Thursday, July 25, 2013

Market Secrets of iinet with founder and CEO Michael Malone


Michael Malone (pictured), CEO and founder of ASX listed internet services provider iinet has seen many ups and downs.

But its his resilience and marketing savvy that has seen the company grow and provide stunning returns to shareholders.

In fact total shareholder returns over the past year has seen iinet stock more than double.

In this special podcast he talks about his personal journey and marketing insights.

Michael Malone started iinet 20 years ago in his parents garage.

The company now has a market capitalisation of more than A$1B, revenues of more than a billion dollars and more than 826,000 customers.

In this podcast he talks about what marketing strategies made iinet successful.

This will take 11 minutes and 31 seconds to listen to.

Or download the audio.

Wednesday, July 24, 2013

5 Ways Positive Psychology Can Improve Your Public Speaking Overnight

5 Ways Positive Psychology Can Improve Your Public Speaking Overnight

By Thomas Murrell MBA, CSP International Business Speaker

How can you quickly and efficiently improve your public speaking?

In fact, how can you do it overnight?

Attending an interesting presentation on Positive Sports Coaching (PSC) by Matthew Scholes (pictured above) at Christ Church Grammar School in Claremont, Perth Western Australia gave me an idea.

If teams and individuals coached using a positive psychology approach perform better, exhibit greater resilience and optimism resulting in improved sporting performance under pressure as well as greater mental well being, can this be applied to public speaking?

AFL team Geelong Football Club for example uses character as its primary recruitment criteria for all positions at the club - both playing and administration to create a culture of success.

This has enabled them to be one of the dominant AFL Clubs in recent years - winning three Premierships in five years.

OK I may be biased because my grandfather Jack Murrell played for Geelong in 1922 on the wing, but I believe the principles are universal.

These five principles can be applied to public speaking to improve your performance overnight.

1. Set Up
The set up is essential in public speaking.

When you face a threatening stimulus such as the fear of public speaking you get what in sports Matthew Scholes calls The Amygdala Hijack.

This is the primitive brain's fight or flight response to danger.

In this your brain shuts down and you just focus on the negative.

For example what can go wrong in a speech - rather than what goes right

People pay more attention to negative experiences.

You can overcome this fear in three ways.

This relates to practicing the set-up prior to your speech.

In sport this would relate to players training and then warming up and doing a set routine every time in their warm up - no matter how big the match is.

Your pre-speech set-up should include:

a) How the MC will introduce you - always give them a prepared script - never let them ad lib.
b) The room and stage set-up - always ensure the room and stage is set up how you want it.
c) How you enter the room and begin - this is critical that you rehearse and plan how you will enter the room and how you will begin your first seven seconds of a presentation. Always warm up your voice prior to any presentation using a set routine.

2. Structure.
Audiences crave structure.

Structure makes presenting easy.

Just like sports teams, those that implement a set structure are more successful.

The key is to have a structure that suits the nature of the presentation and to implement the structure when presenting.

It is about both finding the best structure for the context of the speech and implementation.

Positive speech presentation coaching can help in both areas.

For example, after the speech focus on what worked well (for example write down five areas that worked well in your last speech), deal with the negative, explain with an optimistic mindset and outline a to do strategy for your next speech.

3. Stories.
Stories connect with audiences at an emotional level.

Keep stories short because audiences have short attention spans.
Make sure your stories have a structure (story, point, benefit) and are well delivered with vocal variety (implementation).

Use relevance, currency, proximity, drama and consequence to choose your most impactful stories to customise for each audience.

4. Show - Don't Tell
Nothing is more convincing than a concrete example.

This could be an actual case study, research or dramatic story.

Specificity builds credibility.

Add detail to make it more real and believable.

5. Success = Talent + Desire + Optimism
Brain plasticity, the brain's natural ability to change, learn and rewire proves that public speaking is a learned skill.

I believe in the behavioral school of public speaking that shows that great speakers are made not born.

Great speakers do not possess some inbuilt gene for public speaking. They train and practice and rewire their brains.

They practice but they also fail. The more you practice the more you will rewire your brain for success.

Focus on your speaking strengths.

Any successful speaker can tell many war stories of failure.

It is the ability to bounce back from failure that is important.

It is important to have an optimistic mindset to become more resilient when faced with setbacks.

Keep up the things you do well. Pre-wire your brain for success.

Please consider Thomas as a keynote speaker, trainer, mentor or coach on how to use positive psychology to make you and your team better public speakers.

My next high level speech writing and speech building course in Perth is on August 6th 2013 from 0900 to 1230 at the Subiaco Arts Centre. Learn how you can get a $220 rebate for attending.

Tuesday, July 23, 2013

Mastering Media Interviews by Steve Cropper

Mastering Media Interviews in the 21st Century  (Short Stop Press 2013)
by Steve Cropper

In the 21st century, more than ever before, we need to compose and deliver messages that stand out and reach the intended audience in a very crowded media space. It was always a challenge. But with the worldwide stampede towards social media and its thousands of channels, delivered through multiple devices, a spokesperson who cannot communicate their message effectively will not be heard.

This book is for those who already know what it is like to be interviewed and want to improve. It is also for people who expect to face the media in the future. For people in business, the not-for-profit sector, government or any walk of life, Mastering Media Interviews In the 21st Century is a valuable tool for getting your message across successfully and with confidence.

Key takeaways:

1. Know your message
2. Practice your message
3. Use the Point, Reason, Example model to frame up messages

Want more media training tips - come to my Winning the Media Game course on Tuesday Sept 10th. Book here.

BNI Bamboo Panda Award

Exclusive to BNI Bamboo, the charming little Panda is awarded (with a $75,000 Lotto Scratchie Ticket) each week to the member who does the best 50-second ‘infomercial’ in promoting their business.

The winner is judged by the previous week’s Panda award winner, and is one of the fun things we have implemented to inspire members to be as creative, persuasive and memorable as possible.

The aim of the 50-seconder is to educate fellow members as your unpaid sales team, training them to identify the best referrals for you.

To win the Panda is considered a ‘feather in your cap’!

I was fortunate to win recently (pictured above with BNI Bamboo President Tim Langford-Smith).

If you want more high level speaking tips, consider my course on August 6th 2013 in Subiaco.

Positive Sports Coaching (PSC) by Matthew Scholes

Tuesday, July 09, 2013

Keynote Speaker Perth

Thomas Murrell Keynote Speaker Perth

Monday, July 08, 2013

Outlook for Western Australian Economy 2013/14 Financial Year

Friday, July 05, 2013

Top 10 Reasons to Use The New Financial Year to Plan Your 12-Month Marketing Schedule

Top 10 Reasons to Use The New Financial Year to Plan Your 12-Month Marketing Schedule

By Thomas Murrell MBA, CSP International Business Speaker

The beginning of a new financial year is a great time to plan ahead for the next 12 months.
In particular to put together a 12-month marketing or investor relations calendar.

Essentially its a good time to review the following:

1. The External Environment
How STEEP is the pathway to success in terms of Social, Technical, Environmental, Economic and Political trends.
Certainly in Australia the political situation has been evolving rapidly and has been blamed for the decline in business confidence.

2. Brand Promise and Positioning.
Are you delivering on what customers or shareholders are expecting?
For example, the number one reason investors give up their hard earned money to invest in a public company, is the listed entity's ability to execute it's corporate strategy.
For example essentially "delivering what you promised you would do" with shareholders funds.

3. Competitor Analysis.
What are your competitors doing?
What marketing or shareholder engagement or capital raising strategies are they employing?
Certainly at the junior end of the resources sector we are seeing very negative investor sentiment.
Companies are going to have to look at alternative ways of raising capital such as strategic equity funding/ off-take agreements, royalty and stream finance, private equity, hybrid mechanisms and partnering with strategic end users.

4. Customer, Shareholder and/or Stakeholder Analysis
We're seeing higher expectations in all areas.
From transparency and governance through to speed and quality of communications, branding and investor presentations.
Be prepared to react instantly 24/7 to breaking news, changes to your website, upgrades to investor presentations, staff changes, changes in share price, supply and demand considerations or negative stakeholder feedback.

5. Budgets
Shrinking budgets, a move from traditional media spend to social and digital media and greater accountability for marketing spend and marketing ROI are just some questions that need to be asked at the beginning of the financial year.
My prediction is growth in Asia in marketing budgets and belt tightening in Australia and in particular in Western Australia as the mining booms winds down.

6. SWOT Analysis
A simple and time proven way to analyse internal strengths and weaknesses and external opportunities and threats.

7. Seasonal Events
There are many seasonal events that present themselves as marketing opportunities.
I'm especially fond of low cost high impact activities built around events, public speaking and public relations.
Expect to see more strategic thinking in this area as budgets tighten.

8. Micro Timing
Look at your micro timings within a marketing calendar for better impact.
For example the best time to send out email marketing is on a Tuesday, Wednesday or Thursday between 10am and 3pm.
The best time to do LinkedIn activity updates is the opposite.
For example, before 10am and after 3pm.
More time, money and resources will be allocated to social media and digital micro timing management.

9. Goal Setting
With greater accountability comes a greater need to set specific, measurable, attractive, realistic and time-based (SMART) marketing goals.

Keith Abraham is a guru in this area and you can listen to the recent podcast interview in this blog.

10. Implementation Chart
Gant chart, timetable or monthly calendar of activities.
Whatever you call it, this visual month by month, day by day, hour by hour representation of what to do when is an invaluable strategic marketing tool.

Please consider Thomas as a keynote speaker, mentor or coach on how to better market your organisation at your next conference or event.

Wednesday, July 03, 2013

Secrets of Email Marketing Singapore June 2013

Some feedback from my recent Secrets of Email Marketing course in Singapore.

"I had the opportunity to attend Thomas’ “Secrets of Email Marketing” course on 8 May 2013 hosted by the Marketing Institute of Singapore. Thomas was very personable and at once established a friendly environment. He is also very knowledgeable, sharing his experience in a very professional, easy to understand style. His course also includes an interactive portion where we applied what we have learned in a real case scenario. I will definitely attend any of Thomas’ presentations in the future!"  
Argus Tong Publicity and Business Development Officer at Dyslexia Association of Singapore (DAS)

"Thomas is a great trainer and possesses deep knowledge of email marketing, which is important in today's marketing strategy. Thanks to Thomas, I left the course having learnt the nitty gritty as well as the fundamental of email marketing!"
 Felix Lim Programme Manager (Business Development) at IP Academy

"Building authentic relationships is essential for selling higher education services. Thomas Murrell’s recent in house program for our sales team at Kaplan in Singapore on “Secrets of Email Marketing” provided an intrinsic understanding of how email marketing can build the value of trust and loyalty with our target markets and how it influences behaviour for both brand awareness and creating sales. Thomas’ presentation skills, expert knowledge and customised case studies also gave our team many new ideas and access to best practice techniques. Beyond helping improve our email response rates, we also were able to develop four highly targeted email marketing campaigns for our services as a result of the practical strategy sessions. This added enormous value to the course and was a great outcome. I highly recommend Thomas as a global thought leader in email and digital marketing." May Soh
Sales Director at Kaplan Higher Education

Contact me direct if you would me to present this seminar.

Outlook for Western Australian Property Prices 2014 Financial Year with Paul Magiatis Property Coach SECFI

What is the outlook for Western Australian Property Prices for the 2014 Financial Year?

Paul Magiatis is a Property Coach and Managing Director of SECFI (pictured at
Three Five Three’s Melbournised Corporate Dining Experience in Cambridge
St Wembley Perth Western Australia ).

The name SECFI stands for security and financial independence. They're a a group of Property Investors that help other Property Investors buy investment properties with good potential for growth. It's a method they've perfected over many years of property investing.

They help you invest wisely, guide you through the property investment maze, show you where the pitfalls are and how to avoid them.

Paul first invested in property when he was 19 years old and has been running SECFI since 2000.

His advice for Western Australian Property Investors for the 2014 Financial Year:

1.  Buy in the $1 million to $1.5 million top part of the market in a well located inner Perth suburb because this market has suffered the most.

2. Have another look at regional towns that have gas - such as Karratha, Exmouth and Broome. Negative press has seen prices come down 20 per cent in recent months yet the gas contracts are long term lasting 35 to 40 years.

3. When a taxi driver starts telling you where to buy - don't buy there its too late.

Need help increasing sales in a challenging economy? Contact me to learn about our marketing mentoring program.

Tuesday, July 02, 2013

"It Starts With Passion" By Keith Abraham Conference Speaker by Wiley in Australia

Keith Abraham (pictured with International Business Speaker Thomas Murrell), has become the world’s premier thought leader on passionate performance and building passionate based cultures.

Through his work over the past 18 years inspiring people around the world to live more passionately, he has assisted individuals and companies alike to create over 12 million goals.

As best-selling author of three other books and founder of the remarkable global movement the One Goal Global Challenge, he has become a source of inspiration to hundreds of thousands of people through his programs.

As founder of Passionate Performance INC. he has been dedicated to researching, training and working with people to help them find their passion, harness their passion and turn their passion into personal and professional capital.

Keith’s life purpose is to leave an everlasting legacy that will make a profound difference to individual’s lives.

In this podcast Keith talks about leaving a legacy and his new book "It Starts with Passion (Wiley 2013).

Listen here.

Download the file here.

Want to take your speaking to the next level? Contact Thomas here.

Monday, July 01, 2013

Three International Travel Tips with Award Winning Travel Agent John Davidson from Harvey World Travel of Subiaco

Three International Travel Tips with Award Winning Travel Agent John Davidson from Harvey World Travel of Subiaco, Perth Western Australia.

I travel a lot as an International Business Speaker based in Perth Western Australia so I'm always looking for travel tips.

John Davidson owner of Harvey World Travel of Subiaco (pictured) has been in travel for more than 35 years and knows plenty about business travel.

His business has grown significantly over the past 3 years because of exceptional customer service and in 2011 won an award for Travel Agency of the Year.

John shared with me his top three international travel tips:

1. Have A Valid Passport

Fairly obvious, but if you're like me and you do an enormous amount of travel you chew up the pages with visas and immigration stamps pretty quickly - even if you have a jumbo sized passport!

Make sure your passport has at least six months left and allow a two week turnaround if you need a new passport.

2. Don't No Show

This is quite common amongst corporates, so make sure you cancel or change your ticket prior to the flight. Most times you can change with just a small penalty.

The key is to change prior to the flight.

3. Travel Insurance

It is not expensive and not having it could cost you thousands, especially if travelling internationally. Always go for quality cover.

Interested in taking your speaking career to an international level? Contact me about our personalised coaching and mentoring program?