I select an appropriate number of slides for each speech and this is a representative sample. I'll work with you to create a title slide and to incorporate the key points you need for me to cover at your event. Please let me know if there are specific ones you'd like for me to be sure to use.
7. Is the day that’s coming
The one you trained for?
8. Assumptions
*Your life is a series of Relationships.
*Relationships are either Assets or Liabilities.
*If you change the number, the quality or the nature of
your Relationships then you also change your life.
*All relationships have a “Desired Outcome” to them.
9. Relationship
Intelligence®
The ability to understand
and employ human connections
effectively to achieve
a Desired Outcome
11. It is not who knows you
that counts, it’s…
Who is Glad
they know you?
12. The Relationship Intelligence ®
Formula Kinds of
Three Kinds of Three
Thinking + Doing
♦ Self ♦ Expressing
♦ Others ♦ Hearing
♦ Situation ♦ Adapting
Desired Outcome
23. Cause Your Future
Become the person
who will attract
the future you want
24. “It is a mistake to assume
that people know what
they might want. Without
an understanding of what
is possible, people will Daniel Burrus
ask for too little.” Techno Trends
28. The Future surprises us unless we design it.
28 days >1 Million sold! (iPhone took 3 months)
29. The Causal Chain of Choices
Future
Relationships
Reputation
Habits
Actions
Mindset
30. What kind of person
do you need to be in
order to attract the
future you want?
31. Your Professional Equity
Reputation
Initiative
Follow through
Technical Expertise Financial Habits
Service Quality
Knowledge/Learning
Adaptability Work Habits
Responsiveness Appearance
Supportiveness/Sincerity
32. Industrial Era vs Organic Era
♦ Mechanisms
φ Living Systems
♦ Consistent Needs φ Evolving Needs
♦ 8 to 5, weekdays φ 24/7/365
♦ Persuasion φ Collaboration
♦ Personal Contact φ E-Contact
♦ Trained by Others φ Self-directed Trng.
♦ Knowledge is
Power
φ Trust = Power
33. Which are YOU perceived to be?
Persuader
or
Partner?
34. “Trust is like the air we
breathe. When it is present
nobody notices. But when
it is absent, everybody
notices.”
Warren Buffet, Chairman & CEO,
Berkshire Hathaway
35. “Trust is a fruit. You can’t
grow it directly. You can
only grow and nurture the
tree and the fruit will
emerge in its own time.”
Kevin Buck,
Counselor, Philosopher, Consultant
37. 1986 Premise:
2. Selling should be
an act of
friendship.
3. When Trust is very
high, “selling” is
not about
persuasion.
38. Why Do Relationships Matter When
Selling
"A relationship without a sale is
merely a social connection. A sale
without a relationship is what one
gets from a vending machine. Our
clients deserve to have us as their
partner-in-problem-solving." —
Jim Cathcart, Relationship Selling
50. The Grandma Factor:
What:
• Acknowledgement
• Special Treatment
Why:
Because She Wanted To!
51. UpSelling: INCREASING THE
SIZE OF THE
(your needs) TRANSACTION
INCREASING THE
UpServing: AMOUNT OF
(their needs) SATISFACTION
52. Four Seasons Hotel
Westlake Village, CA
dedicated to
perfecting the
travel
experience
through
continuous
innovation
and the highest
standards of
hospitality.
58. View Toward Work #1
“All work represents a fight against something, an
attack upon the environment.
A farmer plows the earth, he harrows it, tears it,
pulverizes it.
He pulls out weeds, poisons insects & fights against
droughts and floods.
To be sure, all this is done in order to create
something. That’s why we call it work and not
rage.”
59. View Toward Work #2
“All work represents a service to something, the
rearrangement and empowerment of the
environment.
A farmer loosens the earth, aerates it, irrigates it,
adds nutrients, cleanses it of insects and weeds and
protects it from drought and flood.
All of this is done to enable the earth to foster
growth.”
61. “One extra hour of
study per day and
you’ll be a national
expert in five years
or less .” Earl Nightingale
62. One hour x Five workdays x
Fifty weeks = Two Hundred
Fifty hours per year.
250 x 5 years = 1,250 hours!
1,250 hours on ONE subject =
National Expert!
63. The essence
of intellect
is the ability
to make
distinctions.
65. “For most people the
danger
in their self analysis is
that
it stops too soon.
They are too easily
satisfied.”
Dr. Sigmund Freud
66. People Who Know Themselves:
• Are Less Self-Conscious
•Are Better Listeners
•Are Less Judgmental of Others
•Are More Willing To Admit Mistakes
•Can Apologize Easily
•Recover From Disappointments More Easily
•Manage Stress More Effectively
•Tend To Produce Better Quality Work
•Experience Fewer Interpersonal Problems
67. “If you learn only methods,
you’ll be tied to your
methods.
But if you’ll learn principles,
you can devise your own
methods.”
Ralph Waldo Emerson
74. The 7 Natural
♦ Values
Sensuality
♦ Empathy
♦ Wealth
♦ Power
♦ Aesthetics
♦ Commitment
♦ Knowledge
75. The Leader’s Dilemma:
What if I spend all this time
learning about people and
they leave?
But, what if you don’t…
and they stay!
76. The Purpose of what you do
To Make
Life Better
For People
77. When you find
Meaning in what you
Dr. Ken McFarland
do,
you bring more Value
to what you do.
78. He made the night
a little brighter
wherever he would
go
The old lamplighter
Of long, long ago.
The music was written by Nat Simon, the lyrics by Charles Tobias published in 1946.
79. We can tell where you’ve been
by the lights you left behind.