Don Luis, mine already with us. Don Luis, good morning, how
to love well and you pretty well, thank God that good. Nice of
you to have a vacation. If you one days and I had a few
days off ton n tiring, one sabre vacation to kansase so it is not
sleeping little, consume a lot of alcohol, go that I walk in places
and one arrives destroyed to his house. Yes, with the feeling that now
is that the time one is on cow exactly should be the law to establish
that if you are going to take vacation, it is to rest only from
your home. If you don' t apply it. And according to brain
neurology, the brain needs eight days to completely and absolutely disconnect, assuming that
you leave the clock in one drawer the cell phone in another, although the
cell phone, leaves it above the drawer for you to hear and are requirements
to be able to disconnect. Well, we' re just starting the second
quarter of two thousand twenty- four. As a business consultant, what I
do with my clients now and what I do with them, we have to
evaluate the quarter that has just ended. It' s always been said that
if you don' t measure it, you can' t get better,
it can' t change, you can' t get over it if you
can' t say it and this is good as a person, as a
professional. What happened from January to March, what you did, what you
did, what gave you results, what didn' t give you results,
because probably the law of gravity or the law of inertia more exactly indicates that
you' re going to repeat just the same thing you did. That question
must therefore be asked in this quarter. What we did, what worked,
what didn' t work, what were the problems, the issues we had
remember which issues are situations that prevent the work from flowing, that prevent the
expected results from being achieved. Matters are what affect one' s life,
which interferes with peace, with well- being, everything that prevents you in
your life. That' s what they call matters and an adult is supposed
to be an expert in handling matters, because everyone who is alive is exposed
to a number of elements that are natural. As you always do, there
is always an exquisite, happy life of absolute peace, as I always say
in Memorial Garden. They have plans at heaven' s door. They have
plans for those, too. You' d like a plan of that you
should. He' s selling everything to get through, I mean, you
want to live in peace. Well, then what' s the plan we
have for the April May quarter. I recommend, open June I always recommend
and we do with customers an event where the three months are evaluated and everyone
there and basically, evaluate life is not to cry or laugh, but to
identify where I felt good, where I got what I wanted, as I
said in a live where life is everyone has to know where your life is,
that is, where it is that the good, the pleasant, the
beneficial, what works for you, what moves the cash register, what made
you earn more, and so on. Then you have to identify that part.
It must be like the fishermen from offshore that I always admire those people
so immensely and how I go and get in the exact place where those Christians
are, there' s their fish underneath and they go fishing for the Marlin
Azur and they come with that, that is, it doesn' t come
with anything else. Then you have to be like those people, know inside
what you don' t apparently see where life is and put you there well.
So what are the objectives and goals of the second quarter, what are
the key issues. I' m going to give you five big topics here
where you have to take and plan and make goals. If you' re
over it, then don' t take it into account. The first thing
is always and this is true for the person and for the company. You
are organized, you have the team of leaders you need. You have the
staff you need. That staff needs training, they don' t need it.
What' s the point? Obviously, for me to plan the next
quarter has to necessarily be based on what happened. If I identified that sales
were bad because the staff was new, I didn' t have training,
I didn' t master well. Well, because you can' t,
you won' t pretend to think that that' s going to be solved
only then, since April, start training. If you' re missing someone,
then you have to take care of that. A company has to have
like the ball team, the basketball team, I mean, it can'
t go out on the court without people or two newbies in the group and
it' s going to compete with a star team you can' t.
I mean, you have to be prepared and as a person, I'
m surprised at the impact that many people with low self- esteem are having.
The person who has self- esteem in which he lets himself be stepped
is a victim. He complains about everything to me. No one loves me,
no one understands me, no one loves me. I need that and
I need that kind of stuff. So low self- esteem is like an
incomplete team. So, if you guys have your self- esteem low,
your personal worth low, you' re gonna have trouble getting what you want.
Second critical topic and outcome of an investigation and is the subject of working
conditions today. Whether you want one or not. There are two critical points.
The salary and human sensitivity to the flower of skin, that is,
the human being of today the employee. He wants to be greeted with kiss,
with hug, to be heard, to be allowed to speak, to
be allowed to express his feelings, his emotions. He wants to feel good
at work, but he doesn' t want me to find out more about
him in his life, like it' s a bit of a paradox,
especially the millennials and those people. Yeah, they open up a lot,
but there are areas of their lives that they don' t want to be
investigated. But it' s important today to pay well. I' m
recommending clients see if you had a profit margin of thirty- five, put
two down and pass that on to salaries, because for the way I always
tell you why I work, compete and medium enterprise that always have the issue
of salaries and sometimes I say see if that position is worth forty of yours,
give it ten of yours, because that person I' m looking for
is worth that and will take away your price. You' re going to
be less stressed and you' re going to work more at ease. You
' re going to work at ease that person and you' re going to
be able to go on a quiet weekend, because that person is determined.
So look, start well, evaluate well and pay well especially to those key
positions, to those positions that if you are a credit company, which is
your eighty percent credit, you can' t have anyone in the credit and
collection department totally. You can' t have an agent paying you twenty thousand
pesos and that person is charging and the goal to collect five and six million
pesos, but how it' s going to be then. This part has
to address working conditions, remuneration, environment and culture. Third key element marketing
and sales strategy. What we' re going to do with marketing and sales
strategy. No. We' re not talking here about making a guru out
of it. No. Just say five things you' re going to do
so your client doesn' t leave. What you' re going to do
to keep the customer coming. What you' re going to do for those
who left you realized, what you' re going to do to get it
back. And obviously, it' s true that every company naturally loses customers.
People moved, people died, people found him anything. Then you have
to have a strategy of capturing yourself. There' s always new people coming
in. Obviously, there are a lot of companies. It' s amazing,
when I put this exercise on, that they find out that in their
database they have so many customers that you say you know why we keep catching,
because if we get ten, we lose twenty. If we get it,
then it' s preferable to pay attention to what you have, how
many customers you have and try to keep it and get it back if they
' re gone. Within the same strategy is the issue of customer service that
has been so deficient lately, customer service is not what is written in the
manuals or everything that is said that the customer is the first thing. Actually,
for me, customer service is fulfilling the unending promise simple keep the promise.
You said you were there tomorrow. They' re gonna be there tomorrow.
You said that cost you so much. So, after you start working,
you start dating the extra blesseds and telling them that that didn' t
include such a thing, etcetera, etcetera, then you have to keep the
promise. Today, there are so many companies, if so many businesses are
doing well, and that is why the 21st century customer is unfaithful in nature
and moves like a butterfly. Where they treat him well, he stays there,
but the second time, if they don' t treat him well,
he goes away and he' s very polite, he doesn' t complain
or grumble just doesn' t show up, he doesn' t come back.
In other words, you have to handle the issue of customer service in
the sense of fulfilling the promise all the time. The fourth element is collection
management. If your company has a sales relationship of eighty, twenty, seventy
thirty, where seventy and eighty are credits twenty on credit. Then you have
to have an excellent team in that area of credit and collection and, above
all, better in the relationship with your customers. It' s sad to
know that here, if they call you from a company that you have a
credit and they call you, you tell him that I call him back,
because they only call you here to charge you. They' re not gonna
call you either to say hello or how you are. And if your team
we sold you has had problems, if the service is satisfied, don'
t look we' re calling you that your little account is overdue. Llanto
I already told you, but I' m part of the call you miss.
Then the relationship with the client needs to be improved. Point number five
is definitely financial health. A company, it' s an organization that'
s made for profit until they' re NGOs because you have to live,
you have to pay bills, you have to pay payrolls. Therefore, financial
health. My recommendation is to work with budgets. It works with budget and
that means entry and exit, and it also means internal controls and, above
all, accountability. Paying accounts means that all the winners have to say that
we have already achieved today' s companies. It' s not enough to
say we' re good, like Jerry mc wire show Mit demon, that
is, show me your results, show me the money. We have to
review giving month by month that we sold what we charge, what we spend,
what we did with that and that financial health, obviously, will be
able to measure through accountability. There are other issues that are already recurring,
such as the subject of technology, the subject of data records and analysis,
tax payments and all that. Finally, in this paper it is assumed that
perhaps he will come up with it no later than ten fifteen of this month
and that quarterly plan will be ready. And the truth is, if it
' s hard for you to work, you' d better look at it,
even in May. But it has to be done, because there is
an exercise learning to do that is to start doing it and make mistakes.
Sure, it took me, like, three months for the gelatin to stick.
I don' t know if you' re getting jelly. There'
s no way I always look good. Then there are things like that that
you really have to try until you get there then, in this quarter,
what is the role of the general management, of the owner of the company.
The first thing is that he has to set the course and he has
to feel that the company today April 2 is where it is, because that
' s what he said. Look how interesting it is. You' re
where it is, because that' s what you felt, that you wanted
and that' s what you thought and you actually decided, because I think
the only person in this world who' s where he said it wasn'
t is called sleepwalking, that block of sleepwalking. That' s the only
person who doesn' t know how it got here. If they wake him
up where he is, then heading means that he has to define you and
he has to dial. Targeting them to be challenging doesn' t mean just
ten percent of last quarter' s sales. The role of general management is
also to direct, manage and lead. Your responsibility is to make the things
that are written in the plan happen clearly and you have to keep your leaders
motivated. I think the best example of all this is always the leaders of
basketball and football. Those people are there on the floor, shouting, jumping
along with the players, getting excited, that is, they' re there
leading in front, putting emotion in them, giving them encouragement then a general
manager. Well, we' re not going to expect him to wander around
everywhere, but he must be sure if he was present in Steve Joker'
s style, he was hanging around and he had a fridge full of champagne
and when someone did something extraordinary, he was toasting. That' s what
you' re told in psychology positive reinforcement. Exactly, exactly then you have
to be there to motivate your team and number three yes, sorry. There
' s a question. Every time you do something, you have to reinforce
it positively or not it is that every time you look. Accountability, the
general manager is supposed to have monthly meeting is, weekly and daily touches.
Then the monthly meeting to evaluate. Then that' s the time to say
excellent Congratulations, excellent result, why you did it. Then. There is
the famous feedback and conversation of how you did it after that monthly meeting.
He must have a weekly with the entire team, whether it is three or
five or individually. There you have the other clear moment to reinforce, and
the daily moment. This is called the state of time. In the United
States and in cold countries no one can think of going out into the giant
street. Today' s weather. My mom can think of a salista.
Yeah, yeah, my mom living in Canada, she knows what she was
doing, she was opening the window and watching people walk around in a little
coat and go out and then she was freezing to be cold. Well,
then, well, then the state of time. The general manager is simply,
for example, called the credit collection dimen. Like you did yesterday excellent.
We were able to achieve everything perfect. Keep it up. He slaps
her. That' s three minutes that he can do, even having coffee
or tea What your question means is that you have to have room for that,
that is, life. I don' t know why people think that
miracles have to come and that blessings are rains, that you have to be
lucky that it' s cloudy today and that it' s raining. You
don' t have to look for things. Whatever you want you have to
propose or you have to create. That is why I say here that the
leader has to make sure personally that his leaders are also really good leaders and
treat collaborators well. Look, this is creating a lot of situations. I
have always said here that the leader, who is honest, who is healthy
and who gives good treatment to his team, he swears that his leaders in
turn do the same with the employees below, and let me say no.
It is not always so, because that leader, naturally human, knows what
the leader tells his boss two things. What the boss wants to hear and
what suits the leader. And I don' t see anything wrong with that.
I don' t see anything wrong with that, because it' s
true he' s not going. Then the leader, the boss, settles
for that. No. You have to go down, you have to investigate,
you have to make sure something or a way that your employees actually get
good treatment. Then you have to number four. The role of the company
owner is to closely monitor economic performance indicators. I mean, that' s
a routine. Usually entrepreneurs do that at the end of the day, after
everyone leaves they enter their system. See the collections, see the deposits,
see the sales. Each of them has as a particular style. He'
s got it. A lot of people say me. The only thing I
like to see is billing. Already when I see the billing, I already
know what I have to collect, etcetera, etcetera. And another one who
says no to me my concern is bank balance. Then everyone must have indicators
that are worth redundancy. They indicate to you that you are doing well,
that you are having the results you expected. But watch that daily review at
the end of the day. It' s to make a decision, it
' s to get the day after the morning out of collection. We need
to get better here, here, here on this. I need this to
happen today to sales and so to each of them to direct it in that
dynamic is where feedback is made, etcetera, etcetera. Then, finally,
a company owner has to be attentive to the issues that affect the job,
that is, he has to discover in the day- to- day what
happens in this company, so we are not achieving results. It' s
sad you at a meeting of the month that they tell you, but that
' s if fifteen days ago, that is, they had to wait for
the meeting of the month to tell me, then you' re going to
tell me that, like the children of one who didn' t do the
homework, because you the pencil. I didn' t find out on Tuesday
because they sent me a note from school and then dad' s the last
one to find out the kid doesn' t do the homework. So,
anyway, the manager of the company owner must be attentive to everything that prevents
the company from achieving the results that were planned and, obviously, each company
owner must have his creativity of what they will do the mechanisms, how he
will do to ensure, because there is a reality, a company owner never
ceases to be responsible for everything that happens in his company. He can'
t claim that I didn' t see him being gone, that I didn
' t know, because that' s his role. So take advantage that
we are starting this quarter, evaluate the one that happened and have to consider
what we are going to do in this different quarter to the one that has
just ended. I know thanks to Dol Luis Minaya, as always very interesting.
We already completed the three months and talked early about that which was given
you the chassis for that day, with all of the two thousand twenty-
three. Now, Don Luis is now going to keep up the rest of
the year and basically Don Luis' s effort has been to keep people from
hanging up exactly and look at what it means. If you didn' t
do anything this quarter either, prepare to repeat the same failures in the next
six months, because the brain is like that, that is, the brain
reproduces what it does, it reproduces what it does. If you let him
do the same thing, he' s going to be exactly the same.
So if you have to alert yourself, it' s all the last three
times alert you to have six productive months in the next six months. You
' re gonna go make money, make and produce everything. I mean.
We' ve got to figure everything out by now. There' s nothing
here, we don' t have any excuses anymore. Then we have to
have a positive mind for the next six months. It is. As you
say, these three months are for you. They remember the students at the
UAs who decided to graduate and started to collect bats matter. Picking up that
was me then look and pick up all that' s left of it that
I picked up enough for you. I didn' t graduate. Fayado a
palace. You' re missing one more shovel. That' s for you
to see that, to the human being, things that aren' t optional
can' t be allowed to be optional, because in a private university they
don' t know that. That' s not excessive, it doesn'
t exist and like my dad and I said, I think you do the
homework and you want to. There are no things in life that are not
chosen. Look. It' s six subjects. You work here, no,
you have resposability, you know where you get the gas stove, no,
no, then look at your responsibility to study. That' s six
manteria. No more than the next six. It' s seven and so
on. So you have to work hard with these three months to make the
next six a star. Let' s all be successful. Thanks to Doubminaya