lesson teamwork & leadership

©Mark Yates & Associates Inc. T: 0151 334 4277. E: [email protected] 1

TEAMWORK & LEADERSHIP

By Dr. Mark D. Yates

The British American Security Expert

T: UK. (0) 151 645 9180E: [email protected]

W: www.securityexpert.biz

mailto:[email protected]

http://www.securityexpert.biz/

Mark Yates & Associates Inc. T: 0151 334 4277. E: [email protected] 2

Question

How do you think you can generate revenue

from businesses?

©Mark Yates & Associates Inc. T: 0151 334 4277. E: [email protected] 3

By Working As A T.E.A.M.

Together Everyone Achieves More

Copyright Dr. Mark D. Yates4

The Yates Leadership Philosophy

Lead, Follow Or Get Out Of

The Way


Team Dynamics

T.E.A.M.• Most instructors state there is no ‘I’ in the word

TEAM.• This is correct for most teams. • QUESTION – SHOW OF HANDS: Is it correct for

our team?• ANSWER: It’s incorrect. We are running a

different type of team. In our team, we have to also operate as individuals to meet our targets.


LeadershipBut teamwork is still very important, because if you work as a team,

I can train you to become a first class leader.

And then I can lead you to massive sources of NEW revenue.


Forming A Dynamic Team

• Strive for Elite STATUS.• Instil a sense of belonging to a Special Forces Unit.• Be ruthless in selection of personnel.• Hire & fire with an eye on YOUR long term goal.• To keep a sustainable management team of 64

people, you have to recruit hundreds.• Everything starts with recruiting and retaining

7 people for your individual team.


Personnel Qualities RequiredHIRING CRITERIA

• Positive Attitude.• Performance Led.• Hard Working• Trainability.• Confidence.• Positive Millionaire Mind-Set.• Team & Individual Player.• Competitive Mind-Set.• Realistic Expectations.• Ability to Beg, Steal or Borrow to get over the first 12

hurdles.


Personnel Qualities Not Required

FIRING CRITERIA

• Negativity.• Whinging.• Lazy.• Loser Mentality.• Inability to shrug off

other people’s negativity.

FIRING CRITERIA

• Lack of Performance.• Inability to Embrace

Training.• Inability to Assimilate

Training.• Inability to Help

Others.


Bullshit Talks & Bullshit Walks

• One of the most critical aspects of forming a DYNAMIC team, is never to bond with a loser.

• Losers whine, complain, bullshit, make excuses, lie, cheat, become negative, and eventually drag the rest of your team down.

• It’s the bad apple in the barrel syndrome. Be cruel to be kind. Bin the bullshitters ASAP.


Current Team Skills• Some of you already have current industry sector

work experience, i.e....

• Car Sales.• Graphic Design.• Health & Beauty.• Military.• Security. Etc, Etc.We need to identify the skills & current experience

of everyone in the team & then tap into this expertise.


Identify, Then Target Your Specific Business Groups• Target the individual industries and then break

them down into manageable bite size groups, or individual businesses.

• Once you’ve done this, you can then begin to really focus in on a particular business sector.

• Then try your hardest to sell a CLEAN DEAL to one of these industry sectors. i.e. The Security Industry.


Additional Revenue Generation

• It is significantly easier to sell to an existing client than it is to a new one.

• 74% of British businesses feel they are under financed. Therefore every business is looking for an avenue for additional revenue generation.

• You have the means to help them achieve this.


Question

What do you currently know about the British Security

Industry?


UK Security Industry Facts And Figures

• Estimated 8,000 security companies • Approx’ 350,000 employed in industry• Over 125,000 security officers• Approx 2,000 manned security companies

British Security Industry Association BSIA,


Security Industry OverviewPre Sept 11th 2001

• Security was one of the top ten global industry growth sectors.

Post Sept 11th 2001• Security expenditure has gone through the

roof. The amount spent to date runs into billions of pounds/dollars.

Security Industry 11% anticipated growth through 2006.


Manned security servicesRetail & leisureParkingFire alarmsCivil enforcementCCTV/Access controlInvestigation

Security Sectors IncludeAviationTransporting propertyDoor supervisorsCommunity wardensClose protectionIntruder alarm engineeringSecurity management


Enough Information• The limited information contained on the previous

three slides is enough information to offer you the chance to make an informed decision about whether you should allocate members of your team (your subordinates) to focus in on that particular industry.

• Question-Show of Hands: Does the Security industry offer your business the chance to grow and increase your financial turnover.

• Answer: Absolutely.


Other Valuable Information• The previous three slides also gives you lots of

other vital information.• Thousands of people employed in the Security

Industry. What do we know about them?• Most of them are working for minimum wage.• Most of them have little, if any promotional

opportunities.• Most of them would jump at the opportunity to join

a dynamic business like yours.• To lead your team, you have to have a team, so

recruit, recruit, recruit.


Your Expertise

• If you have industry experience in other business fields then break down your particular area, like I did in the security industry slides.

• i.e. Car Sales.• Graphic Design.• Health & Beauty. Etc, etc.


In SummaryThe most dynamic leaders never

become friends with their subordinates. If you become friends they lose sight of the fact that you are their leader.

QUESTIONS

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T: UK 0151 645 9180C: 07736 777553E: [email protected]

Contact Information Mark D. Yates

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