To follow without halt, one aim; there is the secret of success. And success? What is it? I do not find it in the applause of the theatre; it lies rather in the satisfaction of accomplishment. - Anna Pavlova

Become more valuable. Many employers will say of one of their staff, “That employee is so valuable to the business. She is a great investment.” Employers look at their employees as investments - they want a return on their investment just like a dividend on shares or interest on a bank account. You must improve your investment to your employer, in other words to become more valuable.
The income you earn today is your compensation for what you have done in the past. If you want to increase your income, you must increase the value of your contribution.
Follow these steps to increase your value:
1. Become aware of the people around you who provide no value. That is, people who waste your time, have no ambitions or goals or who constantly complain how bad life is, yet fail do to anything about it.
2. Take three of them out of your mobile phone. Reduce by 50% the time you spend with people in the ‘no value’ crowd.
3. Introduce yourself to two new people who you believe are a success in your industry, ask them what they do to be so successful, and then emulate what they do.
4. Become the best, most qualified in your industry. If you read for half an hour a day about your industry (journal, trade magazines, books), that is equal to reading a book every two weeks or 24 books a year. You should within 12 months become an expert in your field.
Have you ever wondered why some professional athletes lose a major competition even when they are heavily favored, and physically superior than their opponent? Here’s a hint - it’s all in the mind. Many sports stars try to ‘come back’ and if unsuccessful they blame it on their fitness or on younger players. Yet Andre Agassi and Serena Williams did it.
So why is it that so many who were once the most feared competitors are now considered washed up? It’s the same reason
Business Coaching
October 2007: Become a Person of Value
why a top athlete loses to an inferior athlete, and it’s the same reason why you sometimes never achieve a goal even though you really want to.
So what is the reason? In a word - desire.
Most people either lose their desire to succeed, don’t have the desire to succeed, have the wrong desire attached to their goal or don’t know what their real desire is. The last two are where most people fall - they may want to achieve certain goals but don’t have the right desire attached to their goal or don’t know what their real desire is. Your desire is what fuels your success - if you don’t have the desire to achieve your goals you’re not going to achieve them. A goal without a desire is like smoke, you can see it but it has no substance or form.
I’m ready to be more valuable, what can I do?
Ask for greater responsibility. You have to accept 100% responsibility for everything you are and everything you become. You must refuse to make excuses or to blame others. You can tell your boss that you want greater responsibilities and then when you get them, put your whole enthusiasm into doing an excellent job.
How can a customer help my success?
Obviously, if you want to double your business in twelve months or less, you’ve got to sell a lot of your products or services to a lot of people.
Well, one of the fastest ways to increase your business is to maximize your profits from existing customers. You need to understand the lifetime value of a customer. Until you know exactly what each new customer is worth to your business, you won’t know how much money you can spend in marketing and advertising to get that customer.
Most supermarkets know that if a customer spend an average of $150 a week in their store and shops once a week and lives in the area on average for 8 years, that customer is worth $150 x 52 x 8 = $62,400. The manager realises the lifetime value of that customer is $62,400, not $150. A $62,400 customer becomes a loyal client and deserves the best customer service.

Brilliant - C. Kourniotis, IOOF
Very Inspirational, it got me more excited and motivated than ever - M.Hunt Statewide Credit Union
Very Insightful well worth the effort - S. Spezza, BNP Paribas Asset Management

722 Anzac Highway, Glenelg, South Australia 5045
Phone: 08 8376 3644
Fax: 08 8376 3655
Brian Lucas
© 1998-2007 All rights reserved. This article cannot be republished without written permission.

Author's Bio: 

Brian Leonard Lucas
M.FinPlan, CFP, Dip.Fp, CPMgr.EO

• Masters Degree in Financial Planning 2004
• Asset Sales and Marketing Award 2007
• Olympic Torch bearer 2000
• Professional Development Recognition Award 1999
• Guest Speaker AMP International Conference, Cancun Mexico 2002
• Guest Speaker Financial Planning Association CFP National Conference 2006
• Entrepreneurs studies graduate Hong Kong University 2001
• Guest Speaker AXA Conference Hong Kong 2007
• Author “An Extraterrestrials Guide To making a Dollar”
• Runner -up Australian Humorous Speech competition 1993

International Association of Financial Planners (member)
Financial Planning Association (member)
World Entrepreneurs Organization (President 2006/08)
Toastmasters Australia (former President SA Chapter)
International Coaching Federation (member)
Business Class Corporate (member)
National Speakers Association of Australia (member)
Former Adviser to the Premiers Department

2004 Masters in Financial Planning
RMIT University
• Distinction in Investment Concepts and Applications
• Distinction in Financial Planning Process
• Distinction in Taxation Strategies and Issues

2003 Certified Professional Manager
Australian Institute of Management

2001 Entrepreneurial studies Graduate
Hong Kong University

2000 Diploma in Financial Planning and Certified Financial Planner
Deakin University

1990 Australian Lifewriters Association
Insurance Certificate I, II, III

1985 Marketing Certificate
TAFE Adelaide

Brian has worked for several large organizations including Woolworths, Hungry Jacks, Pennywise and Bilo supermarkets, before starting several successful companies. He recently has been awarded as President of the Entrepreneurs Organization and sold his share in the financial planning company Kensington Financial Services. He now runs two of the fastest growing small businesses in South Australia: Proper Financial Advice (Financial planning) and Proper Advice (Guaranteed success Business Coaching). He has given hundreds of speeches around the world on Entrepreneurialship and increasing profits. A regular guest commentator on Radio, Brian also is a leading charity fund raiser in South Australia.

He has written three best selling books on Management, increasing profits and financial planning.

He is a graduate of the Hong Kong University Entrepreneur studies, has a Masters in Financial Planning, and is a Certified Financial Planner and competent Toastmaster.
Working closely with the State Government “Thinkers in Residence” program, Brian has advised the Premiers Department on small business.