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WELCOME TO FIRST FRIDAYS!
   Discover the Power of Why
           June 1, 2012
About Jim Jubelirer
• 14 years of $1M+ sales
• Expert in sales, marketing
        and leadership
• Angel investor, RTP Capital
• Coach and trainer for Duke Leadership Program
• Frequent speaker, trainer and facilitator
• BA University of California, Santa Cruz
• MBA, Cornell
• Participant in Sandler Sales, Strategic Coach, numerous other
  personal and professional development programs
Happy Anniversary!
• 11 ongoing 1:1 clients
• 172 Seminar attendees
• Over $1M in new payroll from 20+ jobs
  added
• Extensive network of over 2,000 contacts
• Participation in the best business and
  coaching educational events
About ActionCOACH…
• Our Mission: World Abundance through Business Re-
  Education
• Our Goal: Improve Business Performance and
  Personal Satisfaction
• Combines the best practices in leadership,
  management, business excellence, and personal
  development
• 1,000+ Coaches worldwide in 40 countries
Business Coaching Programs…
Upcoming Events
• GrowthCLUB, Tuesday, June 19,
  – This hands-on workshop will give you the tools to create
    your plan for the year that will create momentum and
    transform your business.
  – Free coaching session included with $199 registration fee.

• Brad Sugars “Unplugged”, June 20-21 Wilmington
  Convention Center
  – Spend a full day in an intimate setting with the world’s #1
    Business Coach, along with only 35 other business
    owners. Includes free evening event on Wed.
Begin with the End in Mind

RAVING FANS = LOYAL
    CUSTOMERS
Funnel of Engagement
•   Suspect            MARKETING
•   Prospect
•   Lead
                       SALES
•   Shopper/customer
•   Client
•   Fan                OPERATIONS
                       /DELIVERY
•   Raving Fan
Three Key Process Steps
    You Must Get Right

• Lead Generation
• Conversion
• Engagement/Loyalty/Co
  mmitment
You don’t want ALL
    customers
 You only want the
RIGHT customers!
To become a
master of
marketing

you must understand
human behavior
Biology Basics
• Limbic
  – Inner, older, “caveman”
  – Controls emotions and feelings
  – Decision-making
• Neo-cortex
  – New, “modern man”
  – Controls processing of information
  – Uses language
What is the WHY?
•   The way you are wired
•   Survival mechanism from young age
•   Pre-verbal
•   Expression of your belief system
• Motivates behavior
    – People like other people who have the same
      values they do
Reticular Activating System
                (RAS)
• Automatic mechanism inside your brain
  that brings relevant information to your
  attention
• Filter between conscious and
  subconscious mind
• Can be “programmed” by the conscious
  mind
  – Cannot distinguish between external and internal
    reality
Benefits of
     Knowing Your Own WHY
•   Improved focus
•   Increased energy
•   Increased passion and purpose
•   Better time management
    – Easier to say NO! to non-core tasks,
      opportunities and people
Example WHY: To Find a Better Way
         (and share it)
 • Constantly seek better ways to do things
   and share their improvement with the
   world
 • “Often pleased, never satisfied"
 • Good at associating – taking from one
   industry and applying to another
 • Competitive, athletic, inventors,
   architects, dentists, business process
   engineers and tinkerers
              Source: 4D Dentistry
Putting It All Together
WHY                    Beliefs, values
HOW                    How you bring your WHY to the
                       world
WHAT                   What you do
VISION                 How you want the world to work

MISSION                How you want to work in the world

VALUES                 The principles by which you
                       operate
PROOF STATEMENTS AND   How others have benefited from
TESTIMONIALS           your WHY
My WHY
• I exist to contribute to a greater
  cause than myself
• I do this through Communicating,
  Connecting, and Coaching
  – I offer books, seminars, workshops,
    and 1:1 coaching
• My Vision is financial security and
  peace of mind for all
• My Mission is to directly touch
  the lives of 10,000 people
• http://www.ted.com/talks/simon_sine
  k_how_great_leaders_inspire_action.h
  tml




    http://www.sanchezdental.com/




    http://www.whymarketingprogram.com/
Jim Jubelirer
Certified ActionCOACH
308 West Rosemary Street, Suite 307
Chapel Hill, NC 27516
(919) 969-7818
jimjubelirer@actioncoach.com
www.actioncoach.com/jimjubelirer

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Discover the Power of WHY

  • 1. WELCOME TO FIRST FRIDAYS! Discover the Power of Why June 1, 2012
  • 2. About Jim Jubelirer • 14 years of $1M+ sales • Expert in sales, marketing and leadership • Angel investor, RTP Capital • Coach and trainer for Duke Leadership Program • Frequent speaker, trainer and facilitator • BA University of California, Santa Cruz • MBA, Cornell • Participant in Sandler Sales, Strategic Coach, numerous other personal and professional development programs
  • 3. Happy Anniversary! • 11 ongoing 1:1 clients • 172 Seminar attendees • Over $1M in new payroll from 20+ jobs added • Extensive network of over 2,000 contacts • Participation in the best business and coaching educational events
  • 4. About ActionCOACH… • Our Mission: World Abundance through Business Re- Education • Our Goal: Improve Business Performance and Personal Satisfaction • Combines the best practices in leadership, management, business excellence, and personal development • 1,000+ Coaches worldwide in 40 countries
  • 6.
  • 7. Upcoming Events • GrowthCLUB, Tuesday, June 19, – This hands-on workshop will give you the tools to create your plan for the year that will create momentum and transform your business. – Free coaching session included with $199 registration fee. • Brad Sugars “Unplugged”, June 20-21 Wilmington Convention Center – Spend a full day in an intimate setting with the world’s #1 Business Coach, along with only 35 other business owners. Includes free evening event on Wed.
  • 8. Begin with the End in Mind RAVING FANS = LOYAL CUSTOMERS
  • 9. Funnel of Engagement • Suspect MARKETING • Prospect • Lead SALES • Shopper/customer • Client • Fan OPERATIONS /DELIVERY • Raving Fan
  • 10. Three Key Process Steps You Must Get Right • Lead Generation • Conversion • Engagement/Loyalty/Co mmitment
  • 11. You don’t want ALL customers You only want the RIGHT customers!
  • 12. To become a master of marketing you must understand human behavior
  • 13. Biology Basics • Limbic – Inner, older, “caveman” – Controls emotions and feelings – Decision-making • Neo-cortex – New, “modern man” – Controls processing of information – Uses language
  • 14. What is the WHY? • The way you are wired • Survival mechanism from young age • Pre-verbal • Expression of your belief system • Motivates behavior – People like other people who have the same values they do
  • 15. Reticular Activating System (RAS) • Automatic mechanism inside your brain that brings relevant information to your attention • Filter between conscious and subconscious mind • Can be “programmed” by the conscious mind – Cannot distinguish between external and internal reality
  • 16. Benefits of Knowing Your Own WHY • Improved focus • Increased energy • Increased passion and purpose • Better time management – Easier to say NO! to non-core tasks, opportunities and people
  • 17. Example WHY: To Find a Better Way (and share it) • Constantly seek better ways to do things and share their improvement with the world • “Often pleased, never satisfied" • Good at associating – taking from one industry and applying to another • Competitive, athletic, inventors, architects, dentists, business process engineers and tinkerers Source: 4D Dentistry
  • 18. Putting It All Together WHY Beliefs, values HOW How you bring your WHY to the world WHAT What you do VISION How you want the world to work MISSION How you want to work in the world VALUES The principles by which you operate PROOF STATEMENTS AND How others have benefited from TESTIMONIALS your WHY
  • 19. My WHY • I exist to contribute to a greater cause than myself • I do this through Communicating, Connecting, and Coaching – I offer books, seminars, workshops, and 1:1 coaching • My Vision is financial security and peace of mind for all • My Mission is to directly touch the lives of 10,000 people
  • 20. • http://www.ted.com/talks/simon_sine k_how_great_leaders_inspire_action.h tml http://www.sanchezdental.com/ http://www.whymarketingprogram.com/
  • 21. Jim Jubelirer Certified ActionCOACH 308 West Rosemary Street, Suite 307 Chapel Hill, NC 27516 (919) 969-7818 jimjubelirer@actioncoach.com www.actioncoach.com/jimjubelirer