Category Archives: relationship selling

Webinar with Jim Cathcart Nov. 18th

Intelligent Motivation for a Challenging World – Webinar with Jim Cathcart

Do you or your team need some Intelligent Motivation? Simple motivation is merely generating enthusiasm. It is occasionally useful and effective but hardly lasting or of strategic value. Intelligent Motivation, on the other hand, is determining what is important, identifying what action is needed and doing what is necessary to generate and sustain that action.

Jim Cathcart, Intelligent Motivation for a Challenging World

Jim Cathcart, Intelligent Motivation for a Challenging World

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If you need “Intelligent Motivation” then you need to be on our upcoming webinar, hosted by David Bush, CEO and Founder of eLifePlans.com as he is joined by Motivation Expert, Jim Cathcart. He is the founder and President of Cathcart Institute, Inc. and one of the most widely recognized professional speakers in the world.

During this 1 hour webinar Jim will speak on how:
– Motivation needs to be intelligently done
– Motivation is about acting on motives
– To determine what matters to you
– To identify ways to get yourself to do what needs to be done when it needs to be done

If a person is not “motivated” to do good work then they probably won’t do it. And if a person has no self-driven motive for excellent performance then they will have to be continually motivated by others. If this sounds like you or your team, you need to be on this webinar!

Jim is known worldwide for his ability to engage, inspire and motivate an audience. He has worked as a corporate executive, training director, entrepreneur, psychological researcher, meeting planner and association executive. He has managed people, products and payrolls for over 32 years. He has also researched and field tested his methods through 3 decades of speaking and training before 2,600 audiences in virtualy every discipline.

Title: Intelligent Motivation for a Challenging World with Jim Cathcart
Date: Tuesday, November 18, 2008
Time: 1:00 PM – 2:00 PM CST

After registering you will receive a confirmation email containing information about joining the Webinar.

System Requirements
PC-based attendees
Required: Windows® 2000, XP Home, XP Pro, 2003 Server, Vista

Macintosh®-based attendees
Required: Mac OS® X 10.3.9 (Panther®) or newer

Space is limited.
Reserve your Webinar seat now at:
https://www2.gotomeeting.com/register/198519712

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Inner Circles, Leadership, Relationship Assets, Relationship Intelligence Formula, Relationship Intelligence Training, relationship selling

Beyond “People Skills” to Relationship Intelligence ™

by Jim Cathcart

There must be 100,000 trainers, speakers and authors out there teaching people how to be more successful in dealing with others. And maybe I’m being small minded in choosing such a low number.
All I know is, when I started teaching “interpersonal communication” in the mid 1970s there were very few of us doing so. The Dale Carnegie Course still seemed new to many people despite having existed for a generation. Clients were still surprized when we suggested that they actually teach people how to: listen, communicate two-ways, understand personality differences, and manage tension levels in their communication.
In fact, in 1976 when I joined the National Speakers Association there were only a couple of hundred members. Today they have over 3,600 members. The American Society for Training & Development, ASTD, was also fairly new when I joined them in 1974. They, too, are now an international organization with tens of thousands of members.

So, in light of the fact that there is a multitude of resources to help you learn “People Skills”, let’s take it to the next level. Relationship Intelligence ™.

Premise: Your life is a series of Relationships
Our lives are lived through interactions with others.

Conclusion: If you change the mix, quality or quantity of your relationships then you will, in fact, change your life experience.

So, being more Intelligent about which relationships you develop and which you do not will have a profound effect on the quality of your life.

Complete the following sentence: “It is not what you know that counts, it is…”

Most people would answer: “It is Who you know.”

So, try this one: “It is not who you know that counts, it is…”

My recent audiences have replied, “It is who knows You!”

OK, so far we have been in familiar territory. No news yet.
Complete this sentence please: “It is not who knows you that counts, it is…”

When I ask this in my speeches and seminars nobody responds. They just look puzzled.
“You mean it isn’t who knows you? Then what does really count?”

Here is my reply: “It is who is Glad that they know you that counts the most.”
You see, until others are actually glad that they know you, you don’t have much of a relationship with them. But when you cause others to be proud of the fact that you are their friend, business contact, colleague, neighbor, healthcare provider, sales rep, service technician, or advisor…then you have built a true relationship asset.

I recently did a Tandem Sky Dive from 13,000 feet with a master jumper named Victor. I can guarantee you that, for the duration of our jump, Victor’s welfare mattered as much to me as my own. Some relationships are situation specific while others endure for the long term.

Relationships are Assets…or liabilities.

By knowing some people you open new doors of potential, by knowing others you close those doors. Ask Barack Obama how he feels about having a long-term friendship with Rev. Jeremiah Wright. What may once have been an asset, has in recent months become a profound liability. It matters who we connect with and who we avoid.
Take a look at all of the relationships in your life today and then reflect on which ones are assets and which are not. If you spend more time with the assets and diminish your contacts with the liabilities, then you will have consciously and intentionally enhanced your life.

Those are two very important words: Consciously and Intentionally.
I believe that we need to be more conscious of what is working and not working. As Peter Drucker often said, “Things that are measured tend to improve.” When we stop and reflect on things we notice more about them, and noticing more is the essence of intelligence.
We also need to become more intentional about what we do.
Professionals in every field are more likely than others in that field to make each action intentional. The most obvious of these would be sports and theater. In competitive sports every movement counts. Tennis professionals will tell you that, while awaiting a serve, not only does the placement of your feet matter, but so does where you look. Michael Phelps, the world champion swimmer, often describes how every movement and every thought needs to be intentional in competition. Actors strive to control their eye movement, vocal tones, body language and breathing when on stage. The same things count in business dealings and interpersonal situations. Politicians learn to be intensely aware of how they say things and what the implications of their actions may be.

No, I’m not saying that we need to be “always On”, but rather, I’m observing that the more often we are conscious of what we are doing and intentional in how we do it, the more often we will succeed at our task. To try to be “on” in everything we do would be very stressful and often unnecessary.

But there are levels of control that always must be in play. There are no circumstances where it is OK to do something that is illegal or immoral. So, the more we pay attention the better off we will be.

Who is glad that they know you?

The more names you can list under that heading the more assets you will have. Relationship Assets that is.
What is a “relationship asset?” It is a direct connection with someone else who also considers it important to sustain that connection with you.
Take some time to reflect on that. Make a list of all the connections you can think of in your life and then notice the ones where they feel they are getting good value from the connection.

Did you ever know someone who was really good at “people skills” and yet their success in life was quite limited? How about this, did you ever know someone who often behaved like a jerk but still managed to gain the respect and support of other people who mattered to their success? Sometimes the jerks become highly successful despite their sometimes abrasive behavior.
Note that I did not say “because of it” but rather I said “despite” it.
Bad dealings with others always has a negative effect and the better we become at interpersonal relations the more enjoyable our lives will be. But success isn’t determined by nice dealings, it is determined by right actions at the right times with the right people.

Here are four questions that are at the core of my Relationship Intelligence message:
1. What do you want?
(love, friendship, fun, money, support, opportunity, a contract, etc.)
All relationships are defined by what the participants want from the relationship.
2. Who do you know?
When you know the right people you are in a position to produce the outcomes you desire.
3. What do they want?
The better you understand their goals, desires and dreams the more you can see ways to help them get it.
4. How can you help them get what they want?
Customer loyalty should be what we seek to give rather than what we seek to get. As my friend and mentor Zig Ziglar is famous for saying, “You can get anything you want in life if you will just help enough other people get what they want.”

Take some time to reflect on today’s message. Print it out and carry it with you. Look over it again each morning and think about what it means to you. Do this for at least one month. Then drop me a note and let me know how you have changed things in your life.
Watch for more news on my upcoming book: Who is glad that they know you?
Building High-Value Relationships through increasing your “Relationship Intelligence ™.”

http://www.cathcart.com

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Inner Circles, Leadership, Relationship Assets, Relationship Intelligence Formula, Relationship Intelligence Training, relationship selling, The Daily Question

Relationship Intelligence in Action: A great idea for non-profit fund raising

by Jim Cathcart

An organization I’ve come to admire is the New West Symphony here in Thousand Oaks, California.
They recently sent out a promotional announcement that shows a high level of “Relationship Intelligence ™”.
Here is the link to their announcement called “The Pleasure of Your Company.”
The concept is quite simple and elegant: create a series of casual events that appeal to a wide variety of tastes and interests. Make the events affordable and orchestrate them (pardon the pun) so that all will contribute to the building of support for and involvement in your cause.
Here is some of the wisdom in this kind of thinking, in my humble opinion;
1. To do all of what you are capable of doing you will need the support of many people over an extended period of time.
2. Your dream goal is to attain the full support of all the people indefinitely.
3. Step one is to let people know you exist.
4. Step two is to make them aware of what you do.
5. Step three is to show them how well you can do it. Show them the value of it.
6. Step four is to give them a personal “sample” of the value. Get them to touch or taste the product.
7. Step five is to get them to “buy” something, to get involved on any level including volunteering.
8. Step six is to extend their involvement to full participation (related to their own capacity.)
9. Step seven is to get them involved in leadership; chairing a committee, serving on a board, holding a position, heading a fund raising or spokesperson effort, etc.
10. Step eight is to get them to take ownership in the success of the organization. Get them to feel that this is THEIR own personal cause, not just yours.

An example of this would be when the Boys & Girls Clubs publicizes their newest club and holds a grand opening or ribbon cutting event. Articles are generated, announcements are sent out, ads are bought, public service announcements are aired, email broadcasts are sent, and specific influential individuals are invited to attend. This addresses steps one, two, four and five above.
At the event itself they showcase what they do and the value that the kids get from it. This includes having kids there to talk with folks and demonstrate the club’s services. That addresses numbers three and four (showing them how well you can do it and giving them a sample.)
By having many different activities at the grand opening there is opportunity for a multitude of one time volunteers and helpers. Each of these people will in turn feel more committed to the club and the cause. This leads to their further involvement.

You can see how the concept works, from minimal contact through potential full support.
Now back to the New West Symphony’s cool idea.
They are holding twenty six events! Twenty six!
Each priced between $40 and $225 per person.
Covering everything from gourmet dining events to classes on personal organization.
Musical and non-musical events, educational and indulgent events, fun and laughter, plus history and culture. Something for everyone.
Each event is hosted by a different supporter of the New West Symphony (so nobody feels overburdened nor left out.)
The potential number of people who will get involved on all the various levels is very large.

Now contrast that to the typical approach of just holding a couple of big events per year plus a raffle.
By the way, the Symphony also holds big events such as their famous “Symphony of Wine” gala.

Relationship Intelligence ™ is being intelligent about relationships.
The New West Symphony is clearly being intelligent about theirs.
Congratulations to the Symphony and, as for the rest of us, let’s learn from their example.

For my personal assistance with your own RI initiatives please contact me at jim@cathcart.com.
Please let me know of other organizations (both for profit and non-profit) that you’ve seen exhibiting a high level of R.I.

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Filed under High-Value Relationships, Leadership, Relationship Assets, Relationship Intelligence Training, relationship selling

Jim Cathcart forms an alliance with SynergyStreet.com as Senior Advisor

MEDIA ANNOUNCEMENT
For Immediate Release

May 28, 2008

JIM CATHCART – WELL-KNOWN BUSINESS GURU AND PROFESSIONAL SPEAKER – ACCEPTS APPOINTMENT OF SENIOR ADVISOR AND SPOKESPERSON FOR SYNERGYSTREET.COM

Charlotte, NC – Tony Holden, founder of a new social networking site for business owners and entrepreneurs at www.SynergyStreet.com, has announced that Mr. Jim Cathcart has accepted the appointment of Senior Advisor and Spokesperson for SynergyStreet.

Jim Cathcart, CSP, CPAE, one of the most widely recognized professional speakers in the world, is founder and president of Cathcart Institute, Inc. and an advisor to the Schools of Business at Pepperdine University and California Lutheran University. As the author of 14 books and scores of recorded programs, his students number in the hundreds of thousands. He is a past president of the National Speakers Association (NSA), winner of the Cavett Award, member of the Speaker Hall of Fame (CPAE), Certified Speaking Professional (CSP), a member of the exclusive Speakers Roundtable, 20 of the world’s top speakers, and, in the year 2001, recipient of the Golden Gavel Award from Toastmasters International.

How SynergyStreet got connected with Jim Cathcart:
“Jim Cathcart is a master of growing High-Value Relationships. His own career is a reflection of this. When you list the names of the top speakers and authors in the business community you are also naming Jim’s contacts list. He’s in their address book and they are in his. I’ve seen him in action since 1989 and have been impressed with how widely admired he is among his colleagues and customers. He has received just about every honor that is bestowed upon professional speakers.”

Page Two
“Jim’s level of integrity, business acumen and reputation are what SynergyStreet wants for everyone. We know of no one more qualified to represent our community in the marketplace. We are thrilled that he has agreed to represent us as our Spokesperson and Senior Advisor. We encourage everyone to acquaint themselves with Jim by checking out his profile, blog and links to the storehouse of valuable information he has provided to the community at large and through his professional services as a speaker, author and trusted advisor.” –said Tony Holden, Founder & CEO of SynergyStreet.com

What Jim Cathcart has to say about SynergyStreet: “Today is the day for you to connect with as many trusted friends as you can and SynergyStreet is the place to do it. We grew up thinking that ‘Knowledge is Power’ and then discovered that the internet makes most knowledge available to everyone. So where is Power today? It is TRUST. The person with the most trust and acceptance among others is the person with the most power to succeed. Nobody makes it alone; we all need each other more than ever. “

“With SynergyStreet you now have a system within which you can connect and collaborate easily and safely. As you build your own community of trusted colleagues and friends you expand your capacity for success. Our goal at SynergyStreet is to make it easy and fun for you to conduct business and grow friendships. Our focus is bringing you Commerce, Community and Collaboration to expand your potential to succeed.”

Page Three
Cathcart Institute, Inc. has published a wide variety of learning resources in the area of human development. All of these are available as live in-person training programs as well as published works. Topics covered include: Sales Skills, Leadership, Professional Development, Self Improvement, Relationship Skills, Public Speaking, Self Motivation, Managing People, Psychology, Personality Styles, Sales Management, Marketing, Customer Relations, Customer Service Strategies, Strategic Planning, and Communication Skills.

Speech Topics include: Relationship Intelligence ™, All Leadership Begins With Self Leadership, Relationship Selling™, The Acorn Principle™: (Helping People Grow), Guaranteeing Lifetime Customer Loyalty, and Behavioral Economics: Every Action Has A Value or A Cost.

Jim Cathcart’s works are published by the world’s top publishers: St. Martin’s Press, Leading Authorities Press, Dartnell, Penguin Putnam, Macmillan India, Prentice Hall, Nightingale Conant and the University of Southern California. Relationship Selling is now translated into Chinese, Japanese, German and Finnish. Jim’s works are available in print, on DVD, CD and online.

SynergyStreet considers Jim Cathcart to be exactly the kind of person who belongs on SynergyStreet.com and we welcome him as he welcomes you to our community. As Jim often says, “Join us and let’s discover just how much more successful you can be!”
End

Caption: Jim Cathcart – Senior Advisor & Spokesperson to SynergyStreet.com
www.synergystreet.com
For further information on this announcement contact:
Dianne Stewart
BSA Public Relations & Marketing
704 .844 .1064 / 704 .777 .4842
Di@BSAPR.biz

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Filed under Books by Jim Cathcart, High-Value Relationships, Relationship Assets, Relationship Intelligence Training, relationship selling

How to create and grow High-Value Relationships

by Jim Cathcart

The quickest way to assure that a relationship has high value is to GIVE high value to it.
By that I mean contributing value to the other person. If you want to be seen as important to them then they need to see and feel the benefits that come from staying connected with you. It’s is the “pay it forward” concept of giving before you expect to receive.

You can guarantee 100% customer loyalty in your business when you practice it this way.
Decide today that you will GIVE customer loyalty to all who do business with you. Don’t wait for them to be loyal to you, just start right now to treat them with commitment and continuing loyalty. If they never buy from you again, at least they will speak well of you and be impressed by your dedication to them as a customer. More often, they will become more loyal to you as well. People do business with those who show that they care.

When you call a company to inquire about how they can solve your problem, you don’t care nearly as much about their product quality, service reputation or expertise (at first) as you do about whether they care about helping you get your solution.
I once called a phone company to have an error corrected on my bill. After going through what seemed like thirty layers of “voice mail jail” I finally reached a technician who could solve the problem. But he seemed to be much more concerned about the process than the outcome. He kept saying, “you should have…” until finally I interrupted him. I said, “I know this is frustrating to you as it is annoying to me. How about just transferring me to someone who cares?”
He was stunned. He said, “I care!” I replied, “I couldn’t tell. It seemed to me that you were more bothered by what I had not done in the past than what could be done now to make things right.”
His tone changed completely and he assured me that his desire was to correct the situation. And he did. Ahhhhh! Finally we got past the process and focused on the result.

What we are all seeking in business dealings is someone who seems truly interested in filling our needs rather than scolding us about what “should” have happened. “Should have” is mostly useless. You can’t do anything with it. It doesn’t correct the situation nor does it improve the relationship. It merely lays blame and seeks guilt in response. So, let’s stop the insanity and start today to GIVE our loyalty to all our customers. The more we give the more we will tend to get. It’s the surest bet for customer retention out of all the things you could do.

To build High-Value Relationships begin to give more value to others each day. You can control what you give but you cannot control what they give. So pay it forward and enjoy the loyalty!
For more on this topic see Relationship Selling at Cathcart.com.

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Relationship Assets, Relationship Intelligence Training, relationship selling

Relationship Selling ™ is still vital

by Jim Cathcart
author of “Relationship Selling” and “The Eight Competencies of Relationship Selling”

My Original Relationship Selling Book

In 1985 my first Relationship Selling book was published in hardcover and a few years later it came out in softcover with Putnam Berkley. Upon arrival it was met with skepticism. People asked, “how can selling and relationships coexist?” Well, today we laugh at that question as being incredibly naive.

But even today there are those who think of “Relationship Selling” as merely being nice to people while hoping for a sale. That, too, is incredibly naive.

A relationship is a connection between people in which value is exchanged. To make a sale without establishing a trusting relationship is to be merely a vending source. But to build a high-trust relationship with someone and to also make a sale puts you in the position to easily get all the future purchases from that person. In other words, with a relationship, one sale can be the beginning of a lifetime of orders.
Relationship Selling, the 8 competencies of top sales producers

A Mass Mutual sales trainer Doug Macdonald once told me, “Jim, for the first 5 years you are in sales you will be underpaid relative to how hard you work. But if you form the right habits and develop the right relationships you will be overpaid for the rest of your career.” How true!

We need to see “Relationship Selling” as what I originally described it as being: a form of business friendship. We should become the business equivalent of a good friend to our clients. When we seek to serve them in that way we will find that every year our sales will grow without us having to increase our sales efforts. We will build on each sale to expand our network of high-value relationships.

Please let me know anytime I can be helpful in your sales efforts. Jim Cathcart

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Relationship Assets, Relationship Intelligence Training, relationship selling

The Daily Question ™

by Jim Cathcart
copyright 2008

\"How would the person I\'d like to be do the things I\'m about to do?\"

At the Tulsa agency of Massachusetts Mutual Life Insurance Company in the late 1970s the general agent was Joe D. Willard. In a matter of just a few years he turned this agency around from near failure to winning the President’s Trophy twice in a five year period as one of the best out of 120+ agencies. I had the privilege of being “in on” that achievement.

Joe had hired me to conduct a seminar on goal setting for his agents in 1976 and he asked me to join his team in 1977 as an adviser and sales coach. Though my chosen path was professional speaking and consulting, he offered me an office and a monthly retainer to be his agency’s in-house sales coach and his personal confidant. What I learned in my six years with this account was invaluable.

One particular story stands out. Joe Willard had been a company leader for Mass Mutual in group insurance sales before taking over the Tulsa life Agency. So I asked him, “what do you do?” His reply was immediate, he said, “Do you remember the book PsychoCybernetics?”
I said, “Yes, it was written by Dr. Maxwell Maltz and it focused on ‘Self-Image’.” “That’s right,” Joe said. “In the book he said you should think like the person you want to become. So I did that and asked myself each day, ‘How would the sales leader do this work?’ It gave me the point of view and the motivation I needed, so I made more sales. Now I do the same thing as the General Agent and ask how the company’s leading agency would do what we are about to do.”

I was very impressed. Here was a man using a simple principle in the form of a question and with it he had lifted himself to excellence in sales and subsequently his agency to the top of the industry. I started talking about that in my speeches and as others adopted the practice they too were getting impressive results. One notable example, about whom I’ve written in my other books, is Tim Seward whose use of this daily question transformed his one-man auto-detailing business and his career into multi-millionaire status.

Now I offer it to you. Here is my suggestion: capture the graphic at the top of this article and look at it every day. Think about the goals you wish to achieve and then ask yourself several times a day, “How would the person (who had achieved these goals) I’d like to be do the things I’m about to do?”
The question will change your mindset from the present to the future YOU. Then you will be behaving as the person you wish to become instead of merely the person you are right now.
This simple mind shift has the potential to transform your life much as it has Joe Willard’s, Tim Seward’s and my own.

For more information on this check out my book or audio album “The Acorn Principle” at www.cathcart.com.

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Filed under Behavioral Economics, Books by Jim Cathcart, Leadership, Relationship Intelligence Training, relationship selling, The Daily Question