3. Let’s get to know each
other…
• Quickly, find somebody nearby that
you’ve never spoken to and identify 5
things that you have in common
• Please be serious and avoid things like…
–We’re both humans
–We both like food
–Neither of us are killer robots from the
future
4. Today’s Agenda…
• Maslow’s Hierarchy of Needs – 2015
• The Power of “Micromanaging”
• Autocratic vs. Bureaucratic Leadership
• The History of Military Leadership and how it
applies to the 21st century
• My favorite teacher in grade school was a great
leader and here’s why…
• Managing Millennials
11. Group Discussion:
(Please spend 5 minutes answering these
questions)
(1) What is the hardest part about
leading ourselves?
(2) If you were to coach one person
on how to be great at our work,
what tip would you give?
Once everyone is done, somebody please LEAD by sharing
his/her answers first!
16. Group Discussion:
Relative to work, what are the
components of belief?
Said a better way, what do
you have to believe in (think
super specifically)?
17. Necessary Components of
Belief to thrive…
• Belief in company
• Belief in product
–Belief that our product can differentiate us from
competition
• Belief in self
–Belief that we are capable of transferring a
compelling message
• Belief that the customer is better of
purchasing vs. not purchasing
29. • Calls to businesses from print ads
increased 28% (2010 - 2013)
• On average, calls to advertisers (per
year) reached 197, a cost per call of
$15.50
• YP advertisers averaged $81,000 in
sales from ad investments of $3,280
Association of Directory Publishers Study (2010 – 2013)
30. That’s great. On a scale
of 1-10 how much does it
increase belief?
31.
32.
33. That’s great. On a scale of 1-10
how much does it increase belief?
Why doesn’t this factual
evidence escalate
our belief to an 11?
34.
35. HOW DO WE MANAGE OUR MENTAL TOUGHNESS?
SHOUT OUT ANSWERS!
50. Group Discussion:
(Please spend 5 minutes answering these
questions)
(1) What does “claiming” mean?
(2) How does claiming help our
customer get customers?
(3) How does reputation
management help make our
customers money?
Once everyone is done, somebody please LEAD by sharing
his/her answers first!
51. What else is “confusing” or
can dig into belief about
OPTIMA?
Hold onto answers…
How much do ads in our directory
cost vs. competition?
52. Remember, what
impacts belief…
“Belief that our product can
differentiate us from competition”
How much does OPTIMA cost vs
our competition and how are our
services better?
55. Source: SEO Moz citing 8 influential studies on the impact o
organic (free) ranking at Google and click through rates by
consumers. See http://moz.com/blog/google-organic-click-
through-rates-in-2014
1
3
vs
1 v 3?
__ time more
clicks?
56. Source: SEO Moz citing 8 influential studies on the impact o
organic (free) ranking at Google and click through rates by
consumers. See http://moz.com/blog/google-organic-click-
through-rates-in-2014
3
5
vs
3 v 5?
__ time more
clicks?
65. Remember, what
impacts belief…
“Can we enthusiastically transfer the
message of why a small business
owner should invest?”
How prepared are we on OPTIMA
calls?
72. One more consideration…
• How many different
directories are there in
your town?
• How much would it
cost to put an ad in
73. One more consideration…
• How many MAJOR web
sites are there?
• How much does it cost
to put an ad on each?
74. What might be the
most important
element of belief
(it was mentioned earlier)?
75. The belief that the
customer is better off
purchasing from us
than not?
76. Group Discussion:
How do we fall into this
trap? What are 3
reasons we might think a
customer is better off
not advertising with us?
77. A couple questions to think about…
Do business owners know their
customers better than us?
Do business owners think
about growth 365 1/4th days a
year?
Do business owners know their
business better than us? YES
YES
NO
78. How SHOULD business owners
prioritize their thinking?
(1) How do I keep getting new
customers?
(2) How do I keep most of the
customers I have?
(3) How do I manage my costs
intelligently?
79. How DO business owners sometimes
prioritize their thinking?
(1) How do I manage my costs
intelligently?
(2) How do I keep getting new
customers?
(3) How do I keep most of the
customers I have?
80. There is one more very
important influencer
on belief that we
haven’t discussed
much. Who is it?
94. “Generally, we are at our
most persuasive when our
HEADS & our HEARTS are
aligned with the people we
are selling to.”
ABE
95. “With an open love of, understanding
of, empathy toward, sense of loyalty
to and passion for our prospective
clients AND an understanding that
they have more to gain on a yes or
lose on a no, we can live in a world of
passion, enthusiasm and big
paychecks.”
ABE
