BK2006 User Manual
Contents
1. select Yes Installation and Activation sO Place your businessKillers Presentation Disc in your drive Click Start Run and in the dialog box type gt gt D setup exe and complete the install procedure In this example D indicates the letter designation of your CD DVD drive Go to the Start menu select Programs Selling Technologies businessKillers You will see a dialog box Click the button indicating Electronic Registration Follow the prompts and enter your serial number affixed to the CD case activation is automatic It may take a moment for the Registration Activation to complete you must have Internet access NOTE Installation for both the Presentation Disc and the Extended Market Disc is now complete Zz When running the Presentation Disc or Extended Market Disc that Disc MUST REMAIN in the drive page 3 Running the Program After you have completed the installation and registration actiavtion you are ready to begin 1 Make sure the appropriate disc is in your computer 2 Go to the Start menu Programs Selling Technologies businessKillers 3 Choose the appropriate program from the main interface screen It is advisable to disable any miscellaneous programs that may be running in the background such as a screen saver when you run either businessKillers program Always allow the disc drive come up to speed with2. customize with your desktop printer Envelopes included 00 SZ Japso WNW page 12
3. e Smile engage your audience and request questions as time allows Getting Appointments And Following Up Make sure to speak with everyone who attends before they leave Shake his her hand and ask to visit their business Most business owners are proud of their companies and would be happy to show it off Be sure to have your appointment calendar with you to schedule that meeting before they leave That is your ultimate objective and businessKillers is designed to provide strong motivation for people to make these appointments All attendees should receive a Thank You letter within a week to 10 days of your workshop For those people who have made appointments the Thank You letter gives you the opportunity to confirm a specific date and time For attendees who did not make an appointment this is another opportunity to touch them And be sure to enter all appropriate information in your client database It is very important that you keep track of your prospects and maintain contact with them page 9 PREPARING THE ROOM Be sure that the meeting room is prepared well in advance of your presentation Arrange seating in a semi circular or U shaped pattern to promote discussion if possible Ensure an unobstructed view for all e Place a Evaluation Form at each seat e Include a Risk Barometer at each seat e Supply pens pencils You can purchase businessKillers pens amp notepads e Have water and glasses available e H
4. an time to rehearse how the presentation will be conducted with the partnering firm Once a group has agreed to partner with you to conduct a workshop discuss how invitations will be handled Choose The Location And Time Of Day A group workshop should be held in an atmosphere that enhances the professional nature of businessKillers Consider a hotel boardroom or another appropriate site where the lightning and sound can be controlled A workshop along with breakfast or lunch improves attendance and shows consideration of the owner s time page 7 TIMING OF INVITATIONS When To Send Out Invitations See detailed schedule on the Workshop Checklist Invitations should be mailed approximately three to four weeks prior to your presentation You may also want to consider additional options e Offer prospective attendees a choice of two different workshops in your letter Their schedules may not allow them to attend the first but they could attend the second e Have someone from your organization follow up with people who have not responded If you have purchased a third party list please make sure that you inform the list broker e When contacting prospects you may consider extending an invitation to their CPA or attorney Always be sure your list information is accurate and up to date And personalize the corresoondence whenever appropriate Tracking Keep track of all resoonses During the workshop make note of who at
5. ard candy is usually a welcome addition Projector Position your projector to fill the entire screen area You will have to determine where the ideal distance is as different projectors have different brightness parameters Dress any loose wires for neatness and to avoid a tripping hazard ALWAYS connect your projector to your computer BEFORE you start your computer Lighting It is important to have your screen strategically placed in an area where you have some control over the general lighting in the room Ideally you want to keep the lights on in the room or dimmed Try to keep light from shining directly on the screen This will ensure the best picture quality When you have connected everything run Mistake 5 and watch the video Since this scenario is set in the middle of the night the picture will be dark Appropriate lighting is required to see this video clearly Stand back and watch a portion of this vignette If it appears too dark adjust the brightness of the projector When the picture looks satisfactory click on the video It will stop that video segment Now go back to the Six Mistakes Screen and play Mistake 1 It should not look too bright These two mistakes are good gauges to help you adjust image brightness When both look satisfactory your projector is ready Sound While checking image quality walk around the room and listen to the audio It should be easily heard but not overbearing Most LCD projectors have speak
6. ation Scores After the six modules are completed be sure the scores have been totaled Give your audience time to do this And before you wrap up the workshop you ll want to share the risk categories so attendees understand how they did Remind your audience that the scores are for them to consider Some presenters make the analogy with the game of golf the higher the score the worse your game Most attendees will score Dangerous or Severe YOUR SCORE YOUR RISK business 0 33 Low 34 68 Moderate 69 102 Dangerous Wometer 103 Severe page 11 SUPPLIES amp MARKETING MATERIALS There are a wide variety of support materials you can purchase to enhance your initiatives with businessKillers All printed materials have been redesigned for 2006 including the Risk Barometer MOST ORDERS SHIPPED WITHIN ONE DAY Risk Barometer Shrink wrapped in packs of 50 Wrometer Pens O LA N UY Se oD O w O c Adjustable Invitations Blank inside so you can ns customize with your 6 x4 5 businesd4 ler desktop printer Bn Envelopes included Mouse Pads 8 125 x 7 25 Brochure Male amp Female Covers 8 5 x 11 Mix for quantities Notepads 4 25 x 5 5 Polo Shirts ADULT SIZES Small Medium Large Extra Large Thank You Cards 6 x 4 5 Blank inside so you can
7. e new videos Contractor for 1 amp Physician for 4 activate corresponding icons in the lower righthand corner PRIOR to clicking the corresponding Topic business The icon turns RED when activated by mouse click aa i gt oe y e You can still select any topic in any order e Moving your mouse over any number reveals the Topic Click on it to play that mistake s video or just press the Space bar business Avoiding The 6 Mistakes That Can Your Business amp Your Future i 2 3 4 5 6 That ll never happen to me e Once a video has ended you have every option If you wish to exit the program at anytime go to this screen then select Exit e Outcome starts the outcome screens e Solution starts the solutions screens e Consult starts the consultant video ae T Risk shows the first question for this section listed on the Risk Barometer e Next will take you sequentially through the program page 5 How to Edit Important any edits to the presentation MUST be reviewed and approved by Compliance prior to use You have the ability to edit the following screens e Welcome screen All Potential Outcomes screens All Potential Solutions screens To do this you must be using the computer that you will be using for the presentation 1 Insert the disc into your computer 2 Begin the program e Go to the start menu e Select Programs e Select businessKillers Presentation CD ROM 2006 3 When you see the
8. ers however you may want to bring external speakers to enhance the soundtrack If you are renting a projector always ask about the audio quality Always allow plenty of time to perform these checks before anyone arrives page 10 THE RISK BAROMETER The businessKillers Risk Barometer is an exceptional tool It was created by professionals to help business owners QUICKLY AND EASILY evaluate their personal level of risk And it will motivate individuals to take action Each section contains a series of simple YES NO questions All NO answers are assigned a numeric value and these numbers are written to the right of each question If the answer is DON T KNOW that is scored the same as NO All YES answers get zero At the end of each module let attendees total that score and remind them that you will NOT be collecting their Risk Barometer This is a SELF EVALUATION booklet so encourage them to be honest Of course at the end of the workshop direct them to total their scores During any follow up conversations even at the end of the presentation you ll want to review their scores with them The RIsk Barometer provides a clear snapshot of their most critical needs Personalizing The Risk Barometer Since the Risk Barometer is something your attendees will take with them you must personalize the booklet Just affix aa label to the back The label should have your name agency address phone and BD affili
9. o business4illers User s Manual businessKillers is a registered trademark of Lighthouse Strategic Projects Group Inc All rights reserved Table of Contents 1 Facts at a glance 2 How to install 3 How to navigate 4 How to edit screens 5 Steps to a successful workshop 6 Preparing the room for your workshop 7 The Risk Barometer 8 Support materials The Big Picture 1 BusinessKillers is designed to highlight you the presenter 2 BusinessKillers is an educational workshop and the word insurance is never mentioned in any of the six vignettes 3 Know the make up of your audience prior to presenting If you will be meeting with female business owners and or people with some ethnicity use the Extended Market Disc 4 The program is interactive and you can begin with any topic in any order so let your audience control the flow of information 5 Navigation is simple and redundant for all six topics But remember to rehearse your delivery should be confident and conversational 6 The program can be customized the Welcome Screen all Outcomes and all Solutions Screens can be customized for each and every audience Be sure to always use this feature 7 NEVER conduct a presentation without Risk Barometers and ALWAYS label your Risk Barometers with all of your contact information as well as any necessary compliance disclosures Use blank Avery labels which you can purchase at any office supply sto
10. onsive than strangers Inviting Groups If you are intersted in pursuing groups of people start with ones you belong to such as your Chamber of Commerce Rotary church country club etc Your businessKillers presentation is simpy you providing added value to that organzation And consider extending invitations to the business owner and his her spouse The spouse will frequently be a powerful voice in any decision made by an owner You may also suggest a private presentation with heads of these groups to acquaint them with the program and gather enthusiastic support for the value of the subject matter That type of endorsement is valuable and you should include it as part of your invitation Building Your Alternative Distribution Network There is nothing more powerful that establishing a strategic relationship with a CPA firm bank and or law firm Today every Home Office recognizes the potential of these professionals and has adopted some initiative to pursue these individuals and their client base Again you should suggest a private presentation with heads of these groups to acquaint them with the program and subject matter As part of those discussions you can mention that businessKillers has proven to be instrumental in helping these organizations grow their core business In certain circumstances your industry Consultant will be live in the meeting room and you will not access the Consultants in the businessKillers program So pl
11. re or on line 8 ALWAYS review the meaning of the Risk Barometer scores so attendees can understand their individual level of risk 9 BusinessKillers has proven to be a powerful tool to create and establish strategic alliances with CPAs bankers and attorneys page 2 Installation First you must remove all previous versions of businessKillers from your computer This applies to the Presentation Dlsc and the Extended Market Disc If you are a new user skip the Removal Process and proceed directly to the installation Removal Process NWN BWN Go to the Start Menu Choose Settings Control Panel Add Remove Programs Select each version of businessKillers then choose Remove Return to the Start menu Choose Programs then right click on any links referring to old versions of businessKillers and select Delete This will remove them from your Programs Menu Your Computer Settings Newer computers will be configured properly if you want to check your machine follow this procedure Nm A UUN 9 10 You will be asked if you want to accept the changes Go to the Start Menu Choose Settings Control Panel Display Click the Settings tab at the top of this pop up Under Colors it should list High Color 16 bit or Under Screen Area slider should read 1024 X 768 7 8 High Color 32 bit Click Cancel If not select these these preferences then OK
12. screen you wish to edit i e The businessKillers presents screen or the Solutions screen press the E key on your keyboard 4 Anew screen will appear with multiple lines that you can change the text on 5 When complete select finish Please enter or change the text for each solution ime Regular appraisals yam formula valuations BEM Proper funding Please enter or change the text for each solution Regular appraisals yaa formula valuations a Review Bus Ownership Structure g check boxes atthe right to te two or more L EPC dos togethar tied folds will display sirm ulta Oust Restore Default Solutions Finish Note When editing the Potential Outcomes or Potential Solutions screens you always have the option to Restore Default Solutions to their original text This can be done six months after you change the text or one day after The program always remembers its original text page 6 STEPS TO A SUCCESSFUL WORKSHOP Inviting Business Owners There is no good reason to complicate this process Start with people you know And if you are not accustomed to presenting in front of an audience start off small maybe two or three business owners You may even want to consider a private presentation to a single owner in the privacy of their office Regardless of your style or level of experience with the program when contacting groups or individuals people you know will always be more resp
13. tended who brought guests and no shows Make Confirmations The first point of contact is very important So when potential attendees call your office to reserve a seat at the workshop be certain that whoever is taking reservations is prepared to answer any questions regarding the presentation including e Directions e Date of your next presentation e General information what to bring what to wear etc e Are guests invited If so how many e Whether breakfast or lunch will be available e What time to arrive The reservations person should also confirm company name address phone fax and e mail This will allow you to build a marketing database and send a confirmation reminder This information can also be used to generate an attendance list and you can create tent cards for each attendee page 8 ESTABLISH RAPPORT amp ENGAGE YOUR AUDIENCE It is very important for people to feel comfortable and relaxed at your workshop Consider these points First impressions are critical Be prepared Practice the information you are going to present Be sure that the meeting space is ready before the first attendee walks in the door Have an associate help you greet attendees make appointments and handle any details with the meeting space organizers Greet attendees personally and introduce them to one another whenever possible During the workshop relax Move around Make eye contact Encourage participation
14. your businessKillers discs before starting the program The associated CD Rom must remain in your drive at all times while running the program Precautions As with any CD or DVD never leave your businessKillers discs in direct sunlight or in a hot car If you get dirt or fingerprints on the bottom of a disc you can wash it gently with mild soapy water Dry the disc in a circular fashion AVOID scratching the bottom of the disc as this can impair performance Keep you businessKillers discs in a safe place Remove your businessKillers discs from the disc drive when not in use and always store the discs in their case Do not lend your businessKillers discs to anyone page 4 How to Navigate There are three ways to navigate e Sequentially using the space bar e Sequentially using the arrow key and e Selectively using the mouse to click on various buttons To navigate selectively use the built in buttons on the program screen You will know you can select an item to navigate because it will highlight when you mouse over it e Rollover any number to see the title of that mistake Then Click the selected number to advance to that topic e Click the Exit button to move to end the program e Click the Next button to advance sequentially business Avoiding The 6 Mistakes That Can Your Business amp Your Future q 2 3 4 5 6 e NEW for 2006 are alternate videos for Mistake 1 amp Mistake 4 To access thes
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