself ?

Ep 47: Health or Wealth - Which comes First? - Coaching Conversations

Are you running a business - and a family? Does your work take you away from your kids? If you’re deep down a rabbit hole searching for work-life integration, this episode of Coaching Conversations will delve deep into those conflicting fears – and how you can overcome them. Nick and Chris will draw on their own personal stories plus the latest in research and light bulb moments so you can give your business – and your family – the attention they need. Listen now for life hacks to work-life balance in the latest “Coaching Conversations” with Nick and Chris …. Time Code/Show Notes 0.22   Welcome to the show and intro. 2.10   The tables have turned and the spotlight is on Chris. His advice on navigating family life and running successful business pivots on the notion of “balance”. Energy and time is juggled but only to a tipping point. Chris uses a See-Saw analogy to deftly explain why you need to recognise that “tipping point” and be at peace with the acceptable to and froe. 4.15    Do you challenge yourself to keep the See-Saw equally balanced? Because the reality is, you cannot be in both places at once. Ask yourself, where do you need to be spending your time, right now. Frustration, anxiety, stress and manifested health conditions are all by-products of trying to keep the See-Saw balanced. In short,  stop trying. It’s no good for you, your business or your family. 6.20   The best way out of the rabbit hole of guilt, is to assess your priorities in any given moment, day or week. Chris insists on structuring your days and minutes – eg; “from 4 – 6.30 pm my family is my most important priority” This might mean closing your computer, muting your phone. Identify the priority and be comfortable saying “this is what matters most” in that moment. 10.25   Discipline and ruthlessness.  If you want it badly enough, you will do it. As Nick succinctly says, “your kids don’t stop growing and you don’t get that time back”. It’s simple to make time when you make it the top priority in that moment. 11.40  How do you prioritise your favourite things? Chris breaks down his typical day (it’s always curious to know how other people approach the same 24 hours!). 16.25    Nick gives an insight into his particular style of “work-life integration”. 18.00   You’d be surprised at the respect and understanding clients have when they know you’re prioritizing your family time. 19.00  It works both ways. Being present applies to both your home              AND work life. 23.00  If you’re a business owner needing guidance on work-life                integration, contact us asap at ask@upcoach.com.au  EPISODE SUMMARY        What is your takeaway from this inspirational conversation? Is it that “being present in the moment” matters? When you break down those priorities, your kids need you as much, if not more, than your business does. So as a business owner with a young family, you must master the discipline to be “in the moment” - and keep that See Saw moving evenly days, weeks, months ahead. Own your time ruthlessly and give priorities your undivided attention. Apply and dedicate work where you need to. And stick to that routine.   Plus - know that the pressure you put on yourself to get things done and be all things to all people – is just that. Self-created pressure. Time to let it go, choose to be ruthless, and value your time with those most valuable in your life!  (Oh… and don’t take your phone to the dinner table, okay ?)

Ep 46: How to Juggle a Business & Kids - Coaching Conversations

How do you make decisions in business? Do you trust your instincts? Do you trust your processes when faced with weighing up pros and cons? In this episode of Coaching Conversations, Nick Psaila and Chris Herbert want you to “back yourself in business”. Qualify who you want to work with before you line up the options. If you’re not feeling it, learn how to dig deeper. The reasons will save you heartache, headaches and even bigger dollars. So … discover how to get the most out of good decision-making by identifying and trusting those gut instincts…. in the latest “Coaching Conversations” with Nick and Chris ….! Time Code/Show Notes 0.22    Welcome to the show and intro. 1.38  Nick gets to the nitty-gritty of trusting your gut with a tale about a difficult client – and we’ve all had those! Qualify your client on the front end and determine what you want from the transaction. Identify and trust your own feelings. 4.40  Pre-engage with the client, whether that’s through your first line reception or call center. Check your filters and hoops so your clients fit your particular criteria. 6.30   According to Nick, trusting your sixth sense is paramount;         emotions play a huge part in the decision-making process no matter how impartial your structures and filters in business may be. Identify those with similar energies. Finely tune your   “people radar” in the workspace just as you would in a social situation. 8.25  Does your heart react faster than the brain? Nick talks about how you can make more influential decisions minus ego. 11.01  Listen to your senses, use your logic. There’s a natural synergy to the elements of knowing what you value and knowing what you want. As Chris asserts, if your values do not align with a  client or colleague, you’re inviting a world of hurt. Is it worth your time moving forward? Listen to your instincts! 13.40   Be aware of compromising your sanity and values for the dollar.        There should be no decision when the only options are losing your money or your soul.  If you can free yourself from a working partnership that is going nowhere, you make yourself available to others where you can make a real difference.  16.00  Don’t concentrate on the one percent. Let them go and give your time and energy to the clients who share your values. 20.00  If it feels wrong, it probably is! Chris paraphrases Tony                        Robbins “If you trade expectation with appreciation your entire life will change”… 23.00  If you want to break down your decision making processes talk to us this week at ask@upcoach.com.au    EPISODE SUMMARY        The essence of today’s chat? Being true to yourself and acting with integrity. Know when to deconstruct a personal or business relationship should you feel like you’re banging your head against a wall….it’s a clear sign that you are not acting in line with your values. Listen to your gut. With a greater level of awareness, you can trust yourself in a decision and stick with it. And the reason you need to back yourself and trust your instincts? They’re “built” for you. Gut reactions are yours and yours alone; a bespoke system to guide you away from danger and towards those who share your energy and values.  

Ep 45: Making the HARD decisions EASIER in your Business - Coaching Conversations

Are you struggling with expenses within your profit and loss? In the latest Coaching Conversations, Chris and Business Growth Expert, Tony Crossin, address the subject of business expenses. From rent to wages …. utility bills to indiscriminate purchasing, is it possible to reduce these expenses while still growing sales? Ask yourself, are you doing “spending audits” on your business every month - because that break-down can surprise even the most astute business owner. Don’t squander your profit on cumulative out-goings (they add up when you look ever so closely!) Today, you’ll learn why you need to challenge your levels of awareness. Coaching Conversations opens up the dialogue on what you can do to make even the smallest adjustment to your business expenditure. Here we go…. Time Code/Show Notes 0.22  Welcome to the show and intro. 1.30  Let’s jump straight in. Tony believes every good business must review its expenses every three months! Do you have a  consistent approach to checking your expenditure? Tony explains the concept of managing “Two Lines Apart” What initiatives can you take to drive sales up – but what can you do to drive costs down simultaneously? 4.20  There are ways to target expenditure but make sure it has zero negative impact on your customers. Look at cost of goods, look at wages – your big ticket outlays. Tony’s previous restaurant business used 10k in electricity every quarter – he surmised that even a 5% reduction in his power bill would allow him to employ an extra person for the year! 6.05   Awareness is key. Pull out your profit and loss… fine-tooth comb your bank statements. What are you spending? What’s going  “out”? Handy tip: Review your subscriptions every quarter! 7.30  Keep a keen eye on indiscriminate purchasing. That extra tool from the hardware… shouting the team lunch. It all adds up. 10.40  Who assumes responsibility? Who takes control of the money?  Who pays the bills inside your business?  Are they spending where they need to be spending? Chris suggests a weekly Finance Talk to get on top of what’s essential. 13.15  Put someone in charge to keep your eye on expenses and ask questions. Search for ways to systemize or automate so you can drive costs down in a short period of time; essentially,  working smarter will reduce incidental costs. 15.50   Chris wants you to become more resourceful. To borrow a company’s mantra “Do More with Less”. Tony looks at how to add 10% to last year’s budget while keeping expenses the same. Is it doable? 18.00  What is the Art of Negotiation? If you’re not negotiating a “Win-Win” you’re negating the principle of “more for less”. You never know what can happen until you ask! If you need any help with P&L’s and reducing expenditure talk to  us this week at ask@upcoach.com.au  EPISODE SUMMARY        It’s time to change your expenditure narrative. No more “Why are we late on this and why isn’t that paid”… No more freewheeling and ignoring the numbers! Keeping a keen eye on expenditure will make your business more profitable. With a greater level of awareness, you’ll know what you’re spending money on. So, think about how you can grow sales and reduce your outgoings – it can be done! Work smarter, not harder ? And lastly, negotiate. You won’t know “what you can get for less”, until you “ask the question”. From internet service to fuel cards, trim the fat where you can. Because that’s your profit. Good luck!  

Ep 44: The BEST Way to Keep Costs Down - Coaching Conversations

Today in Coaching Conversations, CHRIS and Business Growth Expert, Tony share their financial wisdom on budgets! What is it… how do you create one... and is a budget really a goal-based target? CHRIS and Tony remove the fear around setting targets through budgets. Your new budget should provide the framework to plot strategic business decisions. The clarity for the future…  and accountability to change decisions when the numbers are not stacking up.    So, let’s get to it – let’s debunk some myths and deconstruct budget anxiety in another insightful episode of Coaching Conversations! Time Code/Show Notes 0.22  Welcome to the show and intro. 1.30  Do you really need a budget in business? Yes! And what is it?  It’s simply a PLAN. Tony breaks it down in terms that we all understand!  If you feel out of control with what’s happening within the business, chances are your budget is non-existent or not doing its job. 4.00  Where to start? A basic budget involves examining what you did last year – and improving it. Tony suggests adding 10%. Then measuring those actual figures against what you planned to do each month.  Plan what you intend to make – and plan what you intend to spend. This will have a big impact on your operating profit at the end of the year! 7.45  Tony recommends business.gov.au for some very handy resources. 8.55   Do you have a budget currently? How do you go about making one for yourself? The answer is research; talk to your bookkeeper or accountant! Educate yourself. Use the people around you. Plan more, do more; it’s a lovely side effect of training yourself up – and it’s addictive. 10.55  So, how do you plan well and execute well? Planning is purely trying to foresee what’s coming so you can make important decisions and this is firmly based in research. Investing time into observing, learning and deconstructing how your business performed in the past will lead to educated planning. 12.38    Ask yourself. What do I have to do this week in order to make money? Break it down – am I doing better or worse than budget. What can I keep, what needs revision? What is within my scope of “doing”? What am I learning that will help make next month’s budget better? Executing a budget involves lots of questions! 15.25  Developing profit-making habits is easier than you think. How often do you track your budget versus what is actually happening? Tony strongly advises weekly, if not monthly for some very sound reasons. 19.00    “It’s not about looking, it’s about doing”. You can look at your numbers but if you don’t craft a ‘to-do list’ you’re behind the eight balls again. Budgeting is like turning the light on in a really dark room. Do not be afraid of doing your own budget!                 22.31  If you want to have a crack at preparing your own budget and need help, Tony is brilliant. Flip an email now to  ask@upcoach.com.au  EPISODE SUMMARY        We all have to start somewhere. And you certainly don’t need to be a whizz with figures to create a budget and turn your business around! Use your resources, get advice – it’s that simple to begin the journey to control and manage some of the numbers in your business. Investing in the knowledge of your business, no matter how small, can awaken the giant – train yourself up and turn that learning into a natural habit. A process that becomes second nature! Developing profit-making habits is easier than you think. You just have to begin!

Ep 43: Avoid Budget Blowouts - How to Create a Budget in 2021 - Coaching Conversations

Today in Coaching Conversations, Chris and Business Growth Expert, Tony discuss the challenges of cash flow in business. What is it? Why is it important to keep that cash flow coming? How do you track the money flowing in and out of your business? Many astute owners still fail to grasp the concept of cash flow management but today Tony gives us usable insights at a deeper level. He’ll give us accessible tools to bring new ways to plot and manage cash flow - so we’ll know what’s coming – and going! It’s time to stop playing catch up and realise that there ARE ways to get on the front foot … in this valuable episode of Coaching Conversations! Time Code/Show Notes 0.22   Welcome to the show and intro. 1.50   It’s a basic fundamental. Making money is critical, that‘s why you are in business. Tony says cash flow is like “breathing” and how this effective metaphor illustrates how short breaths in (money coming in) and a long breath out (more money being spent) represents your business – under stress and in danger of crashing. 4.36   It is crucial that you are “bringing in more money than is going out”. Use this analogy to think about your current cash flow position. 5.40   The million-dollar question is “what causes cash flow problems”?        While every business is different, Tony assures us there are standard insights. Look at your sales ratio? Are sales failing to stack up compared to expenditure? Are your expenses too top-heavy? Staff – resources? Even when it’s quiet staff have to be paid each week. 7.15   Are you crippled by not being able to make regular payments?                  Super… insurances… vehicle regos et al. Do you find yourself managing the day to day but when those large payments come along, does it drain the coffers? Do not fall into the trap of going on ATO Payment Plans or deferring super payments. Sleepless nights worrying about debt is not cool for anyone. 9.30  Tony reveals that cash flow is the third biggest killer of business.            When you’re in a lot of debt, the only option is to bail out.                                Managing YOUR cash flow is that IMPORTANT. 10.22   There a three great tools to help you drive through this cash-flow hump. From a financial stance, become more aware of what is going in with your business. It’s not your accountant or bookkeeper’s gig – the responsibility sits with you. Your BANK STATEMENT is your most important tool. 13.30  A fantastic tip is to budget and plan using a free ATO                              spreadsheet so you can plot and track how you are travelling. Tony has great things to say about this amazing tool. Map out your year now while it’s still early!              15.45  Structure payments so you’re not hit with large sums that haemorrhage the business. You must put that “rainy day money”                    aside to cover situations. Reserve monies for your BAS, your                       Super, your insurances… 19.40  If numbers scare you, Tony highly recommends speaking with your accountant. Know what you need to do and how you need to do it. Their advice can really help you turn it around.    22.31  If you’re struggling with cash flow, shoot us a question at ask@upcoach.com.au EPISODE SUMMARY        First and foremost, the take-away from today’s conversation is awareness. Knowing why cash flow has such an impact on your business. Knowing what your “outgoings” are and using the tools that are available to you.   Examine that Bank Statement – and often! Download the schedule from the ATO – it’s free and it’s fantastic. You have the tools to understand, manage and control what happens with your cash flow. And don’t forget to schedule payments so you don’t impact the cash flow of the business when you need to out-lay big sums of money. If you’re not making the margins, please, don’t plod on. Remember, it’s not what you earn, it’s what you spend that gets you into tricky situations! But there are tools to help you turn it all around. Sleepless nights over debt and expenditure should be the extreme exception - not the rule ?  

Ep 42: Cashflow Confessions - The Biggest Killer in any Business - Coaching Conversations

Today in Coaching Conversations, Nick Psaila and Chris Herbert discuss the importance of financial KPIs. If you’re serious about growing your business you must have clear financial targets. Loose or vague numbers won’t get you where you need to be. Weekly or monthly, are you striving towards a financial goal? If not, why not? As a base question, how did you go this week? How much money did you make? Nick and Chris dive into how businesses must be accountable for improving profitability with thoughtful, fearless goal setting. So, let’s go!  Targets – why you must set them and what happens if you don’t – in the latest episode of Coaching Conversations! Time Code/Show Notes 0.22   Welcome to the show and intro. 1.55   Are you one of the many Aussie businesses that don’t have concrete financial targets? Do you leave it to your accountant?                      Do you feel secure about what’s in your account – or do you avoid looking at your figures as much as possible? 2.56   Nick begins with the number one reason to have sure financial targets. Accountability. Do you know what you’re quoting? Do you ignore financial data? How do you keep on track to set your financial goals without basic data assessment? 5.08   Nick has great markers on how to become accountable. No more head in the sand! Understanding and overcoming the fear of the unknown plus repetition is the key.  You will become better at numbers! 7.20  “The numbers will become a picture”. As you improve, ask for help, talk with your bookkeeper/accountant, the numbers will no longer hold you hostage. Don’t fear it – and keep doing it – that’s when it will fall into place. 8.50   A lot of clients say “we didn’t make a lot of money last month so        we’ll work harder” or “my net profit figure doesn’t match what I                    have in my account!” Nick talks through the immediate changes you can make for real difference. 10.15  Target to assess? Covid hammered almost every industry and more than ever – initiating accountability gives you a target to assess. On a short-term basis, Nick says this is key to avoiding the fallout of plummeting profitability. 13.00  We feel a sense of accomplishment when we value money.                  Dialing into the money and the numbers help with a feeling of “reward”. Money is not everything, but it’s Business 101 and it gives you options ie money to finance the equipment. 16.10   Having targets give you choice.  From hiring and expansion to cash flow to marketing… without a profit account, you don’t have choices to keep the business growing. It can be selfish - but also selfless in that you have choices to give back to the community(personal) or help a team member (business) 19.30  Increasing your asset worth is a supplementary reason to shoot for - and constantly assess - financial targets. 22.25  Like to learn more about financial target setting? Reach out to Nick and Chris at …. ask@upcoach.com.au  EPISODE SUMMARY        The message is crystal – there’s no point working harder and not smarter if you don’t have clear financial targets and strategies in place. The big take-away here revolves around accountability. Without accountability, you will forego assessable targets. Additionally, feeling a sense of accomplishment is important as you are rewarded for hard work. Success, at the gut level, is why most people are in business themselves. Don’t forget that having that healthy profit account gives you choices.   And finally, the knock-on effects of setting goals can increase your asset worth. Understanding how much money you’re making  - and where it goes – plus knowing that steady growth month on, month off is vital to selling your business! Hitting objectives is always impressive. So, get better at the numbers and eventually the numbers become a “picture”. It’s this picture of profitability that makes running your own business all the more rewarding!

Ep 41: Why its so Important to Set Financial Targets - Coaching Conversations

In this episode of Coaching Conversations, business growth experts Nick Psaila and Chris Herbert break down the reasons we procrastinate and how we can overcome the tendency to shelve the hard decisions.   Whether it’s marketing or lead generation, the root cause of procrastination could be costing your business tens of thousands. Nick and Chris discuss the ways in which rationale, logical decisions evade even the most astute business owners. Often it can cost you MORE to fence sit (and those splinters hurt!) This inspiring episode of “Coaching Conversations” will encourage you to re-focus on landing clear-headed, timely decisions. You will be reminded that calculating the cost of not making that decision can bring clarity. Because as we all know, time is money. Enjoy! Time Code/Show Notes  0.26  Welcome to the show and intro. 1.34   Nick dives straight into why the tension of procrastination connects to “desire” and “will” … and the subconscious decision of business owners “not to act” on making a decision.    4.19   Is procrastination simply not acting on a desire? 4.30   What are the triggers of procrastination? Nick discusses the events and thoughts that can cause you to stall on making a business decision; common triggers include hiring a new employee, spending money and making a call on your own health habits. 6.40   Nicks crunches procrastination down to “making a non-decision based on lack of data”. Investing in cryptocurrency can illustrate the example of procrastination due to a “wait and see” mindset. The trigger? The possibility of losing money. 7.35  Another trigger is “replay” otherwise known as the voice in your head. It can make indecision easy to accept - and repeat.   8.50   Procrastination can be used in clever ways but in business, it simply costs you money. It is a thought process that retards  action. 9.20   Nick lays it on the line. Ask yourself, what is the cost of indecision?  What’s it going to cost if you don’t buy that software  – or the new ute – or if you don’t pay your super? What happens if you’re procrastinating over a decision to stay in a  stale relationship? 11.15    It is important to calculate the enertia – decide what you need to do to make the decision happen. 14.15   Consider the last time you made a serious decision, did you set yourself small goals around making that happen? Nick insists this is a vital step towards a satisfying outcome. He uses the example of hiring a new employee; filter by phone call first, only do a small number of interviews until you’re ready to progress…make the decision-making process easier! 16.05    The only way to move through procrastination is to BEGIN! “Start by starting,” says Nick. If there’s a lock-in point today, it’s to simply BEGIN. 19.30   If you need help with tackling procrastination in your business reach out to Nick and Chris. (It’s an easy decision to make!)                            …. ask@upcoach.com.au  EPISODE SUMMARY        So much to take away in this episode – so let’s get started!   When business owners everywhere are employing caution more than ever, you must learn to tackle indecision in order to thrive. Ask yourself what’s the trigger? What’s the replay? What will it cost you if you don’t act at all? You must decide on the enertia needed to get yourself moving. And don’t forget that setting small goals, creates a clearer path. The final note is to “start by starting” – if you suffer from procrastination (as we all do to some degree in our professional and personal lives), moving forward only comes with “starting the thing”. Keep reminding yourself that indecision will cost you more than “not” making a decision. Changing your mindset towards decisive action will become easier with practice and eventually, become second nature!

Ep 40: How to Beat Procrastination - Coaching Conversations

In this episode, Nick and Chris discuss the three tops ways to convert prospects into action.  Listen in as they guys discuss your message, your offer, and your follow-up. What will ensure you beat your competition to winning clients?  There are a lot of “tire-kickers” that aren’t ready to spend… how can you reach the ones that are poised to do so? What can you do practically to improve your offer so that our stand out among your peers?  How can you ensure you don’t lose a client through lack of follow-up?  The answers are simple and powerful when implemented.  Get a pen ready and write down the simple steps to Client Conversion. Welcome to Coaching Conversations – March edition Time Code/Show Notes   00:25   Chris welcome to the show and the focus on improving your sales conversion rates.  01:40   Chris asks Nick … “what are your top 3 ways to convert better sales from leads to over the line?” 02:13   How good are your leads?  We may be reaching a lot more people via social media …but how suitable are these? 02:46   Nick’s first key to successfully converting leads to becoming client:  Important to REFINE YOUR MESSAGE.  Makes all the difference to who you’re attracting. Your business may be able to help many types of people – but do you really want to or need to?  04:02   How do you refine your message?  You need to test it.  3-5% are ready to purchase or proceed.  You need to ensure your message gets in front of them. 06:04   35% need to be convinced a little bit more.  They need more connection and communication to help confirm their decision to move forward with you.  Address their problems and how you can solve.  The rest (vast majority – 60%) are not ready to buy and probably won’t be anytime soon… so focus is vital on the ones that are. 07:59  Nick’s second key is to REFINE THE OFFER.  If a client is comparing two or more competitors for their purchase…. Ensuring your offer stands out as better value will convert better.  It’s not that difficult to do so with some creative thought.  You can offer more without if costing your much more.  Your offer needs to clearly show value.  Nick suggests some practical ideas to get the mind ticking. 12:26  You need to dial up the wow factor in your offer.  It doesn’t have to lose you money.  There are strategies to ensure it’s impactful without affecting your bottom line.  Nick offers more suggestions. 15:34   Nick’s third key to converting leads… FOLLOW UP.  Many clients fall off the radar due to a lack of follow-up.  75% of businesses give up after the second or third connection.  Today it may take ten or more connections to get a client to proceed.  The fortune’s in the follow-up! 18:20  Follow-up is massively underutilized.  Set up a system that does it for you.  Automate emails, follow-ups need to be designed.  We can spend a lot on getting leads and then let them fade with a lack of follow-up.  Step by step – design your client timeline. 21:50    Don’t overcomplicate things.  Do the basics well and consistently.  It’s a game of persistence. EPISODE SUMMARY In brief…  Nick and Chris chat about ensuring your message is getting through to the right people at the right time… and what to do when you have reached them Refine your message to ensure you’re targeting the RIGHT client type. Refine your offer to stand out from the crowd. Follow up leads methodically. Get a system set up to ensure you do so consistently.  

Ep 39: How to Make Closing Really Easy - Coaching Conversations

In this episode, Nick and Chris discuss the numbers that you need to know in your sales process.  Some critical key metrics that you need to understand at a deep level.  When it comes to marketing and sales… what are the key numbers you need to master to ensure you can continue to succeed?  How many clicks does it take to get a qualified lead…?  How many leads does it take to convert a sale…?  What is the lifetime value of your clients?  What is the velocity of your ad spend return?  There are a number of ways to ensure you are aware of these numbers, measure, and benefits.  Get a pen ready and write down the simple steps to Client Conversion. Welcome to Coaching Conversations. Time Code/Show Notes  00:25     Show Welcome 01:35    What are the key numbers in your sales cycle/process. 02:07    Why do we need to know these numbers?  They tell us a picture or what’s at hand.  What we need to change or edit to get the best results.  Start with Marketing 02:31    Cost per lead is the first one to concentrate on.  Not cost per click.  Clicks mean very little.  It’s not the number of people clicking on an ad.. it’s the number of people who take the next step (opting in… taking action).   How much is that OPT-IN costing you?  If it takes 50 clicks to get a lead… that adds up.  What is your number?  Things 04:43    Leads aren’t just priced in clicks.  How much TIME or MONEY does it cost you to go visit potential clients?  Petrol lost work time etc.  04:52    Second number to look for is – your conversion rate.  Do you have an exciting offer that will make this grow? 06:22    Sometimes you don’t need any more leads!  You just need to look after the ones you’ve already got.  Slow down and concentrate on the ones on hand. 07:27    In sales… the conversion rate is vital also.  How many leads do you need to have one converted to a confirmed sale?  Need to know this number.  If low – maybe you need to focus on improving your conversion tactics to conclude the sale.  09:31  Is it your ideal client that you are attracting in your marketing?  Is your sales process adequate enough to benefit from the leads?  Tweak your process to ensure that leads are more ready to go.  An ad to Opt-In … Opt-In to Sale.  Need to know how much that costs you. 12:53  What is a Client Life Value?  How do you measure it and how do you improve its impact on your business? 16:52  What is the “Velocity” of a return?  How do you measure it?  How can you narrow it down? 18:30   How good is your referral game?  19:18   What do you do if you don’t have these numbers at hand? EPISODE SUMMARY In brief…  Nick and Chris chat about the numbers that you need to know in order to develop and grow your business.  When it comes to sales and marketing What is your cost to acquire, keep and grow customers? How quickly do they become clients? How do you get these numbers in the first place? 

EP 38: The Numbers You Must Have in your Sales Process - Coaching Conversations

In this episode, Nick and Chris discuss the three tops ways to convert prospects into action.  Listen in as they guys discuss your message, your offer, and your follow-up. What will ensure you beat your competition to winning clients?  There are a lot of “tire-kickers” that aren’t ready to spend… how can you reach the ones that are poised to do so? What can you do practically to improve your offer so that our stand out among your peers?  How can you ensure you don’t lose a client through lack of follow-up?  The answers are simple and powerful when implemented.  Get a pen ready and write down the simple steps to Client Conversion. Welcome to Coaching Conversations. Time Code/Show Notes  00:25  Chris welcome to the show and the focus on improving your sales conversion rates.  01:40  Chris asks Nick … “what are your top 3 ways to convert better sales from leads to over the line?” 02:13  How good are your leads?  We may be reaching a lot more people via social media …but how suitable are these? 02:46  Nick’s first key to successfully converting leads to becoming client:  Important to REFINE YOUR MESSAGE.  Makes all the difference to who you’re attracting. Your business may be able to help many types of people – but do you really want to or need to?  04:02  How do you refine your message?  You need to test it.  3-5% are ready to purchase or proceed.  You need to ensure your message gets in front of them. 06:04  35% need to be convinced a little bit more.  They need more connection and communication to help confirm their decision to move forward with you.  Address their problems and how you can solve.  The rest (vast majority – 60%) are not ready to buy and probably won’t be anytime soon… so focus is vital on the ones that are. 07:59  Nick’s second key is to REFINE THE OFFER.  If a client is comparing two or more competitors for their purchase…. Ensuring your offer stands out as better value will convert better.  It’s not that difficult to do so with some creative thought.  You can offer more without if costing your much more.  Your offer needs to clearly show value.  Nick suggests some practical ideas to get the mind ticking. 12:26  You need to dial up the wow factor in your offer.  It doesn’t have to lose you money.  There are strategies to ensure it’s impactful without affecting your bottom line.  Nick offers more suggestions. 15:34  Nick’s third key to converting leads… FOLLOW UP.  Many clients fall off the radar due to a lack of follow-up.  75% of businesses give up after the second or third connection.  Today it may take ten or more connections to get a client to proceed.  The fortune’s in the follow-up! 18:20 Follow-up is massively underutilized.  Set up a system that does it for you.  Automate emails, follow-ups need to be designed.  We can spend a lot on getting leads and then let them fade with a lack of follow-up.  Step by step – design your client timeline. 21:50  Don’t overcomplicate things.  Do the basics well and consistently.  It’s a game of persistence. EPISODE SUMMARY In brief…  Nick and Chris chat about ensuring your message is getting through to the right people at the right time… and what to do when you have reached them. Refine your message to ensure you’re targeting the RIGHT client type. Refine your offer to stand out from the crowd. Follow up leads methodically. Get a system set up to ensure you do so consistently. 

Ep 37: How to Improve Your Conversion Rate - Coaching Conversations

The People, Profits and Purpose podcast is brought to you by celebrated business speaker, coach, mentor, author and thought leader Nick Psaila. In this podcast Nick gets to interview and unwrap his special guests by really understanding what makes them tick. Nick dives deep into the mind and business of his guests on the show, and finds out what their purpose is and how they have created their wealth. It’s also where Nick gets to share his concepts, tools, hacks and tips to help increase your profits and help you to build your personal and business life UP!

hubhopper

People Profits & Purpose Podcast with Nick Psaila

hubhopper