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Isolation Is A Good Thing; San Diego 1-19-2012


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A 10 step system for getting exactly what you want. This was an "accelerated" version of the program. It will help with isolating exactly what you want; whether it's clients, employees, funding, new business, or advisers. This is a simple system that can be quickly and immediately implemented.

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Isolation Is A Good Thing; San Diego 1-19-2012

  1. 1. Isolation is Good Thing How to meet Anyone, Anytime, Anywhere The Key to Building Successful Relationships and making Yourself Valuable to Others 10 Steps to Success [email_address] 312-953-2208
  2. 2. <ul><li>Begin with the end in mind </li></ul><ul><li>Think WIFU/WIFM </li></ul><ul><li>Tornado Technique </li></ul><ul><li>Deflect/Defer/Disclose </li></ul><ul><li>Build referral currency </li></ul><ul><li>Learn to call a referral </li></ul><ul><li>Learn to make introductions </li></ul><ul><li>Take meetings early and often </li></ul><ul><li>Ask great questions </li></ul><ul><li>Build an advisory board </li></ul>Increase your value and net worth
  3. 3. Mission Impossible Mission I.M. POSSIBLE
  4. 5. Why Not it Be…..Me?
  5. 6. Can you stay FOCUSED?
  6. 7. <ul><ul><ul><li>What do you want to be? </li></ul></ul></ul><ul><ul><ul><li>Public or Private </li></ul></ul></ul><ul><ul><ul><li>Small Company, large </li></ul></ul></ul><ul><ul><ul><li>Lots of Employees, small lightweight </li></ul></ul></ul><ul><ul><ul><li>Travel or no </li></ul></ul></ul><ul><ul><ul><li>Product, service, sales team </li></ul></ul></ul><ul><ul><ul><li>Consumer or Business </li></ul></ul></ul><ul><ul><ul><li>BE SPECIFIC!- Accurate and Articulate </li></ul></ul></ul><ul><ul><li>My first go around </li></ul></ul><ul><ul><ul><ul><li>I wanted a company for 1 Billion Dollars- Why was that wrong? </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Company worth X- Stephen worth Y- Why so LITTLE! </li></ul></ul></ul></ul>1. “Begin with the end in mind”
  7. 8. <ul><li>What is Financial Independence? Set Goal. </li></ul><ul><ul><li>What does that mean? </li></ul></ul><ul><ul><li>What would you do? </li></ul></ul><ul><ul><li>Set Personal number </li></ul></ul><ul><li>THEN- Include others! </li></ul><ul><li>What type of people to be around? </li></ul><ul><li>Travel or not? </li></ul><ul><li>Product, service, store, employees? </li></ul><ul><li>Family </li></ul><ul><li>Health for you- family- others </li></ul><ul><li>Create your list, write it down, and measure opportunities against it </li></ul>Set 10 Year Visual Goal
  8. 9. 2. “Think WIFU/WIFM” <ul><li>What’s in it for you- then- What’s in it for me </li></ul><ul><ul><li>Figure out how you add value </li></ul></ul><ul><ul><li>What is important to the other party </li></ul></ul><ul><ul><li>What to they like or dislike about current situation </li></ul></ul><ul><ul><li>What would they change or do different </li></ul></ul><ul><ul><li>What is important to you </li></ul></ul><ul><ul><li>Focus on win/win for both parties </li></ul></ul>
  9. 11. 3. “Tornado Technique” <ul><li>The basis for everything: Realize most </li></ul><ul><li>people don’t care about what you do, </li></ul><ul><li>or don’t understand it. </li></ul><ul><li>1- What is the emotional value of what you do? </li></ul><ul><li>(what are your benefits, how do you help) </li></ul><ul><li>2- What is the industry, genre, or type of customer? </li></ul><ul><li>3- Names of companies you are trying to meet- Be Specific! </li></ul><ul><li>4- Ask for the person who are you trying to get to- be specific in terms of title. </li></ul><ul><li>5- Research and find the name of EXACTLY who you want to meet. </li></ul><ul><ul><li>Be Specific and don’t be shy! </li></ul></ul>
  10. 12. “ RONAStar” <ul><ul><li>We help really large companies, save a lot of money. </li></ul></ul><ul><ul><li>We work best in big industries like automotive, airlines, manufacturing, government and public schools. </li></ul></ul><ul><ul><li>Some of our clients are United Airlines, Teneco Automotive, and Chicago Public Schools. </li></ul></ul><ul><ul><li>Within those large companies we sell directly to the CFO. </li></ul></ul><ul><ul><li>Currently, we are trying to meet the CFO for the State of California, Los Angeles Public Schools, and Disney. </li></ul></ul>
  11. 13. <ul><li>We’ve have an environmental focused company that helps consumers save water, plastic, power, and money. </li></ul><ul><li>We’ve created an employee engagement program where big companies buy the product from us and give it away to employees as a way to promote their environmental initiatives. </li></ul><ul><li>We’re dealing with companies from all industries like automotive, retail, hotels, etc. </li></ul><ul><li>Some companies were in discussion with are Starbucks, McDonalds, Shell, UPS, Dell, CGI (Clinton Global Initiative) and others. </li></ul><ul><li>Within those organizations, we deal with the Sustainability Director CSR (corporate social responsibility) or other Senior Executives. </li></ul><ul><ul><li>Directly I’d like to meet Mike Duke, Vinod Khosla, Jeff Skull, Michael Eisner and people like that. </li></ul></ul>My WetRock
  12. 14. OrionNation- Shine Brighter <ul><ul><li>We have something that is anti-Facebook, anti-tmz platform, anti-youtube- think difference between Jerry Springer and Oprah </li></ul></ul><ul><ul><li>We provide a platform for celebrities to control their own content, image and message. </li></ul></ul><ul><ul><li>We deal with the companies such as CAA, Endeavor, Rogers and Cowan, PMK, etc. </li></ul></ul><ul><ul><li>Within there we are looking for the managers, publicist, and agents who oversee many celebrities. </li></ul></ul><ul><ul><li>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. </li></ul></ul>
  13. 15. “ Tornado Technique” <ul><li>For use on others </li></ul><ul><ul><li>What do you do? What is the biggest value for your customers? </li></ul></ul><ul><ul><li>What type of industry are you in? </li></ul></ul><ul><ul><li>What are some companies you work with </li></ul></ul><ul><ul><li>Who do you sell to or work within those companies? Names, titles, individuals? </li></ul></ul><ul><ul><li>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? </li></ul></ul>
  14. 16. <ul><ul><li>Learn to redirect questions back. </li></ul></ul><ul><ul><li>Don’t answer first question of “what do you do?” </li></ul></ul><ul><ul><li>Find a generic response and redirect back to the person. </li></ul></ul><ul><ul><li>Be genuinely interested </li></ul></ul><ul><ul><li>“ Lead” the conversation by asking good questions- not by talking </li></ul></ul><ul><ul><li>Use the tornado technique in reverse </li></ul></ul><ul><ul><li>Be Specific and Isolate </li></ul></ul>4. “Deflect, Defer and Disclose
  15. 17. <ul><ul><li>Use the Reverse Tornado and DDD </li></ul></ul><ul><ul><li>Make mental notes of potential introductions- </li></ul></ul><ul><ul><li>After asking needed questions </li></ul></ul><ul><ul><ul><li>Say “wow, remind me to introduce you to person X from Y company, person A from B company, and C from D company. </li></ul></ul></ul><ul><ul><li>This creates an implied referral system and psychological burden upon the other person- BEFORE you begin talking. </li></ul></ul><ul><ul><li>Used properly, you will end up with 3-4 names from every person </li></ul></ul>5. “Build Referral Currency”
  16. 18. 6. “Learn to Call a Referral” <ul><li>Basic Steps </li></ul><ul><ul><li>Hello, my name is ______ </li></ul></ul><ul><ul><li>I was given your name and number by ______ </li></ul></ul><ul><ul><li>Did I catch you at a good time? NO PAUSE! </li></ul></ul><ul><ul><li>Yes- Great, here is specifically why I am calling </li></ul></ul><ul><ul><ul><li>Use tornado technique </li></ul></ul></ul><ul><ul><li>No- Is there a better time I can follow up with you? </li></ul></ul>
  17. 19. 7. “Learn to Make an Introduction” <ul><li>Know the value of each party </li></ul><ul><ul><li>Here is ____ and he does___, for these companies and is looking for ______ </li></ul></ul><ul><ul><li>And here is ..repeat.. </li></ul></ul><ul><ul><li>Establish mutual value in introduction and provide starting point </li></ul></ul><ul><ul><li>Refer versus RECOMMEND- referral- just met, or may not know well. Recommend is an “endorsement” </li></ul></ul>
  18. 20. 8. “Take Meetings” <ul><li>Take meetings early and often </li></ul><ul><li>Ask for help in how you can get better, what you need to work on, etc. </li></ul><ul><li>Be humble </li></ul><ul><li>Ask why things won’t work? </li></ul><ul><li>What question is almost “never” asked of someone in position of power? </li></ul><ul><ul><li>Ask what you can do to help- again Isolate. Be specific </li></ul></ul>
  19. 21. 9. “Ask great questions” <ul><li>What would it take to make this happen? </li></ul><ul><li>Why won’t this idea work? </li></ul><ul><li>What can I do to get better? </li></ul><ul><li>What would it take to get started? </li></ul><ul><li>Deflect/Defer/Disclose </li></ul><ul><li>How can I help you? </li></ul><ul><li>Top type of question----isolation and specific--- </li></ul><ul><ul><li>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. </li></ul></ul>
  20. 22. 10. “Build a Good Advisory Board” <ul><li>Advisors have the path of knowledge and credibility </li></ul><ul><li>They have already made the mistakes- don’t be afraid to ask why something won’t work </li></ul><ul><li>Create value for them- Ask how you can help. </li></ul><ul><li>Ask for help indirectly, let them offer </li></ul><ul><li>Types of Advisors </li></ul><ul><ul><li>Strategic, Marketing, Tactical, Knowledge, Human Capital, Experiential </li></ul></ul>
  21. 23. <ul><li>Co-Founder of Participant Productions- </li></ul><ul><li>Former CEO of George Lucas Film, LTD </li></ul><ul><li>Agent for Clint Eastwood, Marlon Brando, etc. </li></ul><ul><li>Current Chairman of William Morris </li></ul><ul><li>Current Agent Director at CAA </li></ul><ul><li>COO of HULU </li></ul><ul><li>Producer of Blair Witch </li></ul><ul><li>Producer of ET and Dr. Phil Show </li></ul>“ Sampling of Current Advisors”
  22. 24.   Urgent Non Urgent Important Quadrant 1 Crisis Pressing Problems Deadlines Quadrant II Prevention Relationship Building Recognizing Opportunities Planning, Recreation Not Important Quadrant III Interruptions, telephone mail, reports meetings popular activities Quadrant IV trivia, busy work mail, email, internet time wasters pleasant activities
  23. 25. Interest No Interest Time No Time Has the time Has the background Has the credibility Not interested Has the time Has the interest Has the background Has credibility
  24. 26. How do you quickly gauge someone? Pace Palette test
  25. 28.   Values-Joys-Strengths  Reds : Persistence, exciting, variety, honesty in values, directness, decisiveness, recognition motivated , dreamers   Yellows : Moral, family values, spiritual, structure, punctual, leadership, sharing, self esteem, determination  Blues : Friendly, family fun, animals, harmony, talkative, chameleon like   Greens : Independent, knowledge, new, exploring concepts    Aggravations- Irritations- Stressors   Reds : Nit pickers, rules, negativity, lack of consideration, tardiness in others, noziness, gossip, bad listeners, waiting Yellows : Unfairness, lack of compassion, unreliability, disorder, non performance, lack of time, rudeness, unprofessionalism, violence  Blues : Lies, unfaithful, opinionated, bossy, grudges, irresponsibility, lack of courtesy,  Greens : Incompetence, stupidity, poor workmanship, small talk, talking before thinking     Office Environment   Reds: Trophies, plaques, pictures (important people-Adventure things), leadership books, adventure books, desk messy  Yellows : Organized, neat, books (leadership, policies, procedures), pictures-portraits, diplomas, certificates, phone-“is it legal”  Blues : Self help books, office messy, pictures-family, pets, offer you food/drink, friendly, phone-like to talk  Greens : Computer, electric gizmos, digital watch, computer books, phone-ask a lot of questions Tasks: Climb a Mountain Reds : Let’s go! Yellow s: planning, what to bring, how long, how many Blues: Great! Who’s going?? Greens: Scientists,, study in advance Characteristics of 4 Temperaments
  26. 29. A few of my great truths 1- S-Your greatest strength, is your greatest weakness 2- P- People do more to avoid pain than to gain pleasure 3- E-People make decisions emotionally and defend them logically 4- N- Ask not &quot;why”, ask &quot;why NOT&quot; 5- D-If you say it- they doubt it. If they say it- it's true 6- R- Remember the Three R’s- Recognition, Referrals, Revenue 7- Q-Questions are the key to the Universe 8- B-Begin with the end in mind 9- L- He who speaks first loses 10- 99% of the things we worry about never happen, so why worry SPENDR QBL9
  27. 30. 1- 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.
  28. 31. Isolation is Good Thing [email_address] 312-953-2208