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Advocamp: Keith Ferrazzi
The document outlines a methodology for behavioral transformation focused on relational and collaborative behaviors in a virtual world. It emphasizes the importance of personal networks, proactive outreach, and coaching to enhance professional relationships and maximize business outcomes. The author advocates for empathy, social capital, and self-directed learning as key principles for accelerating inclusion and fostering a supportive community.
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Advocamp: Keith Ferrazzi
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- 2. NOT A SPEECH START OFA DIALOG MOVING TO ACTION
- 3. /KeithFerrazzi @ferrazzi We havemade behavioral transformation a science ▪ 20 Years of Study ▪ Relational and Collaborative Focus ▪ Field Testing, Consulting, and Coaching with Hundreds of Fortune 1000 Clients 3 New Peoples Rules for In a Virtual World Accelerating Inclusion for Diversity University of Yoi: Self- Directed Learning High-Return Practices for Onboarding
- 4. /KeithFerrazzi @ferrazzi Know How: Doing 7020 10 Teaching Coaching 4
- 5. /KeithFerrazzi @ferrazzi FOCUS ON HighestReturn Behaviors: Relational and Collaborative X > Y > P X > Y > P X > Y > P X > Y > P X > Y > P 5
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- 7. /KeithFerrazzi @ferrazzi 7 TheRules of the Game
- 8. /KeithFerrazzi @ferrazzi So here’sthe million dollar question: DO YOU… Have a budget and a financial plan? Have a project plan? Have a task list? Have a diet plan? WHERE IS YOUR PEOPLE PLAN? 8 Content Conversation Connections Convergence Cultivating Create Communities CollectiveIntelligence Clarity Communication Collaboration
- 9. /KeithFerrazzi @ferrazzi ALWAYS ASKWHO Not only WHAT, but WHO ▪ Setting specific goals ▪ Identifying who can help Write down 1 professional goal and 3 people who can help you attain that goal. BE SPECIFIC 9 FOCUS T A R G E T Mission
- 10. /KeithFerrazzi @ferrazzi D EF I N E EXPAND YOUR CURRENCY: Do your homework on one individual and how to help 10 Mission Universal Professional Personal DEFINE Giving Back Intellectual Stimulation Financial Success Deep Relationships Physical Wellness Professional Growth Spirituality Do Your Homework
- 11. /KeithFerrazzi @ferrazzi ACCELERATE RELATIONSHIPS EVERY INTERACTION Finda way to CARE 11 Mission ▪ PREPARE – Research People ▪ PROACTIVE – Mindsets ▪ FOLLOW-UP - Generosity Accelerate D E F I N E
- 12. /KeithFerrazzi @ferrazzi A PROVENMETHODOLOGY Find Lifeline Relationships Broaden Goal-setting Strategy Learn to Fight Diagnose Limiting Habits Commit to Improvement Lean for Support Make it Stick Not a “SELF-HELP” book but the first “LET OTHERS HELP” book 12
- 13. /KeithFerrazzi @ferrazzi WHO AREYOUR LIFELINES ?
- 14. /KeithFerrazzi @ferrazzi LEAD WITH GENEROSITY, INTIMACY,CANDOR AND ACCOUNTABILITY Ping with gratitude and respect. Ask for COFFEE, LUNCH, a CALL 14 Mission O U T R E A C H
- 15. /KeithFerrazzi @ferrazzi “Never beafraid to ask, the worst anyone can ever say is NO.” 15 Pete Ferrazzi
- 16. /KeithFerrazzi @ferrazzi Our UniqueValue Proposition and Point of View 16 BEHAVIOR CHANGE IN SERVICE OF BUSINESS OUTCOMES HIGHEST-RETURN PRACTICES OPEN “POROSITY” ROLE MODEL COMMUNITY COACHING INTERVENTIONS DISTINCT PRACTICES BEHAVIORS THIN SLICING BEHAVIORS INTO DISTINCT PRACTICES CREATE OPENNESS TO CHANGING AND ADOPTING NEW BEHAVIORS AND PRACTICES ENGAGE EARLY ROLE MODELS AS AN EARLY ORGANIZING MOVEMENT USE COACHING, NOT TRAINING AND COMMUNICATIONS AS THE KEY CHANGE LEVER CONSEQUENCES LOGIC EASE PASSION BELONGING EMOTIONALINTELLECTUAL EXTERNAL INTERNAL VIRTUAL PEER COMMUNITY SELF-DIRECTED CUSTOMER MANAGERIAL EXPERT TECHNOLOGY ENABLED PRACTICES CELEBRATION CHANGE IS HARD…CULTURES DON’T CHANGE, PEOPLE DO…NON-TRADITIONAL APPROACHES A L I G N M E N T
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- 18. /KeithFerrazzi @ferrazzi Ignition Requires an Empathetic CHALLENGE Don’tshame or judge where you are Reveal a pink elephant and do so without angst Be empathetic (human/vulnerable) Use levity. Create some fun Actually ASK if they agree to change Focus on support of those who want to try to change Offer as much choice as possible 18
- 19. /KeithFerrazzi @ferrazzi Structural Professional Personal TRUST:3 Dimensions to Consider
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- 21. /KeithFerrazzi @ferrazzi BOTTOM LINE: YourNetwork = Your Net Worth 21 $948 IBM study found each contact in a person’s network was worth:
- 22. /KeithFerrazzi @ferrazzi LIFELINE RELATIONSHIPS Ambassadors Mentors 22 Mission A Way of Life A L I G N M E N T
- 23. /KeithFerrazzi @ferrazzi BUILD YOUR PERSONALBRAND ▪ Define how to position yourself in the market ▪ Utilize social media to market your brand Send a LinkedIn Recommendation 23 Mission A L I G N M E N T
- 24. /KeithFerrazzi @ferrazzi If youhave any doubt at all… The Data Is In 24
- 25. /KeithFerrazzi @ferrazzi PEOPLE WITH BETTERSOCIAL CAPITAL ▪ Better jobs more quickly ▪ More likely to be promoted early ▪ Larger bonuses ▪ Higher performance evaluations Employees with most extensive personal networks were 7% more productive (MIT, 2009) Source: Social Capital: The Key to Success for the 21st Century Organization, Valdis Krebs, orgnet.com 25
- 26. /KeithFerrazzi @ferrazzi MANAGERS WITH BETTERSOCIAL CAPITAL ▪ Teams reach goals more rapidly ▪ Better project managers ▪ Teams generate more creative solutions #1 factor for high-performing business teams? Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007) 26 DEEP SOCIAL BONDS
- 27. /KeithFerrazzi @ferrazzi SALESPEOPLE WITH BETTER SOCIALCAPITAL ▪ Strongest predictor of sales success: ▪ Relationship skills ▪ Higher social capital Top 1% income earners Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007) 27 CLOSE DEALS FASTER
- 28. /KeithFerrazzi @ferrazzi SYSTEMATICALLY MANAGE YOURTARGETS ▪ Prioritize A, B, and C ▪ Focus attention where it counts ▪ Measure the relationship quality Measure the relationship quality of each individual. -1, 0, 1, 2, 3 28 T A R G E T Mission
- 29. /KeithFerrazzi @ferrazzi Our UniqueValue Proposition and Point of View BEHAVIOR CHANGE IN SERVICE OF BUSINESS OUTCOMES Igniting a Coaching Culture POROSITY and COMMITMENT HIGHEST- RETURN PRACTICES ROLE MODEL COMMUNITY COACHING INTERVENTIONS THIN SLICING BEHAVIORS INTO DISTINCT PRACTICES CHANGE IS HARD. CULTURES DON’T CHANGE, PEOPLE DO. …WITH NON-TRADITIONAL APPROACHES. EXPERT MANAGER PEER-TO-PEER COMMUNICATION P R A C T I C E S CREATE OPENNESS TO ADOPTING NEW BEHAVIORS AND PRACTICES ENGAGE ROLE MODELS AS AN EARLY ORGANIZING MOVEMENT USE COACHING, NOT TRAINING AS THE KEY CHANGE LEVER BEHAVIORS PRACTICES MANAGERS ROLE MODELS EXECUTIVES COMMUNITY BEST PRACTICE
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