Tag Archives: relationship intelligence

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.



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

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

For Immediate Release

May 28, 2008


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!”

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

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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

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

windowonsecretsforsuccess.com – Jim Cathcart, CSP, CPAE

Vodpod videos no longer available. from windowonsecretsforsu posted with vodpod

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High-Value Relationships ™

by Jim Cathcart

Every relationship has a value. Some low, some high. Some financial, some emotional, some social, etc.
When you operate with a high level of “Relationship Intelligence” ™, you look at all of your relationships as assets and treat them as valuable items.

The value of a relationship is defined by your Desired Outcomes. Once you determine what you want to achieve then your relationships take on new meaning. Some relate to the Desired Outcome and some do not. Those that contribute to your cause need to be nurtured and managed in the ways that optimize their value. The others can be addressed based upon their importance in other areas.

Step one in creating and growing High-Value Relationships ™ is: Become Conscious of your existing relationships and re-examine them with respect to your Desired Outcomes (Goals.)
Step two is: Be more intentional in how you cultivate each relationship. Keep your goals in mind and guide the relationships toward that Desired Outcome.
Step three is: Be relentless in staying the course toward your goals. Keep cultivating more and better connections with everyone in your circle of acquaintances.
Finally, Step four is: Be yourself. Don’t try to make your life a series of manipulations of others. Instead build genuine, trust filled connections with people you enjoy and respect.

The payoff from all of this will be an amazing matrix of powerful friendships that increase your success potential in unexpected ways.

For more on this read the earlier posts here on Relationship Intelligence ™.
Jim Cathcart www.cathcart.com

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Living Fully – on and off the job

by Jim Cathcart

This morning I was invited to speak on the subject of “working hard and still having a balanced life.”
Now there’s a subject I could speak and write about all day long!

Consider for a moment this question: How Fully Are You Living?

You and I have the capacity to live in many ways: mentally, physically, emotionally, spiritually, financially, socially, professionally and with our family. Each of these areas requires its own time and attention.

When we neglect or ignore any aspect of our life, after a while it will interrupt the rest of our life to get its needed attention. For example: if you don’t take care of your body, it will break down in injury or illness until it gets the attention required. The same applies to your relationships, your finances and even your intellectual development. When you don’t live fully in that part of your life, it tends to interfere with the other parts of your life.

So our “job” in life is to live as fully as we are reasonably capable of in all life areas.
A way that I’m fond of keeping this on my radar screen is by doing an occasional review of each area and measuring how fully I’ve been living in that area lately. I ask “how fully have I been living in this part of my life lately?” I look at each area and then reflect on recent weeks to determine the appropriate rating. I use a 1 to 10 scale with 10 being highest.

Here’s how it looks:
Mental- 7, I’ve been reading, viewing historical and philosophical shows on TV, discussing important ideas and concepts with respected friends, and journaling my ideas plus reviewing former notes.
Physical- 9, I work out six days a week and two of the workouts are trail running uphill in the mountains near my home with a group of competitive hiker friends. I eat healthy food and don’t smoke.
Family- 8, I’ve spent quality time with my wife each week and with my son’s family and grandchildren. I’ve called Mom every few days and communicated with all of them regularly.
Social- 8, We have been active in community events, spent quality time with friends and entertained in our home often.
Spiritual- 4, I have not attended church recently nor read scriptures or had faith related discussions with many others. (Needs work now.)
Financial- 6, Though I keep good records and manage my money carefully, I have not done any active planning and research in recent weeks. (Plan for a comprehensive review and take action.)
Career- 10, I’ve attended seminars and speeches, collaborated with colleagues, written many articles, done new research, delivered speeches and seminars in several states and explored new opportunities almost daily.
Emotional- 9, I’ve played guitar and sang for 1/2 hour daily, learned a dozen new songs, been to movies and concerts, lectures and plays, told jokes and laughed with friends, relaxed and savored the beauty of Spring all around me and attended my grandson’s ball game. There is much joy in my life.

Now it may be obvious to you that I have much room for improvement but I hope it is also obvious that I’m conscious and intentional in the way that I live my life. I don’t let much time pass before I address each area of life to assure that I’m living with balance and variety. How about you? What numbers would you place in each area and why?

That was step one; the evaluation of your current reality. How you are living right now. For step two you will need to make plans and prepare to take actions. This begins with a new question:
What do you want?

Until you know what your Desired Outcomes are you won’t be ready to begin. Take some time right now and ask yourself what results you’d like to see in each of these life areas. What can you reasonably expect yourself to do to address each area more effectively? Describe in writing what you can do to expand your numbers for the better.

When you know what you want in each area the best way to begin is by selecting the first steps. Commit to step one and your journey is underway! I call these your “Minimum Daily Actions.”
You determine the least you could do to begin building momentum toward ideal actions and results.
For Mental improvement you might simply read one page of a book each day. That should get you started and you’ll likely read much more once you’ve begun.
For Physical, you might simply commit to putting on your workout clothes daily. Once dressed your chances of exercising will increase a hundredfold.
For Family, you could commit to asking each family member one question today and then fully listen to their answers.
You get the picture. Which ever area you are focusing on, focus fully and commit to begin action.
The reason most people live unbalanced lives is because they don’t manage their attention and then their actions intentionally.
Be more intentional in everything you do. Start by becoming more conscious of what you currently do or don’t do, then select your Desired Outcomes and commit to taking Minimum Daily Actions to get things rolling. What you will find is that your life becomes immensely more satisfying and your sense of control over your life will grow.
You were put here with a world of potential, please use all of it so that the rest of us can benefit from your contributions as you do from ours.
In the Spirit of Growth,

PS if you’d like more on this topic, check out my book The Acorn Principle in print or audio CD.

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Filed under Books by Jim Cathcart, High-Value Relationships, Relationship Intelligence Formula