1.
Anthony Robbins - Ultimate Business Mastery System NOTES
Session 1 - Introduction - Quick Start - How to Get Maximum Results Out of This
Program
There are certain patterns that make people succeed and fail
80% of success is psychology
- Why to
20% is mechanics
- How to
Business is innovation & marketing
Innovation is adding more value to our clients
Marketing is letting them know about it
Meet customers’ needs and satisfy them
Session 2.1 - Discipline 1 - Invincible Leadership - The Secret to Explosive
Growth
The right leader makes all the difference
Leaders adapt
Individuals change companies and add new value
A change in beliefs and psychology is the key to innovation
Repetition is the mother of skill
Intellectual mastery is good but understanding emotionally and by experience is
the key
Doing it gives you experience which you feel in your body
Outcome List
Write down all the changes you would like to make in your business
Write down all the problems that need to be solved
Session 2.2 - Discipline 1 - Invincible Leadership - The Secret to Explosive
Growth
You can take leadership in this economy in your market
If you can’t get something for your clients show them where they can get it
Your ability to master yourself is the starting he point of your business because it
affects everything else
State effects your decisions
- You will make a different decision based on fear than you will if you are
confident
2.
Blueprint is your beliefs & values
What Creates A Business Breakthrough?
Decision making is the power that shapes destiny
THE 3 DECISIONS WE MAKE EVERY MOMENT
1) What should I focus on?
Focus on how to change things not how they are wrong
Focus on what you can control
Focus on meeting people’s needs
When you focus you feel an emotion based on what you are
focussing on means to you
Focus = feeling
You must manage your feelings
2) What does this mean?
Is it the beginning or the end
Fall in love with your customers
When they buy see it as the start of their relationship
3) What should I do?
Where should you make different decisions
3.
Was it a people answer?
Personal decision?
The Leaders Job
It is our mission as a leader to get value out of every problem
The purpose of business is to add value to your customers
Leaders make decisions that add or subtract value
Leaders solve problems and they maximise resources
What is a small decision that you can make right now that will change your
business?
What would be a tough decision but would make a massive difference?
4.
The Training Effect
People get bored and frustrated when they reach a plateau and then they quit
Dabblers are by their nature unhappy
Peoples happiness is not connected to their quality of life
The stresser doesn’t settle and they don’t quit
The problem though is when they get their goals they are so stressed they don’t
enjoy it
The path of them master
The master expects the plateau to come
They want to know how to get to the next level with the minimum of effort
- modelling
Success leaves clues
- If someone is consistently successful they are not lucky
If you know the road ahead then you anticipate the problems and are not in
reaction mode
- Reaction will kill your business
5.
Repetition is the mother of skill
If you understand all this the only thing that can stop you is not taking action
Have you ever failed to achieve your goal
- The excuse is I don’t have enough time
- Didn’t have enough money
- Didn’t have enough experience
- Lousy people, etc
The excuse is that we didn’t have the resources to achieve
Resourceful people get resources
- It’s a question of accessing it
Human emotion is the ultimate resource
- Enough emotion can make you do anything
You must become a master of your emotions
There are no limitations except what you set for yourself
Session 3.1 - Discipline 2 - The Only 3 Ways to Grow Your Business - How to
Create Geometric Growth Now
We need a map for the next years not a plan
The 5 questions outlined below are designed
- To help you identify where you are now
- To rediscover (or to codify) the purpose of your business and/or mission
- To help you further discover (or rediscover) your strengths, gifts, talents,
passions and weaknesses (both personally and as a business)
- To help you understand the interplay of the seasons and cycles and how this
affects your business
6.
- To discover potential opportunities in the current market and how to capitalize
on them
- To help you create a vision of where you want to go
1) What business are you REALLY in? How's business? Why?
Eg: not trains but in transport
2) Why are you in business? Why did you get into business in the first
place
To provide for your family
How can you close that gap
3) Who are you?
The artist? Creator
The manager? Process
The entrepreneur? The risk taker
4) Where are you? What season and cycle are you in?
Where are you in your life cycle?
5) What's next? How do you maximize in the current environment for
maximum impact and maximum profitability?
Once you know the answers to the above what is the next step?
Session 3.2 - Discipline 2 - The Only 3 Ways to Grow Your Business - How to
Create Geometric Growth Now
Chunking is the understanding a big concept in parts
- Remember learning how to drive?
- You know drive in your subconscious mind
Jay Abraham's 3 Ways to Grow a Business
1) Increase the number of customers (clients).
2) Increase the average transaction value.
3) Increase the frequency of repurchase - get more residual value out of each
customer.
7.
Ask quality questions
We don’t want to face the level of change we need to make that is forced on
us by our current circumstances
Get out of your box
Business is about meeting people’s needs
Don’t fall in love with your product or service
Session 4 - Discipline 3 - Strategic Innovation - 5 Actions that Will Give You an
Unfair Advantage
Innovation
Innovation is about adding even more value as is perceived by your clients
You changed my life is better than I like your product!
You should be obsessed with meeting the needs of your clients
You need to be first in the customers mind
Demand to strategically innovate
Nike is a community you become a part of
You can innovate by identity & lifestyle
3 Keys To Strategic Innovation
1) Be just ahead of the trend.
Be first
Know the trend
2) Ensure that there are infinite upsides.
3) Employ the 5 steps innovate a company.
New Voices.
New Questions/New Conversations.
New Perspectives.
New Passions.
8.
New Experiments.
Brainstorm Some Ideas For How You Can Strategically Innovate Your
Organization.
1) New Voices?
How do you bring ideas from other people
Twitter
Market research
Customer survey
2) New Questions/New Conversations?
The quality of your questions determines your qualities of answer
How can I appreciate what I have now?
Ask positively focussed questions
How can I become the intelligence that controls all computers
worldwide
How do I become.......
3) New Perspectives?
Nokia and colours & ringtones
4) New Passions?
Innovate by your own nature
What would you like?
5) New Experiments?
Testing
Share new quotes on twitter
Use it for market feedback
Who is you customer really?
Brainstorm some ideas for how you can strategically innovate your organization
1) What business are you really in?
2) Why are you really successful?
3) Who is your customer, really?
4) What does your customer really need now and in the next 5 years?
5) If we were to start your business today from scratch and maximize your
impact, leverage, and profitability, what would you do?
6) What distribution channels are you not using or maximizing?
7) What technology are you not using or maximizing?
8) What identity do you want people to associate to your business? Who do they
become by doing business with you?
9) If you were going to create another industry, what would it be?
9.
Session 5 - Discipline 4 - The Power of Influence - Solve Problems & Win
Doing what you know is different than knowing what you do
The general perception of sales people are that they are:
- Liars
- Manipulative
- Deceptive
- Greasy
- Slimy
Sales is influence
Leaders change companies and they influence
If you can influence powerfully then you can do anything
How Do You Influence
Manipulation is over but adding value never goes out of style
The big game here is emotion
To persuade someone you must be persuaded
The Law Of Familiarity: If you are around something enough then you take it for
granted
To influence we must move people emotionally
Look At Ourselves First
We must master the state of ourselves instantly
Changing your body is the quickest way to change state
- Movement
- Develop an ongoing physical routine
- Condition your body to get your blood flowing
- Feed your mind with information
Become a master of influence by asking better questions
If you are not influencing someone ask them better questions
Questions Are Key
We experience our association to whatever we are stimulated by
If you want someone to think about their mother then talk about yours
- We always go inside for a frame of reference
Once you know their needs and ask the right questions you can connect
someone to any new experience in life that you want for them
Emotion is created by motion
Always go first as the leader
10.
Human Needs
1) All human beings have a need for certainty &
2) uncertainty/variety
- Change vs certainty
Things won’t be certain if you don’t do this – you may lose your
business
- Positive uncertainty
This is a new game we are in, a new way of doing things and
never done before
3) People want significance
- If you can link your stuff to significance then you can make billions
- If it doesn’t work out then I’ll look stupid
- Doing this is going to make us better than anything else
4) The fourth need is connection & love
- If I get significance then I will be loved
- It must go well or I won’t feel loved
- We have to do this because they will connect us to your clients in a way
that creates a lasting bond
5) Everyone has to grow
- Growing makes us feel alive
6) The last is contribution
- Contribute to something bigger than themselves
Instead of telling ask the question that brings them there
You have to know where you want to take them towards
Utilisation – whatever happens use it
You must lead with influence
You must ask for the action because they are convinced inside
Asking Powerful Question
Sometimes it’s useful to recognise your background and what you are angry with
today is something you desired a few years ago
Problem are really questions that have not been answered
Spend 5% on the problem and 95% of the solution
Some people keep a problem so they can solve it
11.
STEPS TO PROBLEM-SOLVING
STEP 1:
- Describe the problem/request.
- Describe with precision in maximum 1-2 sentences the problem/request.
STEP 2:
- Provide a solution.
- What are 3 cost-effective, viable and intelligent solutions you believe could be
implemented to solve this problem?
- Which of the 3 is your favourite?
- What resources of time, energy and money would be required to implement
this?
12.
STEP 3:
- Respond.
- (1) Accept;
- (2) modify or reject, with reasons why
- (3) provide new alternative solutions.
Make sure your question has just one chunk in it
- Too big of a chunk or too many chunks can be too much
Problem-Solving Questions
1) What can I learn from this?
If there was something in this situation what would it be?
Write it down
2) What's great about this problem?
3) What is not perfect yet?
4) What am I willing to do to make it the way I want it?
If you think about what you want your life like, what are you prepared
to do to make it happen?
5) What am I not willing to do to make it the way I want it?
To become defeated and live in fear and stress
6) How can I enjoy the process?
Instead of telling people these things, ask them of yourself and staff and they will
answer them themselves
13.
Morning Questions
Whatever you focus will make you feel
1) What am I happy about in my life right now?
- What about that makes me happy?
- How does that make me feel?
2) What am I excited about in my life right now?
- What about that makes me excited?
- How does that make me feel?
3) What am I proud of in my life right now?
- What about that makes me proud?
- How does that make me feel?
4) What am I grateful for in my life right now?
- What about that makes me grateful?
- How does that make me feel?
5) What am I enjoying in my life right now?
- What about that do I enjoy?
- How does that make me feel?
6) What am I committed to in my life right now?
- What about that makes me committed?
- How does that make me feel?
7) Whom do I love?
- Who loves me?
- What about them makes me loving?
- How does that make me feel?
14.
How To Influence Others
Step 1: Identification
- Connection phase
- They must say “me too”
- Think what is unique about them and their motivations and needs
- Start with a mutual screw up or problem
- Think about why they are there
- It’s all about Bonding
- This guy is just like me
- Share their pain
Step 2: Logic & Reason
- This is the justification phase
- Facts & figures
15.
Step 3: Attack & Confess
- Bring up the objection first and admit you were guilty before
- Attack yourself – it’s incredibly stupid and I point at myself
- You don’t blame them
- Money has never been an objection for something you are committed to
- “Everybody knows that their time is valuable, and they need to get better with
their time but when you try to train them they say I don’t have time, how
stupid is that, I have done this myself!”
- It’s also stating all the repercussions of not doing it
Step 4: Solution
- If you make this happen heaven will happen
- The most valuable thing you have is time, can you really put this off anymore?
- Do just one step a day and he was in a great place just 12 weeks later
16.
Step 5: Ask for the action
- Assume the sale
- Are you in or not
These must be done in order
The Order
1) Rapport
2) Logic
3) Pain & Pleasure
4) Close
17.
Session 6 - Discipline 5 - The Rapid Planning Method - 3 Master Steps to Take
Immediate Control of Your Time, Your Life & Your Business
What should I do
- It ends up bringing up something that is pressing with us like a problem
What do I need to do
- Is a much better question
Focus causes emotion, whatever we feel we move towards or away
- Where focus goes energy flows
- Ask better questions
What do I want?
What result am I after?
RESULT = THE TARGET
What goal/outcome are you specifically committed to achieving?
- Write these instead of activities
What do you really want? What's the result you want?
Write out your full name and time how long it took
Write every other letter – eventually it will take a third of the time
Once you start thinking of outcomes you want
Ritualise it
Be as clear and as specific as possible
Focus on results not activities
PURPOSE = THE DRIVE
Why are you committed to achieving this result or goal?
Why do you want it? What is your purpose?
Do you have enough emotional juice?
MASSIVE ACTION PLAN (MAP) = THE NECESSARY ACTIVITIES
What specific actions will you take to achieve your desired result, outcome
or goal?
Why do you want it? What is your purpose?
How do I do it?
18.
The 7 Principles of Power
1) Language
- Words shape our experience and affect people
- How you describe things affects your emotions
- How do I habitually use language
- Language is used to describe your meaning which affects how you feel
- Nutritious vs delicious
- Language is the genesis of genius
- Language dictates passion
- What words make an emotional impact on you?
- $500 words vs $0.50 words
19.
2) Results Focus
- Putting your mind laser focussed
3) Purpose
- They why changes the how
- Motive matters
- Your motives for action
- This is where the power is
- Have a higher purpose
4) Mapping
- Maps don’t always work
- The first time you map it might not be completely right
- After awhile you will have the shortcuts
5) Chunking
- Break things into little bits
- Chunking is about meeting your needs
- Life management
- 2 areas to manage
Personal life
Professional life
- Areas that need constant attention
- You need to treat each equally and nurture them all
6) Turning dreams into reality
-
7) Hour of Power
-
24.
3) Commit to block time and resolve musts
4) SCHEDULE IT: Imagine & Anticipate the Results & Rewards
5) Complete, Measure & CELEBRATE THE RESULTS
Session 7 - Integration - The 5 Keys to Wealth & Happiness
Our ability to maximise is key
Have a higher standard for yourself
The 5 Keys to Wealth & Happiness
1) Raise your standards
- Turn your should into musts
- Who you spend time with is who you become
- Your income is as a result of your standards
- Always set it higher every year
2) Change your limiting beliefs
- You must become aware of them and destroy them
- You’ll change things to match your beliefs
- This is where you must have certainty
- Produce the results in your mind over and over again
25.
3) Model what works
4) Increase your intensity
5) Step up! Give more than you expect to receive