John Blake has been in sales his whole working life. Aged 17, he was spotted negotiating a new battery for his car, by surfie legend Barry Young. He was offered a job, and never looked back, eventually setting up his own sales consultancy, which he admits is now a ‘lifestyle business’. His sales system shows companies 8 ways in which they can best convert sales enquiries into actual sales. In this podcast, John explains one of them. It’s surprisingly simple, yet usually overlooked. Among other things, he still surfs, and sings and plays guitar in a local pub. You are going to enjoy this talk with John… ~~ Guest: John Blake, John Blake Sales Breakthrough Solutions Web site: https://john-blake.com.au/ John’s podcast: ‘Master Dealmaker Secrets’ https://john-blake.com.au/podcasts John’s book: Hugh Stakes Selling https://john-blake.com.au/high-stakes-selling-book Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Born in New Zealand, Richard Kain grew up loving science at school, moving on to medical school. From there he worked all around the land of the long white cloud, and then over to the National Health Service in the UK, before landing in Fremantle, WA in 1993. By 2006, he was up in Karratha, where he set up Complete Corporate Health. Now approaching its 20th year, his team of 14 doctors, nurses, psychiatrists and physios assist workers with emergency medical attention. Telehealth and software development are now becoming increasingly important, as well as the psycho-social treatment of patients. "60% of our presentation has a psycho-social aspect to it. 60%. The statistics are grim in the occupational sphere. You need a team approach, and you need specialists to do it.” ~ Richard Kain ~~ Guest: Richard Kain, Complete Corporate Health Web site: https://completecorporatehealth.com/ Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Dawn Russell is on a mission to make sure every business fits the right people into the right roles, to maximise their happiness and success at work. Established in 2010, her company The Heartware Group has access to an exclusive system to make this happen. Born in the UK, she moved with her family to Melbourne, aged 10, falling in love with France and the French language at school. After a few years in Queensland, she took a job with Singapore Airlines, where she stayed for 28 years in various roles including as sales director. “The real job of a leader is to get work done through other people, and to make sure that everybody on the team is able to grow and develop in a way that is right for them. My goal in life is to see people in jobs that make their heart sing.” ~ Dawn Russell. ~~ Guest: Dawn Russell, The Heartware Group Web site: https://heartwaregroup.com.au Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Originally from Queensland, where his parents were in market gardening, Paul Mulroney moved with his family to Western Australia when he was 14, meeting his future wife Caroline at school. Playing in a band in the early 1990s, a fellow band member had a customised software development business but suffered from chronic fatigue syndrome. With money that had been set aside to buy their first house, Paul and his wife bought over the business and have been running it ever since. “Business is not just doing the coding, you’ve actually got to think about ‘How do I market this? How do I sell this? How do I look at the finance? How do I connect with others? How do I build those sorts of relationships that are meaningful?’” ~ Paul Mulroney ~~ Guest: Paul Mulroney, Logical Developments Web site: https://logicaldevelopments.com.au Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Set up 8 years ago, Brainbox employs 200 staff in the Philippines working for Brainbox clients. Not your normal outsourcing business, every staff member is embedded into their clients' business, and works for them exclusively. Before establishing this business, Tony worked as a maths teacher, then in IT before consulting, and then as a CEO of a regional council. His top tip for business leaders is to be kind. “Kindness to staff. Kindness to customers. Kindness to yourselves as business owners. And increasingly important, kindness to the jurisdictions that you work within. Not just for the annual report, but actually doing things that make a difference in those jurisdictions.” ~ Tony Friday ~~ Guest: Tony Friday, Brainbox Web site: https://brain-box.com.au/ Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102

Originally from South Africa, via New Zealand, Tracy tells us about the time she sold lollies from her backpack at school, and discovering her love of art. After degrees in art and graphic design, and jewellery making, she followed these passions - plus a spell as a cabin crew for JetStar - before establishing her own branding and design business during the height of the pandemic in July 2020. 5 years on, she employs 12 staff and helps companies set their branding and marketing straight. “Sit down and really ask yourself, and take inventory of your life and what you have. And assess if you are willing to lose it all, or up it all. Because it will affect every single area of your life. Take stock of what you have, and be prepared to go and grow.” ~ Tracy Fryer ~~ Guest: Tracy Fryer, Design Studio Perth Web site: https://designstudioperth.com.au/ The Real Biz Life Chronicles podcast: https://www.therealbizlifechronicles.com/ Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Straight out of school Michael Watts went to work at Wesfarmers, initially in IT, working his way through to corporate finance, studying IT and finance degrees along the way. Moving into management and software consulting, he then set up his own company, To Be Advisory in 2019. The name comes from the fact that he did not know what to call his company at first, so when people asked him, he said ‘to be advised’. The name stuck. He now consults in operational efficiency, business growth and ESG. In his spare time, he dabbles in standup comedy, as does his wife. “It never stops, and you’ve just got to keep going. Yes, you can take a break. I’m not saying you can never take a break, but when you take your foot off the pedal, the business takes its foot off the pedal,” ~ Michael Watts ~~ Guest: Michael Watts, To Be Advisory Web site: https://michaelmwatts.com/ Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Originally from New Zealand, Emma Burdett set up and now runs Perth-based brand and marketing company Huddle Up Creative. Her boundless energy and enthusiasm shines through in our chat. We talk about her passion for scuba diving, branding and graphic design, and how she set up her own agency post GFC, bought another one, rebranded and is now on a mission to help businesses understand what they do, and how to grow. “The best way to define your brand is [to ask] ‘How do people describe you when you’re not in the room?’ That is exactly the same with your company.” ~ Emma Burdett. ~~ Guest: Emma Burdett, Huddle Up Creative Web site: https://huddleupcreative.com.au/ Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Originally from Germany, Andreas moved to Perth for a year off between school and uni, finally moving to WA in 2011. After working in financial advisory, he set up his own business, 3D Wealth, four years ago. He likes to work with younger clients, as they have more time to build up their wealth. Although, of course, he’ll work with anyone looking to set themselves up. There is a growing shortage of financial advisors in Australia, due to harder rules around who can be a financial advisor. “The biggest mistake people make is living above their means and trying to keep up with the Joneses. Wealthy people don’t show wealth. They drive the boring cars.” ¬¬ Guest: Andreas Kettemann, 3D Wealth Web site: https://3dwealth.com.au Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Michael Masterson has some unique perspectives on what a company is actually worth. You won’t find it on the balance sheet. It has a lot to do with its “intrinsic assets”. Founder of several successful businesses, Michael explains how to identify, value and protect your company’s most valuable assets, the ones that drive value into the future. “ (Number 1) Always surround yourself with people smarter than you. (2) Only take advice from people who have been on the battlefield, and understand if they benefit from that advice, and (3) build your networks, and never say ‘no’ to anything.” Guest: Michael Masterson Web site: https://www.intrinsika.com Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Lauren began her career as a physiotherapist in the public health sector before joining Aveling, her family’s 28 year old business, in 2006. Working her way up from the ground level, she recently took over as MD 18 months ago. What’s it been like taking over as the second generation leader? “A lot of support networks that I have, it’s not just about the professional side, it’s more about your personal site as well. Work and your personal side always mesh together…” ~ Lauren Gonzalez. ~~ Guest: Lauren Gonzalez, Aveling Website: https://www.aveling.com.au Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

Gifted in sports and full of confidence, Suzzanne left home at 17 to move across the country to sell encyclopedias. She quickly became the leading salesperson in the country. Better yet, she met her future husband David in the job, going on to great success in business and property investment together. Then the GFC hit, and to recover she set up a successful business coaching firm, which she has been running for the last 15 years. “Sometimes dogged determination without research can lead to ignorance and falls, but the ones that I’ve seen be very successful are very determined. They don’t get scared by failure but they are very deep in their investigation to cover every alternative." ~ Suzzanne Laidlaw ~~ Guest: Suzzanne Laidlaw Web site: https://www.suzzannelaidlaw.com.au Suzanne’s Book: What’s your plan? Interviewer: Charlie Gunningham Recorded at: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

In this our third episode, we talk with Lachie Stretton, Director at KBI Group, insurance brokers. Insurance - what a subject! Lachie takes us through his journey from the banking world into insurance. In fact, he was lured into his current insurance company after arranging finance for their founder years earlier. Never burn bridges... "I would say business operators need to be aware of technology, and being more comfortable with it. It's not an age thing, but a lot of people are just scared of technology, and really should be excited to use it as a tool to make your life easier, better and more productive." ~ Lachie Stretton. ~~ Guest: Lachie Stretton, KBI Group: https://kbi.com.au Interviewer: Charlie Gunningham Recording: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit www.waleaders.com.au

In this our second episode, we talk with the founder of A Guy I Know, Graham Hall. Originally from the UK, he set up a business in Western Australian that helps organisations deliver training that (actually!) engages staff. In a fun talk through his life and work, Graham's infectious enthusiasm shines through. "So at 4 o clock in the morning, in Joondalup, if anyone's on the road, be careful because there is a middle aged man with an electric skateboard with light, hooning, carving across the road, and it is amazing and I love it, and that is every morning, I literally have that thrill, I love it." ~ Graham Hall. ~~ Guest: Graham Hall, A Guy I Know: https://www.aguyiknow.com.au Interviewer: Charlie Gunningham Recording: The Hub, Technology Park, Bentley WA 6102 For more information on WA Leaders, please visit https://www.waleaders.com.au

In this our first episode, we talk with the founder of WA Leaders, Rupen Kotecha. Rupen talks about his early upbringing in Kenya, his move to Wales for university, then working in London, before ending up in Western Australia where he founded the CFO Centre, and then WA Leaders. "The entrepreneur spirit I've seen here in WA is amazing because WA goes through feast and famine, it's got these cycles, but the business owners are making it through those ups and downs. They've got the grit to get through it. It's pretty amazing to see it." ~ Rupen Kotecha. ~~ For more information, please visit www.waleaders.com.au Interviewer: Charlie Gunningham Recording: The Hub, Technology Park, Bentley WA 6102