the game changer’s business system - robin s …the hidden brain tattoos of remarkable...

Learning Manual

Grow An Amazing Business. Get Wealthy Ethically. Live A Legendary Life.

TM

Game Changer’s Business System

THE

www.robinsharma.com

Theeducationalmaterialwithinboth thepresentationand thisworkbook is the intellectual

propertySharmaLeadershipInternationalInc.©2010‐2011.Unauthorizedcommercialuse,in

anyformat,isstrictlyprohibited.

TheRemarkableEntrepreneurProgram™ 1

©SharmaLeadershipInternationalInc.2010‐2011.

“Achildhasnotroublebelievingtheunbelievable,nordoesthegeniusor

themadman. It’sonlyyouandI,withourbigbrainsandtinyhearts,who

doubtandoverthinkandhesitate.”

StevenPressfield,authorof“TheLegendofBaggarVance”

“Whenyouwalkwithpurpose,youcollidewithdestiny”

BerticeBerry



TheMostImportantEntrepreneurialQuestionTM

“Ifyouhadnothingtoprovetoanyoneandabsolutelynothingtolose,whatonething

wouldyoudototakeyourbusinesstoawholenewlevelofprofitabilityandimpact?”

Exercise:

A. Withoutoverthinking/overanalyzing/editing,writedownyouranswerinthespace

below:

B. Now,discussyouransweringroupsof3andwhatyourbusinesswouldlooklikeif

youdidthis1thing.

C. Let’slearnfromyou:“HowIDidIt”

! Inasinglesentence,pleasedistillthesinglebestthingyoudidtobuildyour

business.



TheEntrepreneurialStretchTM

“Likingisforcowards.Goforwhathurts”

JonathanFranzen

SymptomsoftheStretch:

! Acutedis‐comfort(duetodisruptionofoldbeliefsandwaysofperforming)

! Confusion(dismantlingofoldstructurestomakewayfornewones)

! SubconsciousSabotage(becausewefearchange+failure+loss+success).

P

E

R

C

E

I

V

E

D

THE

SABOTEUR

L

I

M

I

T

S

TheSafeHarbor

oftheKnown

! Financial

! ValueCreation

! SocialCapital

! OrganizationEffectiveness

! PersonalLeadership

NextLevel

of

Entrepreneurial

Excellence

Growth+

Progress

RetreattoMediocrity



The7SaboteursofOrdinaryEntrepreneurs

1. WaitingforPerfectiontoLaunchGameChangingMove[FearResponseofReptilian

Brain:TheSaboteur]

2. GetBusyBeingBusyvs.DrivingResultsthatgrowprofitsandreach:[FearResponse

=TheSaboteur]

3. TearDownvs.LiftUpYourTeam:[FearResponse=TheSaboteur]

4. MakeExcusesYouThenReciteUntilTheyActuallyBecomeYourBeliefs:The

Saboteur

5. DeathbyMeeting+Overthinking:TheSaboteur

6. MediocreFinancialAcumen:TheSaboteur

7. LowClarityAroundYourFutureDuetoPoorPlanningaswellasMediocrityAround

OperationalStructure:TheSaboteur

Exercise:



The8GeniusesofRemarkableEntrepreneurs

RemarkableentrepreneursoperateatGenius‐Levelaroundthefollowing8ideas:

1. TheyBuildaBusinessvs.BecomeTheTalent

2. TheyLoveGrowingOtherLeaders[ToDoubleYourProfits,DoubleTheGrowth

AndCapabilityOfYourPeopleThroughCoaching,TrainingAndMentoring].

3. TheyAreIntelligentlyDumbAndFireThemselves

4. TheyHaveAnObsessionWithIteration[PrototypeThenIteratevs.Bankruptcy

ByProcrastination]

5. TheyAreEvangelicalBrand‐Builders

6. TheyAreStrangeWithZeroNeedToBeLiked

7. TheyRiskTheirPresentForBiggerFuture

8. TheyWouldDieForTheirMagnificentObsession

Exercise:

! Discussthe8GeniusesofRemarkableEntrepreneursinGroupsof3andrate

yourselffrom1‐10astohowyouaredoingoneachpoint.“1”beingpoorand

“10”beingexcellent.

! Inthespacebelowlist3ActionStepsyoucommittodoingoverthenext7days

tomultipletheprofitsofyourbusinesswhilemarkingitmoreeffective

1.

2.

3.

! Singlelinesharingonyoursinglebestopportunitytomultiplyyourprofits



TheMagnificentObsession:24‐MonthVision

“Clarityprecedesmastery.”

RobinSharma

A TwoYearFinancials

1.In24months,oursaleswillbe

2.In24months,ourcostswillbe

3.In24months,ourprofitswillbe

B TwoYearCustomerCommentary[BrandValues]

1. In24months,whenourcustomersthinkaboutourbusiness,here’swhat

they’llthink:

2. In24months,whenourcustomerstelltheirfriendsaboutourproductand

services,here’swhatthey’llsay:

3. The“shareofbrain”thatweowninthemindsofourcustomers[inother

words,theoneline“differentiatingproposition”thatourbusinessstands

for]is:



C TwoYearTeam+CulturalLook:

1. In24months,here’sexactlywhatmyteamwilllooklike:

2. In24months,thefollowing5wordswilldescribeourorganizationculture:

! ! ! ! !

3. In24months,here’swhatmyteamandIwillfeelwhenwedoourwork:

4. In24months,herearethe5achievementsmyteamandIaremostproudof:

1. 2. 3. 4. 5.



D TwoYearEntrepreneurialLifestyleVision:

1. In24months:

Myannualincomewillbe:

TheamountoftimeI’llbetakingoffwillbe:

I’llbedoingthefollowingthingsonaregularbasistokeepme

atoptimalenergyandhappiness:

! ! ! ! !

I’llhavethefollowingmaterialthingsthatI’verewardedmy

ingenuity,industryandvaluecreationwith:

! ! ! ! !



HowToTranslateBigIdeasIntoProfitableResults

1. UnderstandthatProcrastinationIsFear

2. UnderstandThatYouCan’tLeadByConsensus

3. UnderstandtheDesertOfCreativeMaintenance

4. UnderstandthatInterruptionsAreRuiningYourBusiness[TheWarAgainst

Uber‐Stimulation]

5. UnderstandThatGeniusesHaveSystems

6. UnderstandThatYou’reAnAdAgency

7. UnderstandThatAppleisTheWorld’s#1SupplyChainCompany

8. UnderstandThatTheKeyisToProduceGarbageFast

9. UnderstandYourMostValuableAssetIsEnergy

10. UnderstandThatIdeasMadePublicGenerateTheCommunalForceOf

Accountability

11. UnderstandThatDailyNanoWinsAreTheForceMultiplier

Notes+ActionSteps:



TheHiddenBrainTattoosofRemarkableEntrepreneurs

1. I’mPaidNotJusttoWork.IAmPaidToBeScared.

2. TakeCareoftheRelationshipandTheMoneyWillFollow

3. AnObsessionwiththeRelentlessOptimizationofEverything

4. ExecutionisMoreImportantThanIdeation

5. MySalesAreTheTrueMeasureOfTheValueIAdd

6. HowITreatMyTeamisHowThey’llTreatMyCustomers

7. NothingFailsLikeSuccess

8. MonumentsDon’tGetErectedinHonorOfCritics

9. ToHaveWhatOnly1%Have,IMustDoWhatOnly1%Do

IdeasLearned+ActionSteps



The8DangerousBeliefstoInstallforanUnBeatableMindset

1. ProgressisSexierThanPerfection

2. MogulsareAlwaystheMostOptimisticPeopleintheRoom

3. $10MillionaYearWillOnlyMakeYouaLittleHappier

4. 40%ofStayingInspiredandonBestGameisBuilt.50%istheGeneticSetPoint

5. IfYou’reNotaLittleFrightened,You’reNotMakingMuchProgress

6. YourNetWorthNeverExceedsYourSelf‐WorthSoYourBestInvestmentis

PersonalDevelopment

7. MindsetisContagious

8. TheSecrettoFulfillmentis10XandService

Notes+ActionSteps:



TheWinningMovesSteveJobsDoesn’tWantYoutoKnowAbout

1. StayHungry.StayFoolish

2. PeopleWillPayMoreifTheyNeedtoHaveit

3. DesignIsn’tJustDesign

4. OCDisGoodForProfits

5. IfYouListentoCustomersYou’llBecomeObsolete

6. BathroomsBelonginYourLobby

7. DreamBigButStartSmall

Notes+ActionSteps:



LessonsBillionairesHaveTaughtMe

1. Don’tDoitifIt’sNotFun

2. BeYourOwnCompetition

3. SeekForgivenessvs.AskPermission

4. Innovatevs.Impersonate

5. LeaveYourEgoattheDoor

6. MasterYourEntireBusiness

7. HaveaDreamCottage

8. TakeLotsofPictures

9. BecomeClutterFree

10. DoitFortheArtNottheMoney

Notes+ActionSteps:



TheDNAofaBrilliantCompany

“I’mnotabusinessman.I’maBusiness,man”

HipHopMogul,Jay‐Z

1. CirqueDeSoleilCraftMastery

2. ZapposCulture

3. AppleProducts,R&D,UserExperience

4. FourSeasonsGradeCustomerService

5. FedEx‐LikeLogistics+Speed

6. GELevelOperations

7. HarleyDavidson’sBrandMagic

8. ExxonMobil’sProfits

The5/30/0Exercise:

InTheSpaceProvided,List5ActionStepsYouCommitToDoingWithin30Dayswith“0”

(zero)toleranceforfailure.

1.

2.

3.

4.

5.



“Youcan’texpectyouremployeestoexceedtheexpectationsofyour

customersifyoudon’texceedtheemployees’expectationsof

management.”

HowardSchultz,CEOofStarbucks



HowtoBuildanInsanelyGreatCult(ure)

1. ModelZappos:CreateFunandALittleWeirdness

2. ModelDreamWorks:FosteraCultureofCreativity

3. ModelFedEx:CEOwithDirtyHands

4. ModelVirgin:TreatEveryonewithRespect

5. ModelGE:ReleasetheNon‐Picassos

6. ModelApple:CreateaReligion

Notes+Insights:



TheValuesoftheBestBusinessCultures

1. TheyCherishAuthenticity

2. TheyDistributeLeadershipandPushDownDecision‐Making

3. TheyStandforJaw‐DroppinglyGreatCustomerServiceandMakeitPersonal

4. TheyShatterKingdomsandCollaboratewithCandor

5. TheyCoach,LearnandGrowRelentlessly

6. TheyCreateaPopulationofVirtuososVersusVictims

Notes+Insights:



TheForgottenRulesforanAwesomeTeam

1. HireOkPeopleandYou’llHaveanOkCompany

2. ToDoubleProfits,DoubleYourTraining

3. ShowAndRewardDailySmallWinProgress

4. CoachonHowThey’reWorkHelpsPeople

5. CEOSBUConcept

6. PayandBenefitThemBetterThanYourPeers

7. InspireandHelpThemOwnTheirGiftsAndTalents(CIO)

8. ProvokePeopletoProduceWorkTheyNeverDreamedTheyWereCapableof

Doing

Notes+Insights:



9Hard‐HittingTacticsToBuildACultureofExecution

1. 24MonthMagnificentObsessionThat’sEverywhere

2. NoMeetingsorStandingUpOnly

3. IfTheyDon’tWriteItDown,TheyWon’tDoIt

4. ProgressandVictoryWallswithVisualProjects

5. PartytheSmallWins(EnvironmentofProgress)

6. UseaBFSystemtoReviewDeliverables

7. MondayMorningStateofTheUnionDashboard

8. 15MinuteMorningHuddleToCommitToActionSteps

9. Weekly5MinuteBBProjectReports

Notes+Insights:



ActionExercise:MyStopDoingList

“Somuchofproductivityandexcellencehastodowithwhatyouchoosenottodo.”

RobinSharma

MyTop10“StopDo’s”

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.



HowtoGrowaGloballyCherishedBrand

! DifferentiateWithFreshandUnusualValuetoasManyPeopleasPossible

! ConveyRawandReal

! LeverageReciprocityWithSmartUseofFree

! StackOnTheWow(AtEveryUserTouchpoint)

! BuildaMovementOneConversationAtaTime

! UsethePowerofCirculation

! MastertheSocialMedia

Notes+Insights:



NowGoBullet‐ProofYourBusiness

! #1WayistoBeBIW.NotMuchCompetitionatWorld‐ClassasSoFewWillingto

PlayThere

! 24MonthCashReserve

! HedgeAgainstRecessionsByDoingBusinessGlobally

! HaveTheGutstoAddaZero(Therewillalwaysbecustomerswhowantthebest)

! CreditProofing

! 3TopThreatsScenarioPlanning

! ToExpandYourCreativeandPerformanceCapability,YouMustPushitPast

WhereYouThinkYourLimitsLie

Notes+Insights:



ThePowerofQuestions

1. Whatwillyouputonyour“StopDoingList”?

2. Whatexcusewillyoustopmaking?

3. Mybusinesswillbeintheprocessofbecomingworldclasswhen ?

Notes+Insights:



TheFantasticGiftsofEntrepreneurialInsults

1. “Difficult”isWhattheBellCurveMiddleCallsThoseWhoWillOnlyAccept

Mastery

2. “Pushy”isWhattheBellCurveMiddleCallsThoseWhoHaveaSenseofUrgency

3. “Eccentric”isWhattheBellCurveMiddleCallsThoseWhoRunTheirOwnRace

4. “Selfish”isWhattheBellCurveMiddleCallsThoseWhoFallinLoveWithTheir

Vision

5. “Extreme”isWhattheBellCurveMiddleCallsThoseWhoCherishTheirCraft

6. “Disruptive”isWhattheBellCurveMiddleCallsThoseWhoDon’tAcceptthe

Herd’sTraditionalRules

Notes+Insights:



TheCreativityIdeasGeniusesDon’tWantYoutoKnowabout

1. TheSecrettoGreatWorkisDoingaLotofWork

2. DailyRoutinesTriggertheMuse

3. GeniusistheResultofPractice,NotGenetics

4. Stimulation‐FreeWorkWindowsDeliverYourBestWork

5. WhereYouWorkInfluencesHowBrilliantlyYouWork

6. SpendTimewithBohemiansandArt

7. ThePhenomenonofDeterioratingInterest

Notes+Insights:



“Awealthofinformationcreatesapovertyofattention.”

TonySchwartz,authorof“TheWayWe’reWorkingIsn’tWorking”



Battle‐TestedIdeastoDoubleYourProductivity

1. ToGetTheEnergy,DotheWork.

2. Workin90MinuteCyclesThenRecover

3. RecoveryistheSecrettoWorld‐ClassPerformance:TheSprinterModel

4. UseYourMostValuableHoursforYourMostValuableWork

5. UseStrategicDayBlocking+1RecoveryDay(NoEmail)

6. RuthlesslyEliminateDistractionsbySystems

7. RuntheProAthleteProtocol(PAP)

8. CelebrateWeeklyProgressvs.Perfection

9. SleepisMoreImportantThanEating

10. TheMillionDollarVacationRitual

11. RoutineOf1‐2HoursForCreativeThinking(Churchill)

Notes+Insights:



World‐ClassPracticesforWorld‐ClassProductivity

1. GetUpat5am

2. GetFitLikeanAthlete

3. TakeNaps

4. DoMorningPages

5. AsktheGratitudeQuestion

6. SuperHydrate

7. WriteYourDaily5

8. WeeklyMastermind

9. AvoidEnergyVampires

Notes+Insights:



WealthLessonsFromSuperRichPeople

1. SalesAreInsanity.ProfitisReality.

2. Don’tIncreaseYourLifestyleCostsAsYouIncreaseYourIncome(TheIncome

Statementvs.BalanceSheetRich)

3. LeveragetheMagicOfCompounding

4. SetUpthe5FundsOfWealth

5. UnderstandtheDangerOfDebt

6. LiveBeneathYourMeansandInvestSavings

7. Don’tJustGrowWealth.ProtectWealth.

8. PracticePhilanthroCapitalism

Notes+Insights:



CreatingaGorgeousLifestyle

1. ScheduleMini‐Retirements

2. CommittoGoingThroughLifeFirst‐Class

3. RuntheLizTaylorLaw

4. BecomeaFunHunter

5. DevelopaPortfolioofPassions

6. HaveaDreamTeam

7. BlockOutTimeOffinJanuary

Notes+Insights:

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