<?xml version='1.0' encoding='UTF-8'?><?xml-stylesheet href="http://www.blogger.com/styles/atom.css" type="text/css"?><feed xmlns='http://www.w3.org/2005/Atom' xmlns:openSearch='http://a9.com/-/spec/opensearchrss/1.0/' xmlns:georss='http://www.georss.org/georss' xmlns:gd='http://schemas.google.com/g/2005' xmlns:thr='http://purl.org/syndication/thread/1.0'><id>tag:blogger.com,1999:blog-6795877398604285791</id><updated>2011-08-03T05:57:12.737+10:00</updated><category term='Tax'/><category term='Networking; Training'/><category term='New Developments'/><category term='Wynnum Chamber of Commerce'/><category term='EOY'/><category term='Networking'/><title type='text'>Advanced Bookkeeping and Consulting</title><subtitle type='html'>This blog introduces' Advanced Bookkeeping and Consulting to the world!  We are a small business run by accountants and we guarantee a professional, accurate, and efficient accounting and bookkeeping service...and we can back this as CPA's...so use the bookkeeping team that accountants prefer...</subtitle><link rel='http://schemas.google.com/g/2005#feed' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/posts/default'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default?max-results=100'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/'/><link rel='hub' href='http://pubsubhubbub.appspot.com/'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><generator version='7.00' uri='http://www.blogger.com'>Blogger</generator><openSearch:totalResults>20</openSearch:totalResults><openSearch:startIndex>1</openSearch:startIndex><openSearch:itemsPerPage>100</openSearch:itemsPerPage><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-601809375829600134</id><published>2010-07-27T11:00:00.001+10:00</published><updated>2010-07-27T11:00:43.524+10:00</updated><title type='text'></title><content type='html'>&lt;span xmlns=''&gt;&lt;p&gt;&lt;span style='font-size:14pt'&gt;&lt;strong&gt;Build Your Business with Uncommon Thinking...&lt;br /&gt;&lt;/strong&gt;&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;At least, that's the mantra spoken by "message creation expert" Wazza Bray, founder and Managing Director of LMG Digital Media.&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;"What is uncommon thinking" you ask?  In a nutshell, it's letting the market know that your business stands out from your competitors by thinking creatively, and not limiting our creativity just because it sounds too unrealistic or "dangerous".&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;In his presentation at the Wynnum &amp;amp; Districts Chamber of Commerce Business Luncheon on Wednesday 21&lt;sup&gt;st&lt;/sup&gt; July 2010, Wazza imparted three principles when it comes to Uncommon Thinking;&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;First, Wazza suggested that we start thinking like a child again (What! You say...).  He used the example of thinking like a six year old boy.  In the world of a six year old boy &lt;span style='text-decoration:underline'&gt;&lt;em&gt;anything is possible&lt;/em&gt;&lt;/span&gt;.  His thinking and ideas are not constrained by physical limitations or rules or what is generally accepted by society.  He can do anything!&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;Wazza recommended that we should start thinking like that when it comes to planning, or marketing or business.  After all...it worked for Albert Einstein when he discovered the theory of relativity!&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;The second point Wazza made was to be aware of "Reticular Activating System" (RAS)...sounds fancy doesn't it!  So what is it?  Basically it describes a type of brain activity where once you become interested in something, all of a sudden you start noticing it all around you, whereas prior to your interest, you didn't notice it.  For example, when you buy a new car, as you drive it home you notice that model of car everywhere on the road.  Did hundreds of people buy the same car as you today? Of course not; you simply hadn't noticed them before because you had no reason to.&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;What this means for business is basically your product or service will be invisible until someone needs it!  With this in mind, it is clear why our business must stand out from our competitors.  We need to make sure that when someone is in the market for our product or service that we get noticed and remembered.  And again, Wazza suggested the most effective way to do this is by using uncommon thinking...&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;The third point Wazza discussed was market research.  It is important to note here that Wazza made it clear that due to the RAS phenomenon mentioned above, the question "How did you hear about us" will not give you a truly accurate answer when it comes to market research.  The purchase process undertaken by consumers happens over time...they talk about it with others, they "window shop", they become familiar with a certain brand, and then, once they have finally made the purchase decision they look up the brand they are familiar with, often in the yellow pages, and contact you (we hope).  So if you ask, "how did you find us?", what is their likely answer?  "The yellow pages"!  Clearly their purchase decision was not due to your ad in the yellow pages...it was part of a whole thought process together with effective branding.&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;Instead Wazza recommended that we ask direct questions...for example ask "what motivated you to choose us over our competitors" (i.e. what, according to the consumer, is your point of difference).&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;I think there is a valuable lesson learnt from understanding the human thought process when it comes to marketing your product/service.  Just having a better understanding of the consumer purchase decision making process will help any business market themselves more effectively.&lt;br /&gt;&lt;/p&gt;&lt;p&gt;&lt;br /&gt; &lt;/p&gt;&lt;p&gt;What do you think?  We would love to hear about your marketing successes....&lt;/p&gt;&lt;/span&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-601809375829600134?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/601809375829600134/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/07/build-your-business-with-uncommon.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/601809375829600134'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/601809375829600134'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/07/build-your-business-with-uncommon.html' title=''/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-8743779837295825779</id><published>2010-07-01T13:59:00.002+10:00</published><updated>2010-07-01T14:03:40.520+10:00</updated><title type='text'>END OF FINANCIAL YEAR TIPS FOR MYOB USERS</title><content type='html'>As a simple guide and reminder of some of the things you will need to do at the end of the financial year, if using &lt;span id="SPELLING_ERROR_0" class="blsp-spelling-error"&gt;MYOB&lt;/span&gt;, please read the following tips for the end of the financial year (provided by &lt;span id="SPELLING_ERROR_1" class="blsp-spelling-error"&gt;MYOB&lt;/span&gt;). &lt;br /&gt;However, these are a general guide only.  If you want any further information or &lt;span id="SPELLING_ERROR_2" class="blsp-spelling-corrected"&gt;clarification&lt;/span&gt; on any of these please give us a call.&lt;br /&gt;Remember to backup before you do anything!&lt;br /&gt;(Note: Payroll details are at the bottom of this note)&lt;br /&gt;Step 1 Enter all transactions for the financial year&lt;br /&gt;Step 2 Backup the company file&lt;br /&gt;Step 3 Do a &lt;span id="SPELLING_ERROR_3" class="blsp-spelling-error"&gt;stocktake&lt;/span&gt;&lt;br /&gt;Step 4 Reconcile your bank accounts&lt;br /&gt;Step 5 Reconcile your accounts receivable&lt;br /&gt;Step 6 Reconcile your accounts payable&lt;br /&gt;Step 7 Reconcile your inventory&lt;br /&gt;Step 8 Reconcile &lt;span id="SPELLING_ERROR_4" class="blsp-spelling-error"&gt;GST&lt;/span&gt; control accounts&lt;br /&gt;Step 9 Review accounts and reports&lt;br /&gt;Step 10 Provide information to your accountant&lt;br /&gt;Step 11 Enter end-of-year adjustments provided by your &lt;span id="SPELLING_ERROR_5" class="blsp-spelling-error"&gt;accountant, and&lt;/span&gt; only then&lt;br /&gt;Step 12 Start a new financial year&lt;br /&gt;N.B. IF YOU USE PAYROLL THESE EXTRA STEPS ARE NEEDED&lt;br /&gt;Step 1 Process the last &lt;span id="SPELLING_ERROR_6" class="blsp-spelling-error"&gt;paycheques&lt;/span&gt; for the year.&lt;br /&gt;Step 2 Make sure all employees have a Tax File Number entered on their card.&lt;br /&gt;Step 3 Make sure workers under labour hire arrangements have been identified.&lt;br /&gt;Step 4 Print Payroll Reports&lt;br /&gt;Step 5 Balance &lt;span id="SPELLING_ERROR_7" class="blsp-spelling-error"&gt;PAYG&lt;/span&gt; (Pay As You Go) Tax.&lt;br /&gt;Step 6 Print &lt;span id="SPELLING_ERROR_8" class="blsp-spelling-error"&gt;PAYG&lt;/span&gt; Payment Summaries (Individual Non-business). (we recommend printing/saving them to Microsoft Office Document Image Writer or a similar package so that future copies can be printed if required).&lt;br /&gt;Step 7 Make two backups.&lt;br /&gt;Step 8 Start a New Payroll Year.&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-8743779837295825779?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/8743779837295825779/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/07/end-of-financial-year-tips-for-myob.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/8743779837295825779'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/8743779837295825779'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/07/end-of-financial-year-tips-for-myob.html' title='END OF FINANCIAL YEAR TIPS FOR MYOB USERS'/><author><name>Leesa Dalton</name><uri>http://www.blogger.com/profile/02459569336762458332</uri><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='16' height='16' src='http://img2.blogblog.com/img/b16-rounded.gif'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-6072245814527859842</id><published>2010-06-17T22:53:00.001+10:00</published><updated>2010-06-17T22:53:12.704+10:00</updated><title type='text'>Marketing with little or no marketing budget...</title><content type='html'>&lt;span xmlns=''&gt;&lt;p&gt;That was the topic of the morning at &lt;a href='http://www.tktn.com.au'&gt;The Kitchen Table Network&lt;/a&gt; (Cleveland) this morning.&lt;br /&gt;&lt;/p&gt;&lt;p&gt;Our presenter, Leah Squire from &lt;a href='http://www.byokids.com.au/'&gt;byokids.com.au&lt;/a&gt;, shared some very important tips on Marketing, based on her book "&lt;a href='http://www.marketingwithnomoney.com'&gt;Marketing With No Money&lt;/a&gt;".&lt;br /&gt;&lt;/p&gt;&lt;p&gt;Like most of us, when we start our business, our Marketing budget is very small, if not non-existent right?  But how else do we get our name out "there".  How do we tell people how great our business/product is?&lt;br /&gt;&lt;/p&gt;&lt;p&gt;In short...we need to market it.  And we can do it, even with a very small marketing budget.&lt;br /&gt;&lt;/p&gt;&lt;p&gt;Leah suggested her following top three free/low cost marketing strategies:&lt;br /&gt;&lt;/p&gt;&lt;ol&gt;&lt;li&gt;Search Engine Optimisation (SEO) – this is crucial for those with a website...it is how Google "finds" you...so check with your web designer..."Google" yourself and see where you rank...you need to be on the first page, preferably in the top 3-5 (non-paid) listings.&lt;br /&gt;&lt;/li&gt;&lt;li&gt;E-Marketing – keep in touch with your clients, and potential clients...Leah suggests at least every 21 days.  It doesn't have to be specifically about your product...but something new in your industry for example.  Try the following link for free E-Marketing &lt;a href='http://www.mailchimp.com'&gt;www.mailchimp.com&lt;/a&gt;&lt;br /&gt;				&lt;/li&gt;&lt;li&gt;Article Writing – try and build a good relationship with a journalist from your local paper; send an article about your business to the local paper close to print date...there's a fair chance it will go to print; you can also try the following link &lt;a href='http://www.sourcebottle.com.au'&gt;www.sourcebottle.com.au&lt;/a&gt; – it's a website where journalists and blogger look for sources, while helping businesses get publicity.&lt;br /&gt;&lt;/li&gt;&lt;/ol&gt;&lt;p&gt;Leah also mentioned:&lt;br /&gt;&lt;/p&gt;&lt;ul&gt;&lt;li&gt;Getting your clients talking about your business...ask them to tell others about you, or if they would mind giving you a written testimonial.&lt;br /&gt;&lt;/li&gt;&lt;li&gt;Get your logo out there!  On uniforms, or the car...it's great for branding.&lt;br /&gt;&lt;/li&gt;&lt;/ul&gt;&lt;p&gt;I found Leah's chat with the group today particularly relevant because Leah started the same way most of us did...so we could relate to her situation, and then see how it can be done!&lt;br /&gt;&lt;/p&gt;&lt;p&gt;Of course, if you have any other marketing tips to add to this we would love to know what they are...so please leave a comment &lt;span style='font-family:Wingdings'&gt;J&lt;/span&gt;&lt;br /&gt;			&lt;/p&gt;&lt;p&gt;Regards,&lt;br /&gt;&lt;/p&gt;&lt;p&gt;Samantha&lt;br /&gt;&lt;/p&gt;&lt;/span&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-6072245814527859842?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/6072245814527859842/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/06/marketing-with-little-or-no-marketing.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6072245814527859842'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6072245814527859842'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/06/marketing-with-little-or-no-marketing.html' title='Marketing with little or no marketing budget...'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-9026984946356207334</id><published>2010-06-02T18:46:00.005+10:00</published><updated>2010-06-03T21:09:53.774+10:00</updated><title type='text'>Liquidity - What is it and how to manage it</title><content type='html'>Who knows what liquidity risk is? I'm sure everyone has heard the term but it's important to understand it and manage it. Liquidity risk is the risk that a business will be unable to meet its financial commitments in a timely manner - either as short term &lt;span id="SPELLING_ERROR_0" class="blsp-spelling-error"&gt;cashflow&lt;/span&gt; or in the long term when loans are required.&lt;br /&gt;&lt;br /&gt;Here are a couple of the financial ratios which can be used to identify and measure liquidity and risk.&lt;br /&gt;&lt;p&gt;&lt;strong&gt;Current Ratio&lt;/strong&gt; is Current Assets/Current Liabilities&lt;/p&gt;&lt;p&gt;Depending on your industry, a good ratio would be close to 2:1 and if it is lower and closer to 1:1 then maybe you should look at either increasing your current assets, reducing current liabilities or trying not to finance non-current assets with current liabilities.&lt;/p&gt;&lt;p&gt;&lt;strong&gt;Working Capital&lt;/strong&gt; is Current Assets - Current &lt;span id="SPELLING_ERROR_1" class="blsp-spelling-error"&gt;Liabilties&lt;/span&gt;&lt;/p&gt;&lt;p&gt;It is said that a good target for working capital should be one half of operating budget. This can be improved by reducing current &lt;span id="SPELLING_ERROR_2" class="blsp-spelling-error"&gt;liabilitites&lt;/span&gt; such as short term debt, or increasing current assets such as the collection rate/time of accounts receivable.&lt;/p&gt;&lt;p&gt;Consider how you can change some fairly minor things in your business such as:&lt;/p&gt;&lt;p&gt;- comparing the timing of when or how often you pay your bills with how often and how soon you are paid,&lt;/p&gt;&lt;p&gt;- how many days your stock sits in your store or &lt;span id="SPELLING_ERROR_3" class="blsp-spelling-error"&gt;wharehouse&lt;/span&gt;, &lt;/p&gt;&lt;p&gt;- how long you have to wait for a stock order to be filled once you place it (&lt;span id="SPELLING_ERROR_4" class="blsp-spelling-error"&gt;ie&lt;/span&gt; how long might you be without any of that stock). &lt;/p&gt;&lt;p&gt;Also be aware of outside influences which may have an effect on your &lt;span id="SPELLING_ERROR_5" class="blsp-spelling-error"&gt;cashflow&lt;/span&gt; such as seasonal fluctuations.&lt;/p&gt;&lt;p&gt;Are there any things that you have done in your business that you think might help other businesses manage their &lt;span id="SPELLING_ERROR_6" class="blsp-spelling-error"&gt;cashflow&lt;/span&gt; and their liquidity risk?  We'd love to hear about them...&lt;/p&gt;&lt;p&gt;Leesa&lt;br /&gt;&lt;/p&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-9026984946356207334?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/9026984946356207334/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/06/liquidity-what-is-it-and-how-to-manage.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/9026984946356207334'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/9026984946356207334'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/06/liquidity-what-is-it-and-how-to-manage.html' title='Liquidity - What is it and how to manage it'/><author><name>Leesa Dalton</name><uri>http://www.blogger.com/profile/02459569336762458332</uri><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='16' height='16' src='http://img2.blogblog.com/img/b16-rounded.gif'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-2764921527116284109</id><published>2010-05-19T20:28:00.004+10:00</published><updated>2010-05-19T20:50:28.935+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Networking; Training'/><title type='text'>The Importance of being Market Savvy with Megan Walker</title><content type='html'>Today I was lucky enough to attend a Business Luncheon held by the Wynnum and Districts Chamber of Commerce. It was during this luncheon that I listened to Megan Walker, from &lt;a href="http://www.marketsavvy.com.au/"&gt;Market Savvy&lt;/a&gt;, wrap up in just 30 minutes, the ten very important steps one must consider when starting a new business.&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;Now, call me biased, but Megan was very quick to point out the importance of consulting qualified accountants during the Business Planning phase (step 1)(thanks for the plug Megan!). She expressed how crucial it is for a new business to get the right professional help about various aspects of finance, and to have it all set up correctly right from the START.&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;Now this wasn't the only thing I picked up from Megans speech. Megan ran through nine other steps, viz;&lt;br /&gt;&lt;br /&gt;&lt;ol&gt;&lt;br /&gt;&lt;li&gt;Business Planning (mentioned above)&lt;/li&gt;&lt;li&gt;Research - is your product desired by a market?&lt;/li&gt;&lt;li&gt;Goals - who is your target market...not everyone, we are not MacDonalds!&lt;/li&gt;&lt;li&gt;Strategies - how do we attract our market&lt;/li&gt;&lt;li&gt;Skills - do we have the skills to get the market? If not, get them (eg outsource).&lt;/li&gt;&lt;li&gt;Branding - what you want to be known for&lt;/li&gt;&lt;li&gt;Key Messages - words of value for your customers (not what you think is valuable)&lt;/li&gt;&lt;li&gt;Marketing Materials - what type? what is relevant to your business?&lt;/li&gt;&lt;li&gt;Promotional Activities&lt;/li&gt;&lt;li&gt;Sales - this is last!!&lt;/li&gt;&lt;/ol&gt;&lt;p&gt;She also said to "Resinate" (the desire for your product), "Differentiate" (what's unique about your product/service, what makes it the best), and "Substantiate" (generate a trust in your product).&lt;/p&gt;&lt;p&gt;I found today's luncheon particularly worthwhile, and with the tools Megan provided us with today, I am sure we can all become more "Market Savvy!".&lt;/p&gt;Thanks Megan!&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;a href="http://1.bp.blogspot.com/_6Suw2iqyozQ/S_O_kP7bueI/AAAAAAAAExA/rtXGU3RJITw/s1600/IMG_2702.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 400px; DISPLAY: block; HEIGHT: 298px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5472928601657293282" border="0" alt="" src="http://1.bp.blogspot.com/_6Suw2iqyozQ/S_O_kP7bueI/AAAAAAAAExA/rtXGU3RJITw/s400/IMG_2702.JPG" /&gt; &lt;p align="center"&gt;&lt;/a&gt;&lt;em&gt;~Me (Samantha Monahan) pictured with Megan Walker from Market Savvy~&lt;/em&gt;&lt;br /&gt;&lt;/p&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-2764921527116284109?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/2764921527116284109/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/05/importance-of-being-market-savvy-with.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2764921527116284109'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2764921527116284109'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/05/importance-of-being-market-savvy-with.html' title='The Importance of being Market Savvy with Megan Walker'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><media:thumbnail xmlns:media='http://search.yahoo.com/mrss/' url='http://1.bp.blogspot.com/_6Suw2iqyozQ/S_O_kP7bueI/AAAAAAAAExA/rtXGU3RJITw/s72-c/IMG_2702.JPG' height='72' width='72'/><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-2617438100850764486</id><published>2010-05-19T19:39:00.004+10:00</published><updated>2010-05-19T20:22:51.749+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Networking; Training'/><title type='text'>Are you sabotaging yourself?</title><content type='html'>&lt;div align="left"&gt;This was the question raised to the group last week at The Kitchen Table Network by Mark Edmonstone, former professional Rugby League Player, and motivational business speaker from &lt;a href="http://www.edmondsondynamics.com.au/index.php"&gt;Edmonstone Dynamics&lt;/a&gt;.&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;Mark's Mantra "Feel the fear, but do it anyway" is what made him a both a highly successful rugby league player (he represented Britan), and businessman, and it lead into him discussing with the group "Real Fear vs Imaginary Fear".&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;Real fear being something that you know could actually happen (he used his example of the very real possibility of being seriously hurt while playing rugby); and we have two basic choices when it comes to Real Fear: Fight or Flight. That is, either prepare yourself; become stronger, fitter, or smarter and fight; or high-tail it out of there!&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;On other hand, Imaginary Fear are those fears we "think could happen", often due to past experience. It is not a real fear...it is something that might happen...a classic example is a fear of rejection (in business or in personal relationships). It is these fears that will, it we let them, lead us to "sabotaging ourselves". A classic example is ones fear of providing a quote to a potential client; "what if they think it's too high?".&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;So how do these fears even evolve? Mark suggests that it is a learned behaviour which stems from the Schooling system and the home (yes, us parents might just be teaching our children to "fear the imaginary"). So he is determined to help us "unlearn the biological behavior".&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;Mark urged us to challenge these "imaginary fears"...."feel the fear and do it anyway".&lt;br /&gt;&lt;br /&gt;Mark Edmonstone is living proof that by facing our fears, both real and imaginary, we can be successful in both life and business; because after a while these fears fade away. This is not to say we will never be fearful again....fears are a natural part of life! But rather than sabotaging ourselves in the first instance, how about we challenge them, or even better, turn them around and make them work for us!&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;/div&gt;&lt;a href="http://1.bp.blogspot.com/_6Suw2iqyozQ/S_O5JP1fzKI/AAAAAAAAEw4/0REqOLs_O80/s1600/IMG_0356.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 300px; DISPLAY: block; HEIGHT: 400px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5472921540706159778" border="0" alt="" src="http://1.bp.blogspot.com/_6Suw2iqyozQ/S_O5JP1fzKI/AAAAAAAAEw4/0REqOLs_O80/s400/IMG_0356.JPG" /&gt; &lt;p align="center"&gt;&lt;/a&gt;&lt;em&gt;~Mark Edomonstone pictured with Jackie Price and Kerry Stewart-Haynes from the Kitchen Table Network~&lt;/em&gt;&lt;br /&gt;&lt;/p&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-2617438100850764486?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/2617438100850764486/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/05/are-you-sabotaging-yourself.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2617438100850764486'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2617438100850764486'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/05/are-you-sabotaging-yourself.html' title='Are you sabotaging yourself?'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><media:thumbnail xmlns:media='http://search.yahoo.com/mrss/' url='http://1.bp.blogspot.com/_6Suw2iqyozQ/S_O5JP1fzKI/AAAAAAAAEw4/0REqOLs_O80/s72-c/IMG_0356.JPG' height='72' width='72'/><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-6359056355691152286</id><published>2010-03-30T10:04:00.004+10:00</published><updated>2010-03-30T10:49:06.353+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Wynnum Chamber of Commerce'/><title type='text'>Tuesdayitis...Easter Breakfast....</title><content type='html'>As I usually do every second Tuesday, this morning I attended the Tuesdayitis Breakfast Group, which is run by the &lt;a href="http://www.wynnumchamber.org/website/"&gt;Wynnum and Districts Chamber of Commerce&lt;/a&gt;. I've always found this group very supportive, and often informative...and sometimes, a whole lot of fun!&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;p&gt;So this morning, in keeping with the Easter theme one of our members, Annie Thompson, from &lt;a href="http://www.employmentservicesqld.com.au/"&gt;Employment Services Queensland&lt;/a&gt;, brought along her Easter Basket, filled with Easter goodies, as well as some Easter Head Dresses for us all to wear! Thankfully I was one of the first there so I got pick of the ears!&lt;/p&gt;&lt;br /&gt;It was a lovley morning, especially with the added Easter Treats provided by Les and Heather from &lt;a href="http://www.michels.com.au/index.aspx"&gt;Michele's Patisserie&lt;/a&gt;....mmmm gotta love those Easter Biscuits!&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;Below are some pic's taken with my phone from this morning's meeting (please excuse the poor picture quality...but you'll get the idea).&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;a href="http://1.bp.blogspot.com/_6Suw2iqyozQ/S7FJbQ_slUI/AAAAAAAAEww/soTqLr4Wams/s1600/IMG_0324.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 300px; DISPLAY: block; HEIGHT: 400px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5454221356489807170" border="0" alt="" src="http://1.bp.blogspot.com/_6Suw2iqyozQ/S7FJbQ_slUI/AAAAAAAAEww/soTqLr4Wams/s400/IMG_0324.JPG" /&gt; &lt;p align="center"&gt;&lt;/a&gt;&lt;em&gt;~Johnathan from Wynnum Plaza~&lt;/em&gt;&lt;/p&gt;&lt;p align="center"&gt;&lt;a href="http://4.bp.blogspot.com/_6Suw2iqyozQ/S7FJazZJDHI/AAAAAAAAEwo/NAuT90Bevi4/s1600/IMG_0322.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 300px; DISPLAY: block; HEIGHT: 400px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5454221348543466610" border="0" alt="" src="http://4.bp.blogspot.com/_6Suw2iqyozQ/S7FJazZJDHI/AAAAAAAAEwo/NAuT90Bevi4/s400/IMG_0322.JPG" /&gt;&lt;/a&gt; &lt;em&gt;~Paul from Top Show Music~&lt;/em&gt;&lt;br /&gt;&lt;/p&gt;&lt;p align="center"&gt;&lt;a href="http://2.bp.blogspot.com/_6Suw2iqyozQ/S7FFkZlZxxI/AAAAAAAAEwg/arTE7zx2wAs/s1600/IMG_0327%5B1%5D.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 400px; DISPLAY: block; HEIGHT: 300px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5454217115367753490" border="0" alt="" src="http://2.bp.blogspot.com/_6Suw2iqyozQ/S7FFkZlZxxI/AAAAAAAAEwg/arTE7zx2wAs/s400/IMG_0327%5B1%5D.JPG" /&gt; &lt;/a&gt;&lt;em&gt;~Tuesdayitis Group with our "ears" on~&lt;/em&gt;&lt;br /&gt;&lt;/p&gt;&lt;p align="center"&gt;&lt;a href="http://2.bp.blogspot.com/_6Suw2iqyozQ/S7FFkNdGxFI/AAAAAAAAEwY/Vbbry4EsC4g/s1600/IMG_0328%5B1%5D.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 400px; DISPLAY: block; HEIGHT: 300px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5454217112111727698" border="0" alt="" src="http://2.bp.blogspot.com/_6Suw2iqyozQ/S7FFkNdGxFI/AAAAAAAAEwY/Vbbry4EsC4g/s400/IMG_0328%5B1%5D.JPG" /&gt;&lt;/a&gt; &lt;em&gt;~Darren from Refund Home Loans and Annie Thompson from ESQ~&lt;/em&gt;&lt;br /&gt;&lt;/p&gt;&lt;div&gt;&lt;div align="center"&gt;&lt;div&gt;&lt;a href="http://4.bp.blogspot.com/_6Suw2iqyozQ/S7FFj34RvmI/AAAAAAAAEwQ/cm1lq02fYew/s1600/IMG_0325%5B1%5D.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 400px; DISPLAY: block; HEIGHT: 300px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5454217106320113250" border="0" alt="" src="http://4.bp.blogspot.com/_6Suw2iqyozQ/S7FFj34RvmI/AAAAAAAAEwQ/cm1lq02fYew/s400/IMG_0325%5B1%5D.JPG" /&gt;&lt;/a&gt; &lt;em&gt;~Lorraine &amp;amp; Dennis from Ink Jet &amp;amp; Laser, and Paul from Top Show Music~&lt;/em&gt;&lt;br /&gt;&lt;br /&gt;&lt;br /&gt;&lt;div align="center"&gt;&lt;a href="http://3.bp.blogspot.com/_6Suw2iqyozQ/S7FFjY72wDI/AAAAAAAAEwI/DF4U3HgXPcI/s1600/IMG_0323%5B1%5D.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 400px; DISPLAY: block; HEIGHT: 300px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5454217098013622322" border="0" alt="" src="http://3.bp.blogspot.com/_6Suw2iqyozQ/S7FFjY72wDI/AAAAAAAAEwI/DF4U3HgXPcI/s400/IMG_0323%5B1%5D.JPG" /&gt;&lt;/a&gt; &lt;em&gt;~Lorriane &amp;amp; Dennis~&lt;/em&gt;&lt;br /&gt;&lt;br /&gt;&lt;/div&gt;&lt;br /&gt;&lt;br /&gt;&lt;div align="left"&gt;Samantha&lt;/div&gt;&lt;/div&gt;&lt;/div&gt;&lt;/div&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-6359056355691152286?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/6359056355691152286/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/03/tuesdayitiseaster-breakfast.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6359056355691152286'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6359056355691152286'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/03/tuesdayitiseaster-breakfast.html' title='Tuesdayitis...Easter Breakfast....'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><media:thumbnail xmlns:media='http://search.yahoo.com/mrss/' url='http://1.bp.blogspot.com/_6Suw2iqyozQ/S7FJbQ_slUI/AAAAAAAAEww/soTqLr4Wams/s72-c/IMG_0324.JPG' height='72' width='72'/><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-6192435516910105355</id><published>2010-03-25T20:23:00.005+10:00</published><updated>2010-03-25T21:11:24.891+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='New Developments'/><title type='text'>We're Live!!</title><content type='html'>&lt;a href="http://2.bp.blogspot.com/_6Suw2iqyozQ/S6tEVq4qO5I/AAAAAAAAEvg/72sLK2vM9kQ/s1600/092.JPG"&gt;&lt;img style="TEXT-ALIGN: center; MARGIN: 0px auto 10px; WIDTH: 400px; DISPLAY: block; HEIGHT: 300px; CURSOR: hand" id="BLOGGER_PHOTO_ID_5452526912941996946" border="0" alt="" src="http://2.bp.blogspot.com/_6Suw2iqyozQ/S6tEVq4qO5I/AAAAAAAAEvg/72sLK2vM9kQ/s400/092.JPG" /&gt;&lt;/a&gt;&lt;br /&gt;&lt;div&gt;Leesa and I have the most exciting news...&lt;br /&gt;&lt;br /&gt;We are proud to announce that the official Advanced Bookkeeping &amp;amp; Consulting Website has been launched today! Hooray!&lt;br /&gt;&lt;br /&gt;It would not have been able to happen without the wonderful help from Karen Collins from &lt;a href="http://www.blogger.com/www.focussedonline.com.au"&gt;Focussed Online&lt;/a&gt; (stunning web designer who creates simply stunning websites), and Wes Swindle from &lt;a href="http://www.blogger.com/www.lithiumsolutions.com.au"&gt;Lithium Solutions&lt;/a&gt; (webhosting and domain name expert!). So a really big Thank You to you both!&lt;br /&gt;&lt;br /&gt;I would also like to add that I am writing this blog post on my brand new Lenovo laptop - curteousy of Alex &amp;amp; Nick from &lt;a href="http://www.blogger.com/www.9spheres.com.au"&gt;9Spheres Technologies&lt;/a&gt;. A really big thank you to you both as well (especially considering how long it took to get it up and ready...bloody Norton 360!).&lt;br /&gt;&lt;/div&gt;&lt;div&gt;So be our guest (please) and take a look at our Website!&lt;br /&gt;&lt;br /&gt;&lt;a href="http://www.samsabc.com.au/"&gt;http://www.samsabc.com.au/&lt;/a&gt;&lt;br /&gt;&lt;br /&gt;(Please note; The Client Login area is a special place just for our clients where they can access various checklists, training material and other helpful bits and peices).&lt;br /&gt;&lt;br /&gt;Talk to you soon,&lt;br /&gt;Samantha &amp;amp; Leesa&lt;/div&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-6192435516910105355?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/6192435516910105355/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/03/were-live.html#comment-form' title='1 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6192435516910105355'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6192435516910105355'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/03/were-live.html' title='We&apos;re Live!!'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><media:thumbnail xmlns:media='http://search.yahoo.com/mrss/' url='http://2.bp.blogspot.com/_6Suw2iqyozQ/S6tEVq4qO5I/AAAAAAAAEvg/72sLK2vM9kQ/s72-c/092.JPG' height='72' width='72'/><thr:total>1</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-5103358290377219420</id><published>2010-03-24T20:35:00.003+10:00</published><updated>2010-03-24T20:55:19.702+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Wynnum Chamber of Commerce'/><title type='text'>Official Member...</title><content type='html'>The &lt;a href="http://www.wynnumchamber.org/website/"&gt;Wynnum Chamber of Commerce&lt;/a&gt; had a New Member Induction function this evening, and being a new member, I was invited to attend. It was a lovely evening because not only did I receive my "official member" certificate (framed and everything!), but because I was able to mingle with more like minded, local business people.&lt;br /&gt;&lt;br /&gt;During the evening the March Madness Week was also launched. During this week all Wynnum Business owners are encouraged to display their "Mad-Hatters Poster" advertising their "Mad-Discounts". This event is designed to encourage locals to spend locally, and was organised by Deirdre of &lt;a href="http://www.papertrenz.com.au/"&gt;PaperTrendz&lt;/a&gt;, Brett from Wynnum News &amp;amp; Susie Jones (really sorry Susie, I didn't catch which business you represent so please let me know!). During the March Madness week there will be buskers, street performers and music for all to enjoy!&lt;br /&gt;&lt;br /&gt;The Wynnum &amp;amp; Districts Chamber of Commerce is rapidly growing in memberships, and I am proud to be a member. And any local business out there should definitely consider joining their local chamber as they provide an excellent forum for business development, as well as an excellent source of referral business.&lt;br /&gt;&lt;br /&gt;&lt;div style="text-align: center;"&gt;&lt;a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="http://4.bp.blogspot.com/_6Suw2iqyozQ/S6nvEp2evbI/AAAAAAAAEvQ/czHj8PdHUhk/s1600/IMG_0319.JPG"&gt;&lt;img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 300px; height: 400px;" src="http://4.bp.blogspot.com/_6Suw2iqyozQ/S6nvEp2evbI/AAAAAAAAEvQ/czHj8PdHUhk/s400/IMG_0319.JPG" alt="" id="BLOGGER_PHOTO_ID_5452151687141572018" border="0" /&gt;&lt;/a&gt;&lt;br /&gt;&lt;span style="font-style: italic;"&gt;Me pictured here with my framed "Official Member" Certificate&lt;br /&gt;(thanks Annie for being the photographer!)&lt;br /&gt;&lt;/span&gt;&lt;/div&gt;&lt;br /&gt;Until next time...take care...and don't forget to call us first if you need any help with your bookkeeping!&lt;br /&gt;Samantha&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-5103358290377219420?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/5103358290377219420/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/03/official-member.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/5103358290377219420'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/5103358290377219420'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/03/official-member.html' title='Official Member...'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><media:thumbnail xmlns:media='http://search.yahoo.com/mrss/' url='http://4.bp.blogspot.com/_6Suw2iqyozQ/S6nvEp2evbI/AAAAAAAAEvQ/czHj8PdHUhk/s72-c/IMG_0319.JPG' height='72' width='72'/><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-1889201573551482530</id><published>2010-03-18T09:37:00.003+10:00</published><updated>2010-03-18T10:41:45.881+10:00</updated><title type='text'>Are you talking to people in the right language?</title><content type='html'>I attended TKTN meeting this month, and enjoyed a particularly interesting keynote speaker.  Her name is Colleen Walters, and she explained the importance of knowing the type of person you are talking to, and then adjusting your approach when engaging them.  The technique she uses is called D.I.S.C.&lt;br /&gt;&lt;br /&gt;Now I know what you're all thinking..."not another acronym!",  or "is this anything like the colours?".  I realise that there are several similar concepts out there for identifying people personality types...but this one really "spoke to me", so I thought I would share it (albeit in a summarised way).&lt;br /&gt;&lt;br /&gt;Basically, using the D.I.S.C. system, there are four personality types; &lt;span style="font-weight: bold;"&gt;D&lt;/span&gt;ominance,&lt;span style="font-weight: bold;"&gt; I&lt;/span&gt;nfluence, &lt;span style="font-weight: bold;"&gt;S&lt;/span&gt;teadiness and &lt;span style="font-weight: bold;"&gt;C&lt;/span&gt;onscientiousness.&lt;br /&gt;&lt;br /&gt;Below is a table that summarises the various motivators for each personality type.&lt;br /&gt;&lt;br /&gt;&lt;span style="font-weight: bold;"&gt;DISC Personality Traits Table&lt;/span&gt;&lt;br /&gt;&lt;!--[if !mso]&gt; &lt;style&gt; v\:* {behavior:url(#default#VML);} o\:* {behavior:url(#default#VML);} w\:* {behavior:url(#default#VML);} .shape {behavior:url(#default#VML);} &lt;/style&gt; &lt;![endif]--&gt;&lt;!--[if gte mso 9]&gt;&lt;xml&gt;  &lt;w:worddocument&gt;   &lt;w:view&gt;Normal&lt;/w:View&gt;   &lt;w:zoom&gt;0&lt;/w:Zoom&gt;   &lt;w:trackmoves&gt;false&lt;/w:TrackMoves&gt;   &lt;w:trackformatting/&gt;   &lt;w:punctuationkerning/&gt;   &lt;w:validateagainstschemas/&gt;   &lt;w:saveifxmlinvalid&gt;false&lt;/w:SaveIfXMLInvalid&gt;   &lt;w:ignoremixedcontent&gt;false&lt;/w:IgnoreMixedContent&gt;   &lt;w:alwaysshowplaceholdertext&gt;false&lt;/w:AlwaysShowPlaceholderText&gt;   &lt;w:donotpromoteqf/&gt;   &lt;w:lidthemeother&gt;EN-AU&lt;/w:LidThemeOther&gt;   &lt;w:lidthemeasian&gt;X-NONE&lt;/w:LidThemeAsian&gt;   &lt;w:lidthemecomplexscript&gt;X-NONE&lt;/w:LidThemeComplexScript&gt;   &lt;w:compatibility&gt;    &lt;w:breakwrappedtables/&gt;    &lt;w:snaptogridincell/&gt;    &lt;w:wraptextwithpunct/&gt;    &lt;w:useasianbreakrules/&gt;    &lt;w:dontgrowautofit/&gt;    &lt;w:splitpgbreakandparamark/&gt;    &lt;w:dontvertaligncellwithsp/&gt;    &lt;w:dontbreakconstrainedforcedtables/&gt;    &lt;w:dontvertalignintxbx/&gt;    &lt;w:word11kerningpairs/&gt;    &lt;w:cachedcolbalance/&gt;   &lt;/w:Compatibility&gt;   &lt;w:browserlevel&gt;MicrosoftInternetExplorer4&lt;/w:BrowserLevel&gt;   &lt;m:mathpr&gt;    &lt;m:mathfont val="Cambria Math"&gt;    &lt;m:brkbin val="before"&gt;    &lt;m:brkbinsub val="&amp;#45;-"&gt;    &lt;m:smallfrac val="off"&gt;    &lt;m:dispdef/&gt;    &lt;m:lmargin val="0"&gt;    &lt;m:rmargin val="0"&gt;    &lt;m:defjc val="centerGroup"&gt;    &lt;m:wrapindent val="1440"&gt;    &lt;m:intlim val="subSup"&gt;    &lt;m:narylim val="undOvr"&gt;   &lt;/m:mathPr&gt;&lt;/w:WordDocument&gt; &lt;/xml&gt;&lt;![endif]--&gt;&lt;!--[if gte mso 9]&gt;&lt;xml&gt;  &lt;w:latentstyles deflockedstate="false" defunhidewhenused="true" defsemihidden="true" defqformat="false" defpriority="99" latentstylecount="267"&gt;   &lt;w:lsdexception locked="false" priority="0" semihidden="false" unhidewhenused="false" qformat="true" name="Normal"&gt;   &lt;w:lsdexception locked="false" priority="9" semihidden="false" unhidewhenused="false" qformat="true" name="heading 1"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 2"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 3"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 4"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 5"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 6"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 7"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 8"&gt;   &lt;w:lsdexception locked="false" priority="9" qformat="true" name="heading 9"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 1"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 2"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 3"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 4"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 5"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 6"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 7"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 8"&gt;   &lt;w:lsdexception locked="false" priority="39" name="toc 9"&gt;   &lt;w:lsdexception locked="false" priority="35" qformat="true" name="caption"&gt;   &lt;w:lsdexception locked="false" priority="10" semihidden="false" unhidewhenused="false" qformat="true" name="Title"&gt;   &lt;w:lsdexception locked="false" priority="1" name="Default Paragraph Font"&gt;   &lt;w:lsdexception locked="false" priority="11" semihidden="false" unhidewhenused="false" qformat="true" name="Subtitle"&gt;   &lt;w:lsdexception locked="false" priority="22" semihidden="false" unhidewhenused="false" qformat="true" name="Strong"&gt;   &lt;w:lsdexception locked="false" priority="20" semihidden="false" unhidewhenused="false" qformat="true" name="Emphasis"&gt;   &lt;w:lsdexception locked="false" priority="59" semihidden="false" unhidewhenused="false" name="Table Grid"&gt;   &lt;w:lsdexception locked="false" unhidewhenused="false" name="Placeholder Text"&gt;   &lt;w:lsdexception locked="false" priority="1" semihidden="false" unhidewhenused="false" qformat="true" name="No Spacing"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1 Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2 Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1 Accent 1"&gt;   &lt;w:lsdexception locked="false" unhidewhenused="false" name="Revision"&gt;   &lt;w:lsdexception locked="false" priority="34" semihidden="false" unhidewhenused="false" qformat="true" name="List Paragraph"&gt;   &lt;w:lsdexception locked="false" priority="29" semihidden="false" unhidewhenused="false" qformat="true" name="Quote"&gt;   &lt;w:lsdexception locked="false" priority="30" semihidden="false" unhidewhenused="false" qformat="true" name="Intense Quote"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2 Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1 Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2 Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3 Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid Accent 1"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3 Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid Accent 2"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3 Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid Accent 3"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3 Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid Accent 4"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3 Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid Accent 5"&gt;   &lt;w:lsdexception locked="false" priority="60" semihidden="false" unhidewhenused="false" name="Light Shading Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="61" semihidden="false" unhidewhenused="false" name="Light List Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="62" semihidden="false" unhidewhenused="false" name="Light Grid Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="63" semihidden="false" unhidewhenused="false" name="Medium Shading 1 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="64" semihidden="false" unhidewhenused="false" name="Medium Shading 2 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="65" semihidden="false" unhidewhenused="false" name="Medium List 1 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="66" semihidden="false" unhidewhenused="false" name="Medium List 2 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="67" semihidden="false" unhidewhenused="false" name="Medium Grid 1 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="68" semihidden="false" unhidewhenused="false" name="Medium Grid 2 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="69" semihidden="false" unhidewhenused="false" name="Medium Grid 3 Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="70" semihidden="false" unhidewhenused="false" name="Dark List Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="71" semihidden="false" unhidewhenused="false" name="Colorful Shading Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="72" semihidden="false" unhidewhenused="false" name="Colorful List Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="73" semihidden="false" unhidewhenused="false" name="Colorful Grid Accent 6"&gt;   &lt;w:lsdexception locked="false" priority="19" semihidden="false" unhidewhenused="false" qformat="true" name="Subtle Emphasis"&gt;   &lt;w:lsdexception locked="false" priority="21" semihidden="false" unhidewhenused="false" qformat="true" name="Intense Emphasis"&gt;   &lt;w:lsdexception locked="false" priority="31" semihidden="false" unhidewhenused="false" qformat="true" name="Subtle Reference"&gt;   &lt;w:lsdexception locked="false" priority="32" semihidden="false" unhidewhenused="false" qformat="true" name="Intense Reference"&gt;   &lt;w:lsdexception locked="false" priority="33" semihidden="false" unhidewhenused="false" qformat="true" name="Book Title"&gt;   &lt;w:lsdexception locked="false" priority="37" name="Bibliography"&gt;   &lt;w:lsdexception locked="false" priority="39" qformat="true" name="TOC Heading"&gt;  &lt;/w:LatentStyles&gt; &lt;/xml&gt;&lt;![endif]--&gt;&lt;style&gt; &lt;!--  /* Font Definitions */  @font-face  {font-family:Wingdings;  panose-1:5 0 0 0 0 0 0 0 0 0;  mso-font-charset:2;  mso-generic-font-family:auto;  mso-font-pitch:variable;  mso-font-signature:0 268435456 0 0 -2147483648 0;} @font-face  {font-family:"Cambria Math";  panose-1:2 4 5 3 5 4 6 3 2 4;  mso-font-charset:0;  mso-generic-font-family:roman;  mso-font-pitch:variable;  mso-font-signature:-1610611985 1107304683 0 0 159 0;} @font-face  {font-family:Calibri;  panose-1:2 15 5 2 2 2 4 3 2 4;  mso-font-charset:0;  mso-generic-font-family:swiss;  mso-font-pitch:variable;  mso-font-signature:-1610611985 1073750139 0 0 159 0;}  /* Style Definitions */  p.MsoNormal, li.MsoNormal, div.MsoNormal  {mso-style-unhide:no;  mso-style-qformat:yes;  mso-style-parent:"";  margin-top:0cm;  margin-right:0cm;  margin-bottom:10.0pt;  margin-left:0cm;  line-height:115%;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} p.MsoHeader, li.MsoHeader, div.MsoHeader  {mso-style-priority:99;  mso-style-link:"Header Char";  margin:0cm;  margin-bottom:.0001pt;  mso-pagination:widow-orphan;  tab-stops:center 225.65pt right 451.3pt;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} p.MsoListParagraph, li.MsoListParagraph, div.MsoListParagraph  {mso-style-priority:34;  mso-style-unhide:no;  mso-style-qformat:yes;  margin-top:0cm;  margin-right:0cm;  margin-bottom:10.0pt;  margin-left:36.0pt;  mso-add-space:auto;  line-height:115%;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} p.MsoListParagraphCxSpFirst, li.MsoListParagraphCxSpFirst, div.MsoListParagraphCxSpFirst  {mso-style-priority:34;  mso-style-unhide:no;  mso-style-qformat:yes;  mso-style-type:export-only;  margin-top:0cm;  margin-right:0cm;  margin-bottom:0cm;  margin-left:36.0pt;  margin-bottom:.0001pt;  mso-add-space:auto;  line-height:115%;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} p.MsoListParagraphCxSpMiddle, li.MsoListParagraphCxSpMiddle, div.MsoListParagraphCxSpMiddle  {mso-style-priority:34;  mso-style-unhide:no;  mso-style-qformat:yes;  mso-style-type:export-only;  margin-top:0cm;  margin-right:0cm;  margin-bottom:0cm;  margin-left:36.0pt;  margin-bottom:.0001pt;  mso-add-space:auto;  line-height:115%;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} p.MsoListParagraphCxSpLast, li.MsoListParagraphCxSpLast, div.MsoListParagraphCxSpLast  {mso-style-priority:34;  mso-style-unhide:no;  mso-style-qformat:yes;  mso-style-type:export-only;  margin-top:0cm;  margin-right:0cm;  margin-bottom:10.0pt;  margin-left:36.0pt;  mso-add-space:auto;  line-height:115%;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} span.HeaderChar  {mso-style-name:"Header Char";  mso-style-priority:99;  mso-style-unhide:no;  mso-style-locked:yes;  mso-style-link:Header;} .MsoChpDefault  {mso-style-type:export-only;  mso-default-props:yes;  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-fareast-font-family:Calibri;  mso-fareast-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-bidi-font-family:"Times New Roman";  mso-bidi-theme-font:minor-bidi;  mso-fareast-language:EN-US;} .MsoPapDefault  {mso-style-type:export-only;  margin-bottom:10.0pt;  line-height:115%;} @page Section1  {size:841.9pt 595.3pt;  mso-page-orientation:landscape;  margin:56.75pt 72.0pt 42.55pt 72.0pt;  mso-header-margin:21.3pt;  mso-footer-margin:35.4pt;  mso-paper-source:0;} div.Section1  {page:Section1;}  /* List Definitions */  @list l0  {mso-list-id:424888593;  mso-list-type:hybrid;  mso-list-template-ids:2062694232 201916417 201916419 201916421 201916417 201916419 201916421 201916417 201916419 201916421;} @list l0:level1  {mso-level-number-format:bullet;  mso-level-text:;  mso-level-tab-stop:none;  mso-level-number-position:left;  margin-left:18.0pt;  text-indent:-18.0pt;  font-family:Symbol;} @list l1  {mso-list-id:1618097027;  mso-list-type:hybrid;  mso-list-template-ids:136862538 201916417 201916419 201916421 201916417 201916419 201916421 201916417 201916419 201916421;} @list l1:level1  {mso-level-number-format:bullet;  mso-level-text:;  mso-level-tab-stop:none;  mso-level-number-position:left;  margin-left:18.0pt;  text-indent:-18.0pt;  font-family:Symbol;} @list l2  {mso-list-id:1707019147;  mso-list-type:hybrid;  mso-list-template-ids:2022211532 201916417 201916419 201916421 201916417 201916419 201916421 201916417 201916419 201916421;} @list l2:level1  {mso-level-number-format:bullet;  mso-level-text:;  mso-level-tab-stop:none;  mso-level-number-position:left;  margin-left:18.0pt;  text-indent:-18.0pt;  font-family:Symbol;} @list l3  {mso-list-id:2103597789;  mso-list-type:hybrid;  mso-list-template-ids:1864261224 201916417 201916419 201916421 201916417 201916419 201916421 201916417 201916419 201916421;} @list l3:level1  {mso-level-number-format:bullet;  mso-level-text:;  mso-level-tab-stop:none;  mso-level-number-position:left;  margin-left:18.0pt;  text-indent:-18.0pt;  font-family:Symbol;} ol  {margin-bottom:0cm;} ul  {margin-bottom:0cm;} --&gt; &lt;/style&gt;&lt;!--[if gte mso 10]&gt; &lt;style&gt;  /* Style Definitions */  table.MsoNormalTable  {mso-style-name:"Table Normal";  mso-tstyle-rowband-size:0;  mso-tstyle-colband-size:0;  mso-style-noshow:yes;  mso-style-priority:99;  mso-style-qformat:yes;  mso-style-parent:"";  mso-padding-alt:0cm 5.4pt 0cm 5.4pt;  mso-para-margin-top:0cm;  mso-para-margin-right:0cm;  mso-para-margin-bottom:10.0pt;  mso-para-margin-left:0cm;  line-height:115%;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-fareast-language:EN-US;} table.MsoTableGrid  {mso-style-name:"Table Grid";  mso-tstyle-rowband-size:0;  mso-tstyle-colband-size:0;  mso-style-priority:59;  mso-style-unhide:no;  border:solid black 1.0pt;  mso-border-themecolor:text1;  mso-border-alt:solid black .5pt;  mso-border-themecolor:text1;  mso-padding-alt:0cm 5.4pt 0cm 5.4pt;  mso-border-insideh:.5pt solid black;  mso-border-insideh-themecolor:text1;  mso-border-insidev:.5pt solid black;  mso-border-insidev-themecolor:text1;  mso-para-margin:0cm;  mso-para-margin-bottom:.0001pt;  mso-pagination:widow-orphan;  font-size:11.0pt;  font-family:"Calibri","sans-serif";  mso-ascii-font-family:Calibri;  mso-ascii-theme-font:minor-latin;  mso-hansi-font-family:Calibri;  mso-hansi-theme-font:minor-latin;  mso-fareast-language:EN-US;} &lt;/style&gt; &lt;![endif]--&gt;  &lt;table class="MsoTableGrid" style="margin-left: -15.9pt; border-collapse: collapse; border: medium none;" border="1" cellpadding="0" cellspacing="0"&gt;  &lt;tbody&gt;&lt;tr style=""&gt;   &lt;td style="width: 92.95pt; border: 1pt solid black; padding: 0cm 5.4pt;" valign="top" width="124"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center; line-height: normal;" align="center"&gt;&lt;b style=""&gt;PERSONALITY&lt;o:p&gt;&lt;/o:p&gt;&lt;/b&gt;&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: black black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center; line-height: normal;" align="center"&gt;&lt;b style=""&gt;MOTIVATIONS&lt;o:p&gt;&lt;/o:p&gt;&lt;/b&gt;&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: black black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center; line-height: normal;" align="center"&gt;&lt;b style=""&gt;RESPONDS   TO&lt;o:p&gt;&lt;/o:p&gt;&lt;/b&gt;&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: black black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center; line-height: normal;" align="center"&gt;&lt;b style=""&gt;CLOTHING&lt;o:p&gt;&lt;/o:p&gt;&lt;/b&gt;&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: black black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center; line-height: normal;" align="center"&gt;&lt;b style=""&gt;CAR&lt;o:p&gt;&lt;/o:p&gt;&lt;/b&gt;&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: black black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center; line-height: normal;" align="center"&gt;&lt;b style=""&gt;ALSO   TO NOTE&lt;o:p&gt;&lt;/o:p&gt;&lt;/b&gt;&lt;/p&gt;   &lt;/td&gt;  &lt;/tr&gt;  &lt;tr style=""&gt;   &lt;td style="width: 92.95pt; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: -moz-use-text-color black black; padding: 0cm 5.4pt;" valign="top" width="124"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; line-height: normal;"&gt;Dominance&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Thrive on a challenge&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Control “freaks”&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Be direct, and never repeat yourself!&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Get to the point&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Punishment: “This was not the best option, how   do you think you should be punished” – give them control.&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Black, black, and more black...with a teeny   bit of white.&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Square toed shoes&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Very little embellishments (like they have   time for that!)&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;4WD&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;BMW (staus car)&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Calculative&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Always right...unless it advantages them to be   wrong of course.&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Can be “steam-rollers”&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;NOT “touchy-feely” – they may take your hand   off!&lt;/p&gt;   &lt;/td&gt;  &lt;/tr&gt;  &lt;tr style=""&gt;   &lt;td style="width: 92.95pt; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: -moz-use-text-color black black; padding: 0cm 5.4pt;" valign="top" width="124"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; line-height: normal;"&gt;Influence&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Recognition&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Popularity/approval&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Social atmosphere&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Democracy&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;“Pretty/shiny things”&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Punishment – take the pretty things&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Bright clothes&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Highly accessorised&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Convertible&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Life of the party&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Centre of attention&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Lack focus / easily distracted&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;“Touchy-feely”&lt;/p&gt;   &lt;/td&gt;  &lt;/tr&gt;  &lt;tr style=""&gt;   &lt;td style="width: 92.95pt; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: -moz-use-text-color black black; padding: 0cm 5.4pt;" valign="top" width="124"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; line-height: normal;"&gt;Steadiness&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Security&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Appreciation&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Assurance&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Relaxed and calm atmosphere (shy away from   hostility or confrontation)&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Needs defined goals&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Will get the job done, but own pace.&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Punishment – “I’m disappointed in you”&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Soft tones that don’t stand out.&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Matching suit&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Prefers to blend in.&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Family car – Falcon, Commodore&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Less direct&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Supportive&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Talk slower&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Often speak last...but what they say is very   profound&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Thinkers&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Love HUGS!!&lt;/p&gt;   &lt;/td&gt;  &lt;/tr&gt;  &lt;tr style=""&gt;   &lt;td style="width: 92.95pt; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: -moz-use-text-color black black; padding: 0cm 5.4pt;" valign="top" width="124"&gt;   &lt;p class="MsoNormal" style="margin-bottom: 0.0001pt; line-height: normal;"&gt;Conscientiousness&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Quality answers based on fact&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Excellence&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Value&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Detail – oriented&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Must be right (facts)&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Succinct answers – useful data only&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Prove them wrong through fact&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Often have only a few favourites, usually a   suit so as to minimise decision making&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Deciding on a car is just way too hard for   these personality types!!!&lt;/p&gt;   &lt;/td&gt;   &lt;td style="width: 127.6pt; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: -moz-use-text-color black black -moz-use-text-color; padding: 0cm 5.4pt;" valign="top" width="170"&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Decision making can be hard - like to have all   the facts first &lt;/p&gt;   &lt;p class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Control through influence (facts)&lt;/p&gt;   &lt;p class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 0.0001pt 18pt; text-indent: -18pt; line-height: normal;"&gt;&lt;!--[if !supportLists]--&gt;&lt;span style="font-family: Symbol;"&gt;&lt;span style=""&gt;·&lt;span style="font: 7pt &amp;quot;Times New Roman&amp;quot;;"&gt;           &lt;/span&gt;&lt;/span&gt;&lt;/span&gt;&lt;!--[endif]--&gt;Often accountants or engineers&lt;/p&gt;   &lt;/td&gt;  &lt;/tr&gt; &lt;/tbody&gt;&lt;/table&gt;  &lt;p class="MsoNormal" style=""&gt;&lt;span style="font-size: 8pt; line-height: 115%;"&gt;Acknowledgements: Some of this information is taken directly from the notes provided by Colleen Walters, and some is a summary of notes taken during a speech by the same person.&lt;o:p&gt;&lt;/o:p&gt;&lt;/span&gt;&lt;/p&gt; &lt;br /&gt;Of course, this is not an exact science.  Personality traits are never that clearly defined, but still, you may find this table useful in various ways; whether it be when talking to a prospective client, negotiating a new contract, or even disciplining your children!  (which is why I found this system so useful).&lt;br /&gt;&lt;br /&gt;I know my personality trait...do you know yours?  Your husbands?  Your best friends?  It's a fun and interesting exercise...give it a try and then try and put this information to use.&lt;br /&gt;&lt;br /&gt;Until next time, thanks Colleen for such an interesting insight into me, my family, and my colleagues.&lt;br /&gt;&lt;br /&gt;It's by for now from this "C".&lt;br /&gt;&lt;br /&gt;Samantha&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-1889201573551482530?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/1889201573551482530/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/03/are-you-talking-to-people-in-right.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/1889201573551482530'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/1889201573551482530'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/03/are-you-talking-to-people-in-right.html' title='Are you talking to people in the right language?'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-4103383645450964627</id><published>2010-02-11T20:15:00.002+10:00</published><updated>2010-02-11T20:30:11.428+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Networking'/><title type='text'>Kitchen Table Network...</title><content type='html'>February marked the re-start of various  networking groups, including one of my favourite, The Kitchen Table Network.&lt;br /&gt;&lt;br /&gt;Advanced Bookkeeping &amp;amp; Consulting was represented by yours truly at both the Wynnum Chapter last week, and the Cleveland Chapter today.  And I have to say, they have really kicked things off with a bang!  Both sessions introduced very inspiring guest speakers.&lt;br /&gt;&lt;br /&gt;At Wynnum Sonja Falvo dazzled the group with her presentation about the "6 Ways to Position Yourself as an Expert in Your Field".  I'm telling you, the entire group was listening so intently we didn't hear the commotion of the boats in the harbour in the background!  Sonja is truly a clever lady, and one of those people who have stacks of energy that seems to transcend upon you while you're listening...now if only I could find my notes from the meeting...arrrggghhh...so if there are any other TKTN ladies out there who attended...can you please lend me your notes?&lt;br /&gt;&lt;br /&gt;Today at Cleveland Carren Smith encouraged the group to remove our "masks" and enlightened us on "The Art of Authenticity", and how to achieve real life congruency.  I was honestly inspired, and got me thinking about my life experiences and how I could help others by sharing them...but that's another project for later...so stay tuned...&lt;br /&gt;&lt;br /&gt;Thanks again Jackie and Kerry for starting my networking year off in a very worthwhile way!&lt;br /&gt;&lt;br /&gt;Kind Regards&lt;br /&gt;Samantha&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-4103383645450964627?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/4103383645450964627/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2010/02/kitchen-table-network.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/4103383645450964627'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/4103383645450964627'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2010/02/kitchen-table-network.html' title='Kitchen Table Network...'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-614856711197092441</id><published>2009-12-15T15:48:00.004+10:00</published><updated>2009-12-15T16:14:09.068+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Wynnum Chamber of Commerce'/><title type='text'>Last Tuesdayitis for 2009...</title><content type='html'>This morning I attended the last Tuesdayitis breakfast meeting with my Wynnum &amp;amp; Districts Chamber of Commerce comrades. As usual, we convened at the Wynnum Plaza, and this morning we enjoyed special Christmas treats provided by Heather &amp;amp; Les of Michel's Patisserie, as well as handing out our Secret Santa gifts (we used a raffle system...lot's of fun, particularly when a couple of us decided to nick someone else's gift!).&lt;br /&gt;&lt;br /&gt;It has been such an honor to be welcomed into this very special group of people this year. I know Advanced Bookkeeping and Consulting wouldn't be where it is today were it not for the helpful insights and support they have given us.&lt;br /&gt;&lt;br /&gt;So, once again my friends...thank you very much...and a Merry Merry Christmas!!&lt;br /&gt;&lt;br /&gt;&lt;div style="text-align: center;"&gt;&lt;a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="http://3.bp.blogspot.com/_6Suw2iqyozQ/SycnBNRdDOI/AAAAAAAAEmg/LJgUYY4x7Os/s1600-h/IMG_2350.JPG"&gt;&lt;img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 300px;" src="http://3.bp.blogspot.com/_6Suw2iqyozQ/SycnBNRdDOI/AAAAAAAAEmg/LJgUYY4x7Os/s400/IMG_2350.JPG" alt="" id="BLOGGER_PHOTO_ID_5415339978632531170" border="0" /&gt;&lt;/a&gt;&lt;br /&gt;&lt;span style="font-style: italic;"&gt;~The Tuesdayitis Group~&lt;br /&gt;&lt;/span&gt;&lt;/div&gt;&lt;br /&gt;&lt;div style="text-align: center;"&gt;&lt;a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="http://4.bp.blogspot.com/_6Suw2iqyozQ/SycnAzDX3yI/AAAAAAAAEmY/xnv0El9Nh4o/s1600-h/IMG_2347.JPG"&gt;&lt;img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 300px;" src="http://4.bp.blogspot.com/_6Suw2iqyozQ/SycnAzDX3yI/AAAAAAAAEmY/xnv0El9Nh4o/s400/IMG_2347.JPG" alt="" id="BLOGGER_PHOTO_ID_5415339971594149666" border="0" /&gt;&lt;/a&gt;&lt;br /&gt;&lt;span style="font-style: italic;"&gt;~Secret Santa Raffle antics~&lt;br /&gt;&lt;/span&gt;&lt;/div&gt;&lt;br /&gt;&lt;div style="text-align: center;"&gt;&lt;a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="http://4.bp.blogspot.com/_6Suw2iqyozQ/SycnAJAWS0I/AAAAAAAAEmQ/-Pz8YTOY5AQ/s1600-h/IMG_2345.JPG"&gt;&lt;img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 300px;" src="http://4.bp.blogspot.com/_6Suw2iqyozQ/SycnAJAWS0I/AAAAAAAAEmQ/-Pz8YTOY5AQ/s400/IMG_2345.JPG" alt="" id="BLOGGER_PHOTO_ID_5415339960307174210" border="0" /&gt;&lt;/a&gt;&lt;br /&gt;&lt;span style="font-style: italic;"&gt;~Sampling our Christmas treats and coffee at Michels Patisserie~&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/div&gt;&lt;div style="text-align: center;"&gt;&lt;a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="http://4.bp.blogspot.com/_6Suw2iqyozQ/Sycm_9wbvMI/AAAAAAAAEmI/yVsGmmnrPe4/s1600-h/IMG_2343.JPG"&gt;&lt;img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 300px; height: 400px;" src="http://4.bp.blogspot.com/_6Suw2iqyozQ/Sycm_9wbvMI/AAAAAAAAEmI/yVsGmmnrPe4/s400/IMG_2343.JPG" alt="" id="BLOGGER_PHOTO_ID_5415339957287632066" border="0" /&gt;&lt;/a&gt;&lt;br /&gt;&lt;span style="font-style: italic;"&gt;~Lorraine McKay from Ink Jet &amp;amp; Laser with her Secret Santa Gift (which was later "stolen" by Michael from Wynnum Plaza!)~&lt;br /&gt;&lt;/span&gt;&lt;/div&gt;&lt;br /&gt;&lt;br /&gt;Sammy&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-614856711197092441?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/614856711197092441/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/12/last-tuesdayitis-for-2009.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/614856711197092441'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/614856711197092441'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/12/last-tuesdayitis-for-2009.html' title='Last Tuesdayitis for 2009...'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><media:thumbnail xmlns:media='http://search.yahoo.com/mrss/' url='http://3.bp.blogspot.com/_6Suw2iqyozQ/SycnBNRdDOI/AAAAAAAAEmg/LJgUYY4x7Os/s72-c/IMG_2350.JPG' height='72' width='72'/><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-2440560201517045430</id><published>2009-12-14T13:11:00.003+10:00</published><updated>2009-12-14T16:38:31.745+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Tax'/><title type='text'>Entertainment Expenses...</title><content type='html'>This is just a reminder of a few things to be aware of, which are even more relevant at this time of year with all of the parties and presents....&lt;br /&gt;&lt;br /&gt;"Entertainment Expenses" can be a tricky thing to figure out.  They almost have to be judged on a case by case basis, but it's worth thinking about because in many circumstances, input tax credits on these items cannot be claimed, are not tax deductible and some may attract Fringe Benefits Tax.&lt;br /&gt;&lt;br /&gt;While we are not in the business of providing tax advice, here are some general rules and things to consider:&lt;br /&gt;&lt;br /&gt;&lt;ul&gt;&lt;li&gt;As a &lt;span style="font-style: italic;"&gt;general rule&lt;/span&gt;, input tax credits cannot be claimed for Entertainment Expenses, and are not tax deductible.&lt;/li&gt;&lt;li&gt;Entertainment Expenses are the cost of providing entertainment with food or drink or providing recreation, accommodation or travel in connection with the entertainment. E.g. business lunches, parties, tickets to sporting events.&lt;/li&gt;&lt;li&gt;Not all food and drink is classed as "entertainment".  Generally, if it is for the purpose of providing &lt;strong&gt;refreshment&lt;/strong&gt;, for example, during a meeting or training session, it will &lt;strong&gt;not&lt;/strong&gt; be classed as entertainment.  Such as tea and coffee and light sandwiches.  However, lunch at a restaurant during a business meeting is more likely to be "entertainment".&lt;/li&gt;&lt;li&gt;If providing Christmas presents or putting on a Christmas party for clients, employees and perhaps their partners, the treatment of these differs for each group and can depend on the cost per person. &lt;/li&gt;&lt;/ul&gt;&lt;br /&gt;Given the ambiguity of this type of expense, it is worth discussing with your Tax Advisor.&lt;br /&gt;&lt;br /&gt;When we prepare your BAS we will ask you a few relevant questions to be sure input tax credits are claimed in the correct way.&lt;br /&gt;&lt;br /&gt;Until next time...&lt;br /&gt;Leesa &amp;amp; Samantha&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-2440560201517045430?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/2440560201517045430/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/12/things-to-consider.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2440560201517045430'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2440560201517045430'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/12/things-to-consider.html' title='Entertainment Expenses...'/><author><name>Leesa Dalton</name><uri>http://www.blogger.com/profile/02459569336762458332</uri><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='16' height='16' src='http://img2.blogblog.com/img/b16-rounded.gif'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-6669708880926568691</id><published>2009-12-02T21:35:00.002+10:00</published><updated>2009-12-02T21:47:19.002+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Networking'/><title type='text'>Networking...</title><content type='html'>I attended another networking function this morning, and despite the particularly cool breeze gusting in off the beautiful bay near where I live, I was reminded of why I feel particularly special as a local business owner.  The camaraderie between all of those who attended "The Kitchen Table Network- Wynnum Chapter" this morning was obvious, as well as inspiring and, well, fulfilling.&lt;br /&gt;&lt;br /&gt;Of very recent times I have expressed to many people close to me of the wonderful feeling you get from really feeling like part of the local business community.  It's like you feel more connected with those around you.  It's truly amazing. And something quite unexpected.&lt;br /&gt;&lt;br /&gt;Starting a small business has had many pluses...this is just one of them I thought I would share with you.&lt;br /&gt;&lt;br /&gt;Talk to you soon.&lt;br /&gt;&lt;br /&gt;Samantha&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-6669708880926568691?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/6669708880926568691/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/12/networking.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6669708880926568691'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/6669708880926568691'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/12/networking.html' title='Networking...'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-2846989601761947550</id><published>2009-11-30T09:12:00.002+10:00</published><updated>2009-11-30T09:20:26.299+10:00</updated><title type='text'>New Sydney Office</title><content type='html'>Hi Everyone&lt;br /&gt;Advanced Bookkeeping and Consulting Services now service the Sutherland Shire of Sydney.  I am operating my office from Menai.  Samantha has told me how rewarding it has been for her to feel in tune with the local business community in the Wynnum and Manly areas now that she has met and started working with other business owners.  When you feel part of the community you want to support other local businesses in your day to day life. I am looking forward to doing the same in my local area.  Hopefully I will find some wonderful networking groups just like the Kitchen Table Network and my local Chamber of Commerce.&lt;br /&gt;Leesa&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-2846989601761947550?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/2846989601761947550/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/11/new-sydney-office.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2846989601761947550'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/2846989601761947550'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/11/new-sydney-office.html' title='New Sydney Office'/><author><name>Leesa Dalton</name><uri>http://www.blogger.com/profile/02459569336762458332</uri><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='16' height='16' src='http://img2.blogblog.com/img/b16-rounded.gif'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-7700264650200801693</id><published>2009-07-10T14:06:00.002+10:00</published><updated>2009-07-10T14:12:42.398+10:00</updated><title type='text'>New Year's Resolutions</title><content type='html'>Yes, it's the start of the New Financial Year.  And what better time to make a decision that this year you will start off on the right track and be more in control of the finances. &lt;br /&gt;&lt;br /&gt;Was last year a mess? &lt;br /&gt;&lt;br /&gt;Did you get to 30 June and think "why did I wait until now to sort all of this out....?" &lt;br /&gt;&lt;br /&gt;If you'd rather spend time developing your business and looking after your clients but you don't want to let the bookkeeping and finance side of things slip WE CAN HELP. &lt;br /&gt;&lt;br /&gt;IT'S WHAT WE DO!&lt;br /&gt;&lt;br /&gt;Give us a call or send an email and we can arrange a time for a free 1 hour consulation to discuss how you could benefit from our services.&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-7700264650200801693?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/7700264650200801693/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/07/new-years-resolutions.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/7700264650200801693'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/7700264650200801693'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/07/new-years-resolutions.html' title='New Year&apos;s Resolutions'/><author><name>Leesa Dalton</name><uri>http://www.blogger.com/profile/02459569336762458332</uri><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='16' height='16' src='http://img2.blogblog.com/img/b16-rounded.gif'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-4577878492097951218</id><published>2009-06-29T15:00:00.005+10:00</published><updated>2009-06-29T17:44:38.865+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='EOY'/><category scheme='http://www.blogger.com/atom/ns#' term='Tax'/><title type='text'>Tax Time!!!</title><content type='html'>Well, it's here.  The end of the financial year.  Happy New Year?? Generally this seems to just make people think of all of the things they need to do and to worry about how much tax they will have to pay!  The best thing to do &lt;strong&gt;before &lt;/strong&gt;June 30 is BE ORGANISED.&lt;br /&gt;&lt;br /&gt;Do things like: have all accounts reconciled as close as possible to 30 June so that you aren't reconciling 6 months worth of transactions before you can give it to your Accountant. Also, try and make sure you have little things like employees addresses and other details up to date to make preparation of PAYG Instalment Certificates easier.&lt;br /&gt;&lt;br /&gt;You could also think about when to pay your expenses - should they be paid before 30 June to ensure they can be claimed as a deduction this year (which will help to reduce this year's income and therefore tax bill) or do you want to put them off until next year?  Or should you defer receiving some of your income which would have the same effect?&lt;br /&gt;&lt;br /&gt;Also, be aware of key dates such as when Superannuation payments must be paid by, when your quarterly or annual BAS is due and when your tax returns are due.&lt;br /&gt;&lt;br /&gt;If you are worried about your tax bill it might be possible to ask your Accountant if your Tax Returns can be prepared a bit earlier and lodged as late as possible to give you a chance to prepare for the bill and avoid causing cashflow problems.&lt;br /&gt;&lt;br /&gt;Hopefully the week will go smoothly for everyone.  Of course, if you have any concerns be sure to give Samantha or I a call.&lt;br /&gt;&lt;br /&gt;Leesa&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-4577878492097951218?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/4577878492097951218/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/06/tax-time.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/4577878492097951218'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/4577878492097951218'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/06/tax-time.html' title='Tax Time!!!'/><author><name>Leesa Dalton</name><uri>http://www.blogger.com/profile/02459569336762458332</uri><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='16' height='16' src='http://img2.blogblog.com/img/b16-rounded.gif'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-574445950943961401</id><published>2009-06-11T13:32:00.002+10:00</published><updated>2009-06-26T16:57:24.057+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Networking'/><title type='text'>Kitchen Table Network</title><content type='html'>Today I attended the Kitchen Table Network morning tea.  The Kitchen Table Network is run by Kerry Stewart-Haynes and Jackie Price, both of whom are very motivating and welcoming women.&lt;br /&gt;&lt;br /&gt;This mornings function included a guest speaker, Melanie Lavelle-Maloney of Redland City Business Grow, whom provided some excellent insights and business tips.&lt;br /&gt;&lt;br /&gt;I really enjoyed attending my first KTN morning tea, and I found it to be an excellent forum for networking. My "mug" even ended up on the KTN e-newsletter!  As a result of the morning tea Advanced Bookkeeping and Consulting Services will become a member of the KTN and enjoy the benefits membership has to offer.&lt;br /&gt;&lt;br /&gt;For more information on the&lt;a href="http://www.tktn.com.au/tktn_df/web/homepage.asp"&gt; &lt;/a&gt;&lt;a href="http://www.tktn.com.au/tktn_df/web/homepage.asp"&gt;Kitchen Table Network&lt;/a&gt; follow the link and try it yourself.&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-574445950943961401?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/574445950943961401/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/06/kitchen-table-network.html#comment-form' title='1 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/574445950943961401'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/574445950943961401'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/06/kitchen-table-network.html' title='Kitchen Table Network'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>1</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-7780377854850001165</id><published>2009-05-31T22:17:00.003+10:00</published><updated>2009-05-31T22:44:50.179+10:00</updated><category scheme='http://www.blogger.com/atom/ns#' term='Networking'/><title type='text'>Networking...</title><content type='html'>Last Thursday (28th May) I went to my first networking event.  It was run by the &lt;span style="font-style: italic;"&gt;Brisbane Central Leads Club&lt;/span&gt;, and it gave me the opportunity to meet and "network" with other business owners.&lt;br /&gt;&lt;br /&gt;The evening confirmed what Tony Carter from the Wynnum Chamber of Commerce advised me during our meeting on Wednesday 20th May, that 80% to 90% of business is drummed up through networking.&lt;br /&gt;&lt;br /&gt;Various members of the leads club explained to me that most of their clients are derived from various forms of networking...weather it was from organised networking functions, or simple word-of-mouth.  It was made pretty clear to me that the benefits of becoming a member of a networking group are &lt;span style="font-style: italic;"&gt;enormous!&lt;/span&gt;&lt;br /&gt;&lt;br /&gt;So, what is networking?&lt;br /&gt;&lt;br /&gt;Well, I've only been to one event, so I am no expert, but basically it's a forum where people in business come together and discuss who they are and what they do.  It's an opportunity for professionals from just about any industry from your local hairdresser to the solicitor to introduce themselves, and their business, in the hopes of gaining referals.&lt;br /&gt;&lt;br /&gt;It is also facilitates knowledge sharing.  This is also a major benefit of joining a networking group because like they say &lt;span style="font-style: italic;"&gt;"a problem shared is a problem halved"&lt;/span&gt;.&lt;br /&gt;&lt;br /&gt;My next networking event is on 11th June with the &lt;span style="font-style: italic;"&gt;The Kitchen Table Network&lt;/span&gt;, which is basically a womens networking group.  I am really looking forward to this one.  I will let you know how it goes...&lt;br /&gt;&lt;br /&gt;Regards&lt;br /&gt;Sam&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-7780377854850001165?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/7780377854850001165/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/05/networking.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/7780377854850001165'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/7780377854850001165'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/05/networking.html' title='Networking...'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry><entry><id>tag:blogger.com,1999:blog-6795877398604285791.post-3482103699150725536</id><published>2009-05-31T21:15:00.005+10:00</published><updated>2009-05-31T21:49:53.907+10:00</updated><title type='text'>Introducing....</title><content type='html'>&lt;span style="color: rgb(0, 0, 0);font-family:arial;" &gt;It is always exciting (and a little nerve wracking) to start a new business.  But my best friend, Leesa, and I have been talking about this venture for years now so we decided to stop talking about it and to just go for it!&lt;/span&gt;&lt;br /&gt;&lt;br /&gt;&lt;span style="color: rgb(0, 0, 0);font-family:arial;" &gt;So whats the story?  Well...here's the low-down...&lt;br /&gt;&lt;br /&gt;Samantha's Advanced Bookkeeping and Consulting Services (SABCS) specialise in assisting both new and existing small-to-medium enterprises (SME's) will all of their bookkeeping and financial data management nees.&lt;br /&gt;&lt;br /&gt;My business partner, Leesa, and I know that a business with a sound and reliable financial data system is a powerful one.  As such, it is our aim to provide SME's with a professional holistic service that, at least from a financial data perspective, &lt;span style="font-weight: bold;"&gt;you&lt;/span&gt; are in &lt;span style="font-weight: bold;"&gt;control&lt;/span&gt;.&lt;br /&gt;&lt;br /&gt;In short, we believe that it makes &lt;span style="font-style: italic;"&gt;&lt;span style="font-weight: bold;"&gt;Good Business Sense&lt;/span&gt;&lt;/span&gt; to take advantage of the range of services offered by SABCS.  By doing so, the business owner can concentrate on their core business, while we take care of all of your financial data needs.&lt;br /&gt;&lt;br /&gt;&lt;span style="font-style: italic;"&gt;&lt;span style="font-weight: bold;"&gt;"Empowering your business through superior financial data management"&lt;/span&gt;&lt;/span&gt;&lt;br /&gt;&lt;br /&gt;We are looking forward to hearing from you...&lt;br /&gt;&lt;br /&gt;Regards&lt;br /&gt;Sam&lt;br /&gt;&lt;/span&gt;&lt;div class="blogger-post-footer"&gt;&lt;img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6795877398604285791-3482103699150725536?l=samsabc.blogspot.com' alt='' /&gt;&lt;/div&gt;</content><link rel='replies' type='application/atom+xml' href='http://samsabc.blogspot.com/feeds/3482103699150725536/comments/default' title='Post Comments'/><link rel='replies' type='text/html' href='http://samsabc.blogspot.com/2009/05/introducing.html#comment-form' title='0 Comments'/><link rel='edit' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/3482103699150725536'/><link rel='self' type='application/atom+xml' href='http://www.blogger.com/feeds/6795877398604285791/posts/default/3482103699150725536'/><link rel='alternate' type='text/html' href='http://samsabc.blogspot.com/2009/05/introducing.html' title='Introducing....'/><author><name>Sammy</name><email>noreply@blogger.com</email><gd:image rel='http://schemas.google.com/g/2005#thumbnail' width='32' height='23' src='http://1.bp.blogspot.com/_6Suw2iqyozQ/SWrVQGLoc7I/AAAAAAAACeQ/FnbDnHQwyFg/S220/IMG_9538.JPG'/></author><thr:total>0</thr:total></entry></feed>
