THEPAC 2014 - Alan Weiss

AlanWeiss: Exclusively for Rob Nixon and
Proactive Accountants Network

Volunteer?

Product
 Product
 Name of Product
 Buyer/User
 Slogan
 Pitch Person

Product
 Product  Self-Driving Car

Product
 Product
 Buyer/User
 Self-Driving Car
 Blind, Heavy Drinkers, Underage

Product
 Product
 Buyer/User
 Name of Product
 Stevie Wonder Car

Product
 Product
 Buyer/User
 Name of Product
 Slogan
 Sit back and try to relax

Product
 Product
 Buyer/User
 Name of Product
 Slogan
 Pitch Person
 Sit back and try to relax
 Ray Charles

Volunteers?

Self-Esteem – Self-Evaluation
 Do you have the right metrics?
 Do you have the competence to do so?
 Do you evaluate properly and objectively?
 Self-confidence is knowing you have the ability to do something
 Self-esteem is knowing your worth even if you do nothing
 Self-confidence: You must do something to be good (self-efficacy)
 Self-esteem: You don't have to do anything to be worthy
 You can have self-efficacy but low esteem, and vice-versa

TheTraits of Healthy Self-Esteem
 People ask about you
 Subordinated ego
 Enthusiasm and passion are manifest
 The acknowledgment of imperfections (self-denigrating)
 Perspective
 Humor

Manifestations
 Looking people in the eye
 A “presence” which people comment on
 Non-defensiveness
 No insistence on being “right”
 Embraces useful, solicited feedback
 Bends but doesn't break
 Listens well

Esteem is aVerb
Confidence is a condition that results

Behavior is About
 Enthusiasm
 Attitude
 Emotion

“Worthlessness”
 Limited competence (develop skills)
 Overly exacting standards (modify standards)
 Socially disparaged attributes (civil treatment)

We All Need Live Coaching in Our Support System
 From our family
 From our colleagues
 From actual coaches
 KEY: an error-forgiving environment
 Unresolved relationships undermine self-esteem
 Who is "watching your back"?

Self-Mastery
 Evaluate the feedback
 Use your support system
 Practice positive self-talk
 Keep it simple, with no labels

Positive Self-Talk
 Strength-based and powerful
 Thinking positively means feeling differently
 New issues constantly raised for evaluation

Interim Summary
 You need the “goods”: the skills and competencies to succeed
 You need a reinforcing environment
 You need reinforcing relationships
 Elaborate models don’t work, simple relationships do
 “Rear wheel” power is necessary, but not sufficient
 “Front wheel” steers your relationships and behaviors

Language Role
 The expression of your trust, compromise, values, etc.
 SKILLS AROUND LANGUAGE ARE THEREFORE CRITICAL
 Language can transcend skills and behavior, can change the dynamic of the transaction

Physical Role
 Nervousness is death
 Relaxation required; self-containment; meditation/massage/yoga
 Expand your world: travel, experiment, find new interests, be willing to fail.
 Face your fear

Acknowledge that Playing Fields Aren’t Innately Level
 The buyer has the power and the status and the money
 Relatives and friends have historical positions

The Self-Esteem “Cocktail”
 One part listen to others
 Three parts listen to yourself
 Never be defensive: “Why do you ask?”

SmallVictories
 Get very good at a few things. These successes will generalize.
 Focus on “doable” aspects of larger tasks, building self-efficacy.

Gender
 Women with high self-esteem seem even more powerful than men
 Men use acknowledgment, power, achievement, accomplishment
 Women use caring, affiliation, cooperation

Exercise
 Use your own words to reframe who you are into the most
positive description you can.

Total Personal Engagement
Personal Engagement
1. Totally internal, no manifestation
2. Acting viscerally, not with forethought
3. Responding to analysis, no passion
4. Totally engaged

What is “Talent”?
 Physical ability: fitness; adaptation; limitation; compensation
 Intellect: language; experience; knowledge; synthesis
 Emotional: support structures; sense of self; change/cope ability; spiritual

The Closing Mentality

Contributor Not “Taker”
Credibility/Rapport/Conversion
Options 4, 5, 6

Value Proposition –What
You’re Good At

Sweet Spot –WhatYou Love Doing

MarketValue Bell Curve

Creating Market Gravity

Accelerant Curve

Strategic Profile

Unified FieldTheory

WaterTight Doors

Killer Gaps of Growth

New Product Creation
Examples: MDCC Car Ride
Rainmaker
Common Sense Consulting
Self-Worth & Fulfillment
Million Dollar Club
Weekly Sabbatical
• Write a Book for 3 People

What AreYou GoingTo Do?

THEPAC 2014 - Alan Weiss

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