“Isolation Is a Good Thing” 10 Steps to SuccessStephen.Meade@BigBambooLLC.com Twitter: StephenMeadeLa Facebook.com/StephenMeade Linkedin.com/in/StephenMeade 312-953-2208
Increase Your Value and Net WorthBegin with the end in mindWIFU/WIFMTornado TechniqueBuild referral currencyLearn to call a referralLearn to make introductionsAsk great questionsBuild an advisory board
Isolation is a Good Thing?1- the state of being alone.2- complete separation from others of a person sufferingfrom contagious or infectious disease.3- act of being quarantined4- a process whereby an ideaor memory is divested of itsemotional component.
Ahhhh….Isolation is a Good Thing! New Definitions: 1- complete and utter focus 2- specific and clearly defined 3- Without leaving doubt of Intent
All you can control are… Your Actions and Your Attitude
“Which road do I take?" Alice asked"Where do you want to go?”"I dont know," she answered"Then, it doesnt matter.” said thecat
If you don’t know where you are going, then any road will get you there
What Are Your Values?Birds of a feather flock ________; Opposites _____________Your word is your _________; Don’t believe everything you _________You have to see it to _________ it; Looks can be _________Fish or Cut _____; Fake it till you make it____“Everybody is a genius. But if you judge a fish by its ability to climb atree, it will live its whole life believing that it is stupid.”Who said this? Einstein“Two things are infinite: the universe and human stupidity; and Im notsure about the universe.”Who said this? EinsteinEvery Action Has an Opposite and Equal Reaction.
What is your Vision? Set your goals Be Specific Isolate what you need to be successful Identify what you need to be move ahead Create a Vision of what your success is Then learn how to articulate it!
1. “Begin with the end in mind” Set a 10 Year Visual Goal What do you want to be? Public or Private Small Company, large Lots of Employees, small lightweight Travel or no Product, service, sales team Consumer or Business BE SPECIFIC!- Accurate and Articulate Create your list, write it down, and measure opportunities against it.
Is Isolation Important?Example 1- Business owner- I want to be aMillionaire by the end of the year.Result; Dad gave her an apartment building worth $1Million dollars.Example 2- I want to win an Oscar.Result; Company she helped co-found won an Oscarfor best production design.Example 3- I want a company worth 1 Billion Dollars.Why was that wrong?Result; Company worth X- Stephen worth Y- As inwhy was I worth so LITTLE!
See yourself at the Top of the Mountain And stay There!
2. “Think WIFU/WIFM” What’s in it for you- then- What’s in it for me Figure out how you add value What is important to the other party What to they like or dislike about current situation What would they change or do different What is important to you Focus on win/win for both parties
How can you add value with.. Email?Example A: Hello Mr. Smith. We have an amazing widgetthat performs circus tricks. We’ve had great success withit, been written about, and won awards.Example B; Hello Mr. Smith. You were recently featured inan article I read, and it said you were looking for your nextopportunity and wanted to leave a Legacy. We havesomething that might be able to help you solve thatproblem. Call?Example A: Hi, let me tell you about what we do, andwhat we have.Example B; Hi, we might have a solution that might beable to help you reach your goal.
What are these people doing?It’s harder Than it isto… to…Climb up a RepelMountain down it!
“My WetRock”We’re a water displacementdevicebeingsoldasapremiumincentiveproductthourhthecsrdepartmentoffortune500companies whoanttoshowcasetheirannualreport…...
3. “Tornado Technique”The basis for everything: Realize most people don’t care about what you do, or don’t understand it.1- What is the emotional value of what you do? (what are your benefits, how do you help)2- What is the industry, genre, or type of customer?3- Names of companies you are trying to meet- Be Specific!4- Ask for the person who are you trying to get to- be specific in terms of title.5- Research and find the name of EXACTLY who you want to meet. Be Specific and don’t be shy!
My WetRock We have an environmental consumer product that helps save water, plastic, power, while also providing education, and it saves money. Our target market are companies in big industries like banking, automotive, retail, hotels, etc. We’re dealing with companies like Starbucks, McDonalds, Shell, UPS, JP Morgan, etc. Within these large companies, we deal with the CSR or Corporate Social Responsibility Director. Directly I’d like to meet Mike Duke, Guy Liberte, Jeff Skull, Michael Eisner, Yves Chouinard, John Paul Dejoria, Tony Hsie and people like that.
OrionNation- Shine Brighter We have something that is anti-Facebook, anti-tmz platform, anti-youtube- think difference between Jerry Springer and Oprah We provide a platform for celebrities to control their own content, image and message We deal with the companies such as CAA, Endeavor, Rogers and Cowan, PMK, etc. Within there we are looking for the managers, publicist, and agents who oversee many celebrities We’d like to meet Jeff Skull, Ryan Seacrest, Scooter Braun, Ashton Kutcher, Jeff Zucker, Ron Burkle, or even someone in Digital at the Tribune Company
“Tornado Technique” For use on others What do you do? What is the biggest value for your customers? What type of industry are you in? What are some companies you work with Who do you sell to or work within those companies? Names, titles, individuals? What can I do to help? – Which 2 or 3 companies are on your wish list? What is your biggest challenge right now? Who are exactly you trying to get to or meet?
4. “Deflect, Defer and Disclose Learn to redirect questions back. Don’t answer first question of “what do you do?” Find a generic response and redirect back to the person. Be genuinely interested. “Lead” the conversation by asking good questions- not by talking. Use the tornado technique in reverse. Be Specific and Isolate.
5. “Build Referral Currency” Use the Reverse Tornado and DDD Make mental notes of potential introductions After asking needed questions Say “wow, remind me to introduce you to person X from Y company, person A from B company, and C from D company This creates an implied referral system and psychological burden upon the other person- BEFORE you begin talking Used properly, you will end up with 3-4 names from every person
6. “Learn to Call a Referral” Basic Steps Hello, my name is ______ I was given your name and number by ______ Did I catch you at a good time? NO PAUSE! Yes- Great, here is specifically why I am calling Use tornado technique No- Is there a better time I can follow up with you?
7. “Learn to Make an Introduction” Know the value of each party Here is ____ and he does___, for these companies and is looking for ______ And here is ..repeat.. Establish mutual value in introduction and provide starting point Refer versus RECOMMEND- referral- just met, or may not know well. Recommend is an “endorsement”
8. “Take Meetings Early and Often”Ask for help in how you can get better, what you need towork on, etc.Be humbleAsk why things won’t work?What question is almost “never” asked of someone inposition of power?“What can I do to help you?”---- WRONG way! Isolate andbe specific.
9. “Ask great questions” What would it take to make this happen? Why won’t this idea work? What can I do to get better? What would it take to get started? How can I help you? Deflect/Defer/Disclose Top type of question----isolation and specific--- Example- What are the TOP two or three things you’re working on? What are your top two most passionate items? What two or three issues are causing the most problem and need to be solved? Etc.
10. “Build a Good Advisory Board” Advisors have the path of knowledge and credibility They have already made the mistakes- don’t be afraid to ask why something won’t work Create value for them- Ask how you can help. Ask for help indirectly, let them offer Types of Advisors Strategic, Marketing, Tactical, Knowledge, Human Capital, Experiential
“Sampling of Current Advisors” Co-Founder of Participant Productions- Former CEO of George Lucas Film, LTD Agent for Clint Eastwood, Marlon Brando, etc. Current Chairman of William Morris Current Agent Director at CAA COO of HULU Producer of Blair Witch Producer of ET and Dr. Phil Show
Experience is the Greatest Teacher It’s also the SLOWEST! Read Book Learn Appreciate Success Study Failures! Why make the same mistake someone else has already made? Have a vision, goal, and ability to articulate it
What Would ________ Do? Adopted, First Family Didn’t want him Dropped out of College Offered 1/3 of business to his boss, who turned him down Was fired from his own company Created several products that failed spectacularly Brought back into company Now one of most respected companies and individuals in the world.Who is this? ___________________Find your own Hero and when times are tough..ask yourself, “what would _________do?”
The Problem with winning the Rat Race You’re Still a RAT!Is even if you win the race……
What do you tell Others? What is your belief? What are your goals? What is your conviction? What do you say when questioned on your choices of being an entrepreneur? I am following my dream, have a chance to change my family tree, retire my parents, send my nephew to school, and give back to society. Yes, I may fail, but if I do, I can always go get a job…..and I’ll be just like _______!
* Bonus SlideA few of my great truths1- S-Your greatest strength, is your greatest weakness2- P- People do more to avoid pain than to gain pleasure3- E-People make decisions emotionally and defend them logically4- N- Ask not "why”, ask "why NOT"5- D-If you say it- they doubt it. If they say it- its true6- R- Remember the Three R’s- Recognition, Referrals, Revenue7- Q-Questions are the key to the Universe8- B-Begin with the end in mind9- L- He who speaks first loses10-99% of the things we worry about never happen, so why worry SPENDR QBL9
* Extra Tips for Networking1- During an event, go to the Host and ask WHO you should meet. Use the tornado technique to explain what you NEED. The earlier the better.2- Stand by the speakers AFTER the event. Listen to all of the questions asked and how they’re answered. Gives great insight to what is important to them, as well as you get to listen/meet the people in line.3- Do your homework in advance to see who will be at the event, who are speakers, who is in the paper or news, who is getting awards, who you need to know, etc.4- Look for the most popular person at the event and meet them.5. Send an email in advance of the conference with a link to the speakers. Ask your network who they know on the panel, etc. that you could be introduced to.
Isolation is Good ThingStephen.Meade@BigBambooLLC.com Facebook.com/StephenMeade Twitter: StephenMeadeLa Linkedin.com/in/StephenMeade 312-953-2208VIDEO- www.bit.ly/IsolationIsAGoodThing-01-19-2012