Ropho – Pleasure & Business After 60

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  • Omega-3 Benefits for Over 60: Fuelling an Active Lifestyle!

    Omega-3 Benefits for Over 60: Fuelling an Active Lifestyle!

    If someone had told me when I was fitted with my pacemaker at 58 that I’d be signing up for a charity skydive at age 64, I probably would have laughed!

    Yet here I am, fresh off a fantastic check-up with my cardiologist, and officially getting ready to leap out of a plane this late August.

    Staying active and feeling vibrant in our 60s isn’t down to luck…

    It is about giving our bodies the exact biological building blocks they need.

    Throughout my heart health journey, I have relied heavily on the incredible guidance of the British Heart Foundation (BHF).

    One of the most vital pieces of advice they emphasise for protecting our hearts, soothing our joints, and keeping our minds sharp is mastering our intake of Omega-3.

    Today, we are breaking down why this powerhouse nutrient is so critical for the over-60s,

    What UK experts really say about those pricey supplements.

    We have 3 delicious, supermarket-friendly recipes to fuel your own adventures.

    Part 1: Why Omega-3 is Crucial As We Age

    Omega-3 fatty acids (specifically EPA and DHA) are non-negotiable structural building blocks for our cells.

    As we age, our bodies face specific biological challenges that Omega-3 directly counteracts:

    • Brain Protection: DHA preserves cognitive function, protects against age-related brain shrinkage, and reduces the risk of mild cognitive decline.
    • Joint Mobility: It acts as a natural anti-inflammatory, suppressing the production of inflammatory proteins to soothe stiff, aching joints.
    • Cardiovascular Health: It actively reduces triglycerides (blood fats), lowers blood pressure, and helps maintain a steady heart rhythm.
    • Slowing Biological Ageing: Recent clinical trials show a daily dose of marine omega-3 can physically slow down biological ageing, especially when paired with strength training.

    Part 2: Do Omega-3 Supplements Work? The UK Expert Verdict

    When it comes to supplements, UK health authorities take a strict, food-first approach.

    • The BHF & BDA Consensus: Leading bodies like the British Heart Foundation and the British Dietetic Association (BDA) do not recommend routine omega-3 capsule supplements for the general public.
    • The Reason: Clinical evidence shows the profound cardiovascular and cognitive benefits come directly from eating whole fish, rather than swallowing a pill. The synergy of protein, vitamins, and minerals in actual food makes it vastly superior.
    • If You Choose to Supplement: If you truly dislike fish, the BDA advises choosing an algae-based or pure Omega-3 supplement providing roughly 450mg of EPA and DHA daily. Avoid fish liver oils (like cod liver oil) if you already take a multivitamin, as they can cause a dangerous build up of Vitamin A.

    Part 3: 3 Budget-Friendly Supermarket Recipes

    All ingredients are easily sourced from Sainsbury’s, Tesco, Asda, or Aldi. ( or any reputable Supermarket).

    1. The Ultimate 10-Minute Sardine Toast

    • Key Omega-3 Source: Tinned Sardines in Olive Oil.
    • Ingredients: Tinned sardines, sourdough or wholemeal bread, 1 lemon, fresh parsley, chilli flakes.
    • Method: Mash the tinned sardines onto toasted sourdough with a squeeze of fresh lemon juice, a pinch of chilli flakes, and chopped parsley. It is the cheapest, highest-impact Omega-3 meal available.

    2. Zesty Salmon & Walnut Foil Packets

    • Key Omega-3 Sources: Fresh Salmon Fillets & Walnuts.
    • Ingredients: Salmon fillets, broccoli florets, walnut pieces, olive oil, garlic paste, sliced lemon.
    • Method: Place individual salmon fillets on foil alongside broccoli florets. Top with crushed walnuts, a drizzle of olive oil, and garlic. Seal the foil packets tightly and bake at 200°C for 15 minutes.

    3. Mediterranean Smoked Mackerel Salad

    • Key Omega-3 Sources: Peppered Mackerel & Linseeds.
    • Ingredients: Flaked smoked mackerel, pre-cooked puy lentil pouch, spinach, cherry tomatoes, linseeds (flaxseeds).
    • Method: Toss a warmed pouch of microwave puy lentils with fresh spinach and halved cherry tomatoes. Flake the smoked mackerel over the top and scatter with a tablespoon of linseeds for a double hit of plant and marine Omega-3.

    Part 4: On-the-Go Resistance Band Workout

    Now that the baby has arrived, we are officially kicking off our usual spring and summer routine—which means plenty of long weekends away and a fair bit of travel.

    But let’s be honest: packing a bag and heading off for a few days shouldn’t mean leaving your health goals at the front door.

    You don’t need to hunt down a hotel gym or pack a suitcase full of heavy iron to keep muscle loss (sarcopenia) at bay and keep your bones dense.

    My go-to: for staying strong on the move is a simple, lightweight set of resistance bands with handles.

    They take up zero space in a weekend bag, and you can pull them out anywhere—whether you’re in a holiday rental, a hotel room, or a sunny local park.

    (Of course, please make sure you have checked with your doctor or a fitness professional ,that you are able to safely do these exercises before starting!)

    Grab a light-to-medium band that allows you to complete 10–12 controlled repetitions, and run through this quick circuit:

    • Banded Squats (Lower Body & Hips): Stand on the middle of the band with feet shoulder-width apart. Hold the handles at shoulder height. Bend your knees and push your hips back as if sitting in a chair, then press back up through your heels. Great for keeping the legs primed for plenty of holiday walking.
    • Standing Rows (Upper Back & Posture): Loop the band around a sturdy railing, a fence post, or a heavy door handle at chest height. Hold the handles, step back until the band is taut, and pull your elbows straight back past your ribs while squeezing your shoulder blades. Perfect for reversing the slouch of a long drive or flight.
    • Chest Press (Chest & Shoulders): Keep the band looped around that same sturdy anchor point, but turn your body around to face away from it. Step forward into a stable, staggered stance, then press both handles straight out in front of your chest.
    • Bicep Curls (Arm Strength): Stand with both feet flat on the centre of the band, holding the handles down by your sides. Keep your elbows pinned tight to your waist and bend your arms to bring the handles up toward your shoulders. Simple, effective, and keeps the arms strong for lifting those suitcases.
    • Tricep Dips (Back of the Arms): Sit on the edge of a sturdy chair or a park bench. Place your hands next to your hips, slide your bottom forward off the seat, and bend your elbows to lower your body. Press firmly back up using your arm strength. No bands required for this one—just good old-fashioned leverage.

    And there’s a quick full-body workout for you!

    Over to You: What’s Your Next Adventure?

    Shattering the aging myth isn’t about being perfect; it’s about staying curious, moving your body, and keeping your eyes on the next horizon.

    Whether that horizon is a trip away, a new business goal, or jumping out of a perfectly good airplane, I’d love to hear about it.

    Are you taking your health into your own hands this summer? What’s one adventure or goal you’re fuelling for?

    Let me know in the comments below—I read every single one!

    Read More – Life Planning in Your Sixties: A Simple Weekly Approach

    Contact

  • Are you Happy? The Million Dollar Question

    Are you Happy? The Million Dollar Question

    After the last 3 or 4 weeks of absolute limbo land—will the baby arrive or won’t it?—the inevitable has finally happened.

    Despite some difficulties, grandchild number seven has arrived, crying into this world with a full head of hair, making everyone involved extremely happy and slightly sad at the exact same time.

    It is a bittersweet moment. My son’s partner’s mother recently passed away and won’t get to see her first grandchild.

    Yet, in a beautiful tribute to the past and the future, my son has named the baby boy after my dad.

    They say happiness is the heartbeat of life.

    But as this week has reminded me, it’s also worth remembering a sobering truth:

    When you are at your absolute happiest, someone else out there is experiencing their unhappiest moment.

    Life has a way of balancing joy with hardship, and it’s a reality that keeps our feet firmly on the ground.

    It’s a question we should all ask ourselves regularly: Are you happy?

    In my day job as a business advisor, I see a lot of stressed-out people.

    It’s part of the territory.

    Usually, the complaints are the same: Not enough customers. Not enough hours in the day. Poor cash flow.

    But I operate a bit differently than most. Because I am a sole trading advisor, I have the luxury of choice.

    I have never advertised for business in my consultancy life.

    Instead, I choose my clients based entirely on one criteria:

    I only take on people I truly believe will succeed.

    Because of that selectiveness, when I first meet a prospective client, I am looking at much more than just their balance sheet.

    I ask a series of questions to establish their motivations and their ambitions.

    But tucked away in those questions is one that often catches them completely off guard:

    “Are you happy?”

    I always have to qualify it.

    I ask them: When your business was doing well in the past, were you happy then? Did you take holidays? Did you have hobbies?

    There is a very practical, strategic reason I ask this.

    In my experience, a habitually unhappy person is incredibly difficult to work with.

    If someone cannot find joy when things are going right, fixing their business processes won’t magically solve their problems.

    I also closely study their relationship with their staff, because how you treat others when the pressure is on tells me everything I need to know about your leadership and you as a person.

    Wealth vs. Happiness

    I ask myself quite regularly:

    Am I happy?

    Look, things go wrong. It’s normal.

    People upset you. It’s normal. You don’t always have as much money as you’d like in the bank. That is completely normal.

    I know a lot of genuinely wealthy people. Are they happy?

    Not always. Money is fantastic for enabling you to live comfortably.

    If, like me, one of your absolute favourite things in life is travel, money certainly helps you do that.

    But wealth doesn’t buy the little things. And the little things are actually the big things:

    • Kicking a football about with the grandkids.
    • Treating a good friend to a pub lunch just because.
    • Reading an uplifting piece of poetry.
    • Laughing raucously at a comedian you probably shouldn’t be laughing at.

    As much as I love overseas travel, live music, and long coastal walks, (I have a deep obsession with being near the water—especially in the winter.

    I think it’s the savage beauty of a winter storm that puts everything into perspective).

    It makes you realise just how vulnerable we are, and how trivial most of our daily business or work “crises” really are in the grand scheme of things.

    Introducing: The Ropho Happy Corner

    Science has proven time and again that smiling and feeling happy directly increases longevity.

    We are all rushing around trying to build sustainable businesses, working stressful jobs and balancing sometimes difficult family situations.

    But what is the point if we aren’t sustaining ourselves?

    Because of this, I am creating a brand-new section on the Ropho website called The Happy Corner.

    This is going to be a dedicated space where we share short poems, uplifting anecdotes, motivational quotes, clean jokes, or just anything that might make someone who is having a difficult time smile.

    Life can sometimes be tough, but we don’t have to navigate the heavy days alone. Let’s help each other.

    Let’s start right here today:

    What is one “little thing” that never fails to bring a smile to your face, no matter how stressful your week is?

    Drop it in the comments below—let’s build the Happy Corner together.

    Contact

    Read More – Life Planning in Your Sixties: A Simple Weekly Approach

  • Business Systems and Processes: Why They Matter at Every Growth Stage

    Week 8: The Ultimate Engine of Growth – Why Systems Matter at Every Stage

    Last week’s topic – Sales: Why Learning Techniques is Important in Your 60’s – finished with the acknowledgement that even when your business has sales, the reality is that a vibrant, sustainable modern business requires structured setups across everything from accounting to production.

    This week, we look at the why and the how.

    Whether you are a sole trader just starting out, an established firm reorganising for growth, or a founder preparing to pass the reins to future generations —systems are your most valuable asset.

    Let’s be completely honest: without systems, you don’t own a business; you own a job.

    And usually, it’s a highly stressful, 24/7 job where you are the single point of failure.

    If you get sick, take a holiday, or simply want a day off, does everything grind to a halt?

    If the answer is yes, you haven’t built a business yet—you are the business.

    Systems are about buying back your time and sanity. They ensure things get done the right way, every time, whether you are in the room or not.

    Systems for Every Stage of the Business Journey

    No matter where you currently stand on your business timeline, implementing clear, repeatable processes changes the game:

    • The Start-Up Stage: In the beginning, it’s about survival and consistency. Systems ensure that even if it’s just you, your marketing, invoicing, and customer service happen predictably every time, building a trusted brand from day one.
    • The Reorganisation & Growth Stage: You cannot scale chaos. To take on more work, hire staff, or expand your services, you must download the daily operations out of your head and onto paper (or digital platforms) so others can replicate your success.
    • Passing on to Future Generations: Legacy requires clarity. If the next generation is going to step in, they need a clear operational playbook, not a guessing game. It protects the family legacy and smooths out the transition.
    • Selling Up: When an investor or buyer looks at your business, they aren’t just buying your past turnover—they are buying your future predictability. A business completely dependent on the owner is worth very little. A business run by rock-solid systems is a premium asset.

    Where to Start? The Core Pillars

    You don’t need to systemise everything overnight. Focus on the core pillars that keep the lights on and the revenue flowing:

    1. Financials & Accounting: Automated invoicing, regular cash-flow forecasting, and clear payment terms.
    2. Marketing & Sales: A repeatable pipeline for generating leads, nurturing them, and closing deals.
    3. Operations & Delivery: Standard Operating Procedures (SOPs) ensuring your product or service is delivered to the exact same high standard every single time.

    Final Thoughts on Our Mini-Series

    Over the last 8 weeks, we have covered the fundamentals of planning, structuring, and running a successful business. But the final piece of the puzzle is always execution. Systems give you the freedom to step back, look at the big picture, and actually work on your business, rather than getting buried in it.

    Your 8-Week Checklist: Where do you need to focus today?

    • The Vision: Is your business running you, or are you running it?
    • The Plan: Do you have clear, trackable milestones for the next 12 months?
    • The Engine: Are your daily operations reliant entirely on you, or do your systems do the heavy lifting?

    Building a sustainable business isn’t a sprint; it’s a marathon. But you don’t have to figure out every mile of the track on your own.

    What’s Next?

    Now that the foundations are laid, we are going to dive deeper. Over the next two weeks, we are tackling two massive topics that can make or break an established business:

    • Next Week: The critical difference between Growth and Scaling (and why getting the order wrong can destroy a business).
    • The Following Week: A focused look at KPIs—how they should work to keep you on track, and why they so often fail.

    Thank you to everyone who has followed, liked, and commented throughout this mini-series. It’s been fantastic sharing these principles with you.

    Let’s turn talk into action.

    Is there a specific business challenge, software riddle, or operational question you need an answer to right now?

    Is there a specific business challenge, software riddle, or operational question you need an answer to right now?

    A Real-World Example: A local trade owner recently came to me with a dilemma: “What is the best accounting software for my business? I’m a plumber in a rural area with 4 employees and 2 vans.”

    He was feeling overwhelmed trying to weigh up Xero, Zoho, and QuickBooks.

    He wasn’t a “tech guy”—he just wanted a straightforward tool that worked without the headache.

    I laid out an independent, jargon-free comparison of how each one fitted his exact setup.

    Because his business was straightforward, he didn’t need bells and whistles; he needed simplicity.

    He chose QuickBooks because it matched his comfort level perfectly. The best system is always the one you and your team will actually use.

    Whatever your unique hurdle is—whether it’s choosing the right software, structuring your team, or mapping out a strategy—Ropho can provide an independent, practical outline tailored to your reality.

    Drop your question in the comments below or send me a direct message, and let’s get you the clarity you need to move forward!

    Read More – Sales: Why Learning Techniques is Important in Your 60’s

  • Life Planning in Your Sixties: A Simple Weekly Approach

    Life Planning in Your Sixties: A Simple Weekly Approach
    St Albans Clock Tower

    I’m sitting in St Albans this morning, fresh from a 9:00 am meeting.

    As a business adviser, my world is usually built on rigid plans. If you don’t have a plan, your dream stays a dream.

    But I’ll be honest with you, four months ago, when I launched Ropho, my personal life was becoming a bit chaotic.

    I was great at planning for clients, but failing at planning for me.

    The “Reset” That Changed Everything

    As many of you know, our daughter was diagnosed with breast cancer last year.

    It’s been a rough ride, but she’s recently been given the all-clear (though radiation and hormone treatments continue).

    It hit me: I always tell my business clients to treat setbacks as resets.

    Why wasn’t I doing that at home?

    In our 60s, a “reset” isn’t a failure-it’s vitally important.

    I realised I was just agreeing to everything, leaving my wife, Sharon, to organise our lives, and often ending up doing things I didn’t want to do or – worse – forgetting the things that actually matter.

    A Framework, Not a To-Do List

    I designed three planners (Daily, Weekly, Monthly) when I started this site, but the Weekly Life Balance Template is the one that saved me.

    It’s not a timetable.

    It’s a framework. It’s designed so you don’t reach Sunday and say, “Oh s—, I forgot to phone my mum.”

    Here is a snippet of how I’m balancing my week now:

    Simple Weekly Life Balance Template (Google Docs-friendly, printable, and calm)

    How to use this template: This is not a timetable; it is a framework designed to support life, not control it. Fill it in lightly, with a pencil mentality.

    MY WEEK AT A GLANCE Week of: _______________

    One word I’d like this week to feel like: _______________ ❤️

    RELATIONSHIPS & CONNECTION (family, partner, friends, community) ● ●

    🏃 HEALTH & MOVEMENT (walks, exercise, appointments, rest) ● 🎨 HOBBIES, CREATIVITY & CURIOSITY

    💼 WORK / PROJECTS / PURPOSE

    ( , paid work, volunteering, contribution)

    ●

    ●

    😌 REST, RESET & ENJOYMENT

    (nothing planned is still something)

    ●

    ●

    ⚓ WEEKLY ANCHORS

    (things already fixed — appointments, commitments, travel)

    ●

    ●

    🌱 ONE SMALL INTENTION FOR THE WEEK

    (not a goal — just a gentle focus)

    The Results of Planning the “Fun”

    By using this method, Sharon and I have actually put the big “resets” in the diary:

    ✈️ Crete in September 🐘 Thailand in December 🐎 Royal Ascot in June 🪂 Charity Skydive in August

    We have also planned various weekends away to enjoy the things I want to explore on this blog, restaurants, gyms, and some of the beautiful countryside the UK has to offer.

    For me, those are the resets that make life feel balanced again.

    This is a quote I have used in my consultancy business for years.

    One of my clients recently told me I should share it more widely because it captures so much of what I believe:

    “Are you ready? Well, never mind—just do it, or you will never know if you were ready or not. If it doesn’t work out, you can try again.”

    To me, that feels especially relevant in our sixties.

    When we begin to understand more deeply that waiting for the perfect moment, can mean missing some of the very things that bring us joy, purpose, growth, and renewed energy.

    Stop waiting for the perfect “ready.” Just start.

    Want the full Weekly Life Balance PDF for free? Drop a comment below or send me a message and I’ll send it over.

    Contact

  • The Mid-Week Catch Up: 5 Health Pillars & The Manifestation Mystery

    Early Mornings encourage positive thoughts.
    Early Mornings encourage, positive thoughts.

    Welcome back.

    Still no word on Grandchild No. 7. At this rate, I’m half-expecting them to arrive with a CV and a three-year career plan.

    Today, I’m stepping out of “Business Consultant” mode – mostly.

    My wife pointed out that I recently asked our 11-year-old grandson for his “quarterly projections” on his Maths homework.

    I’ve been told to speak “Plain English,” so here is my attempt at a low-jargon, lighthearted look at life in our 60’s.

    1. The 5 Pillars of (Not) Falling Apart

    I can’t help it – I love a “Pillar.” If it works for a multinational corporation, it works for a 64 year old.

    Here’s the structure I’m using to keep the wheels on the wagon:

    • Real Food: Eating things that actually grew in the ground, not in a lab. In your 60s, Protein is King. Think of it as the maintenance budget for your muscles.
    • Sleep: 7-9 hours. Gone are the days of “I’ll sleep when I’m dead.” Now, if I get 5 hours, I look like I’ve been through a car wash without the car.
    • Movement: 150 minutes a week. It doesn’t have to be a marathon; a brisk walk where you can talk but not sing is the “Zone 2” sweet spot.
    • Sunlight: 15 minutes a day to tell your brain it’s daytime. It turns out we’re basically just houseplants with more complicated emotions.
    • Hydration: Drink water before you’re thirsty. By the time your brain says “I’m parched,” your kidneys have already sent a formal letter of complaint.

    2. Manifestation: Magic or Just a Good To-Do List?

    I want to believe in positive thinking, but “Manifestation” usually sounds like something involving crystals and expensive retreats.

    My take? It’s just “Business Priming” for your brain.

    If you tell yourself you’re going to find a parking spot, your brain starts looking for brake lights instead of clouds. Is it the universe providing? Maybe.

    Or maybe it’s just your Reticular Activating System finally doing its job. Either way, if thinking happy thoughts and it gets the job done, I’m in.

    3. The Scent Review Snag

    I’ve hit a wall with the fragrance reviews. In 2026, everything seems to smell like Pistachio or “Dubai Chocolate” (yes, really).

    The snag? Olfactory Fatigue.

    I’ve spent so much time sniffing “oud-infused-leather-berry” samples that my nose has gone on strike.

    I currently can’t tell the difference between a £200 Parfum and the lemon-scented floor cleaner.

    I’m taking a 48-hour “nose detox” – strictly fresh air and unscented soap—until I can actually tell my Sandalwood from my Strawberry Jam again.

    Coming Soon…

    Once I’ve grown the audience a bit more (and stopped talking like a middle-manager to my family).

    I’ll be bringing in some actual experts to deep-dive into the science behind these pillars.

    But for now, I’m just trying to stay hydrated and keep the “manifesting” to simple things – like a full night’s sleep.

    Quick question for the room: When you’re trying to “manifest” something, do you go full “Zen Master” or are you more of a “shout it at the shower tiles” kind of person?

    “By the way, while I’m obsessing over pillars and protein, I’ve realized that ‘Health’ isn’t just about what you eat—it’s about what you DO.

    I’m currently looking into why having a hobby is actually a medical necessity in your 60s.

    More on that soon, but in the meantime…

    Does anyone have a hobby that doesn’t involve a spreadsheet? I’m asking for a friend (and my wife).”

    Limbo, Grandchildren, and the Great Wardrobe War

    Contact

  • Sales: Why Learning Techniques is Important in Your 60’s

    This week in our Series “How to Plan and Run a Business in Your 60s,” (Week 7).

    Why, Without Sales, You’re Stuffed

    I’ve seen it a thousand times.

    Business owners scratching their heads, wondering why production is stalling or why they can’t negotiate better prices with suppliers.

    Here’s the “unfiltered” truth: You can’t fix production, and you can’t leverage suppliers, if you don’t have sales.

    Sales is the oxygen of your business. Without it, you are stuffed.

    I don’t usually put it that politely in person, but for the sake of the blog, let’s call it “critically compromised.”

    We move from Marketing (week 6).

    To Sales—the engine that turns interest into revenue.

    For entrepreneurs over 60, your greatest sales assets are wisdom, patience, and professional experience.

    However,as i keep mentioning the approach changes drastically depending on whether you are selling to individuals (B2C) or other businesses (B2B).

    B2C vs. B2B Sales: (The Differences)

    Understanding who you are selling to determine’s your strategy.

    B2C (Business – to – Consumer):

    • Selling directly to individuals (e.g., retail, personal services, consulting to individuals).
    • Decision Maker: Usually one person (or a couple).
    • Cycle: Fast, sometimes impulsive.
    • Motivations: Emotion, convenience, personal desire, price.
    • Focus: Emotional connection, brand reputation, speed to close.

    B2B (Business – to – Business):

    • Selling to companies (e.g., B2B consulting, IT services, professional services).
    • Decision Makers: Multiple stakeholders involved (CFO, Manager, Purchasing).
    • Cycle: Longer, complex, and requires high trust.
    • Motivations: ROI (return on investment), efficiency, risk mitigation.
    • Focus: Building long-term relationships, educating the buyer, showing business impact.

    Face-to-Face:Sales Techniques

    In your 60s, you bring a high degree of credibility. Use it.

    1. Embrace Your Experience (The “Wisdom Advantage”): Don’t try to look 30. Your gray hair represents experience. Frame your age as resilience and knowledge that younger competitors lack.
    2. Sell Solutions, Not Benefits: Don’t just list product features. Ask open-ended questions to identify the customer’s pain points, then tailor your pitch to solve that specific issue.
    3. Active Listening & Empathy: Older adults (and buyers in general) respond better to someone who hears them. Spend 70% of the time listening and 30% talking.
    4. The “Cup of Tea” Method (B2B Focus): High-value B2B deals are often closed in person. Focus on building rapport and taking time to connect personally, not just running through a deck.
    5. Preparation and Professionalism: Always research the person or company before the meeting. Bring relevant, high-quality demo materials or case studies.
    6. Confident Closing: If you are face-to-face, you have already earned trust. Be direct about the next step. “Based on what we’ve discussed, I recommend we move forward with option B. Does that work for you?”.

    Telephone Techniques: (Appointment-Only)

    Goal: Get a meeting, not to make a sale on the phone.

    1. The “Respect” Opening: Immediately respect their time to get their attention. “Hi [Name], this is [Name]. I know I caught you in the middle of your day, do you have two minutes to hear why I called?”.
    2. Sell the Meeting, Not the Product: If you explain your product, they will say “I’m not interested.” If you talk about a 10-minute discovery chat to help them save time/money, they might agree.
    3. Use the “Feel, Felt, Found” Handling Objection:
    • Prospect: “I don’t have time to meet.”
    • You: “I understand how you feel [Prospect Name]. Many of my current clients felt the same way initially. However, they found that taking 15 minutes for a demo saved them hours of labour later.”
    1. Offer Two Specific Times (Alternative Close): Never ask, “When are you free?” Ask, “Do you prefer Tuesday afternoon or Wednesday morning?”.
    2. Leverage Referrals: If you know someone they know, lead with it immediately. “I was speaking with [Referral Name] and they mentioned that your company is looking to…”.
    3. Prepare for Voicemail: 80% of calls go to voicemail. Have a script ready that mentions value, not just your phone number.

    These are just some of the basic techniques, for more in depth sales advice please contact for private discussion and training pdf’s.

    For those not at the Sales face!

    Maybe you have a sales team or individual sales representatives.

    The questions then become very different.

    Are they adequately trained and managed and led correctly, do you have systems in place to drive effective sales strategies crm etc.

    To determine if your team and systems are up to par, here is a breakdown of three areas I always focus on within my Sales strategies.

    Training, Management, and Systems

    Training:

    Are they “Clones” or “Consultants”?

    If you have a sales team, they shouldn’t just be reciting your life story; they need to replicate your result.

    • The Script vs. The Framework: Do they have a “script” (robotic) or a “framework” (flexible)? Effective training ensures they know how to handle objections using the Feel, Felt, Found method we discussed earlier.
    • Role-Playing: This is often overlooked. Do you spend time acting as a difficult client to test their telephone and face-to-face techniques?
    • Product Knowledge vs. Empathy: Most teams are over-trained on what the product does and under-trained on how to listen to the customer’s pain.

    Management & Leadership:

    The “Driver” vs. The “Coach”

    In your 60s, your leadership style should lean toward Mentorship.

    • KPIs (Key Performance Indicators): Are you measuring the right things?
    • Activity Metrics: Number of calls made, appointments set.
    • Result Metrics: Conversion rates, average deal size.
    • The Sales Meeting: Is your weekly meeting a “drilling” session or a “strategy” session? Use your wisdom to help them unstick deals that are stalling.
    • Incentive Structures: Does your commission or bonus structure actually motivate the behavior you want (e.g., long-term B2B relationships vs. quick B2C wins)?

    Systems:

    The CRM (Customer Relationship Management)

    If your sales data is in your head or on a yellow legal pad, your business is not scalable (and harder to sell later if you want to retire).

    • Why a CRM is Non-Negotiable: It tracks every touchpoint. If a salesperson leaves, the relationship stays with your business because the history is in the system.
    • Pipeline Visibility: Can you see at a glance how many leads are “Warm,” “Hot,” or “Closing”?
    • Automation: Modern CRMs (like HubSpot, Zoho, or Pipedrive) can automate the “thank you” emails or follow-up reminders, allowing your team to focus on the human side of sales.

    The “Self-Audit” Checklist

    Ask yourself these three questions:

    1. “Could I go on holiday for a month and the sales wouldn’t drop?” (If no, your team isn’t managed/trained well enough).
    2. “Can I see exactly where a lead came from and why they didn’t buy?” (If no, your CRM/Systems are lacking).
    3. “Does my team represent my brand values with the same level of integrity I do?” (If no, your leadership needs alignment).

    Next week’s final part of mini series. (Week 8)

    Overview of planning and running a business in your sixties we look at why systems are so important.

    Whether your business is just you, or a much larger organisation, we need systems to cover all aspects of running a vibrant and sustainable modern business.

    From accounting, marketing, sales, production and purchasing, we need usable systems right for your business.

    For anymore in depth information please do not hesitate to contact me or comment.

    I would love to hear how you set, plan and reach your Sales Targets.

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    Week Six – Successful Marketing for Mature Entrepreneurs

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