Events for 3/1 thru 3/5/2010

Hi, Everyone!

Here’s what’s on the schedule for next week.

“Building a Career that Matters” Webinar Series —

Monday, March 1st from 11AM to 12PM EST. This series explores 25 problem areas human development professionals face in building their practices. This week, we will finish up a few loose ends from Problem Areas #7 and #8 and explore “Problem Area #9: Lack of Professional Credentials.” During this session, we’ll examine 12 categories of credentials that support you in your quest for clients. This series is offered as a service to our professional community and is WIDE OPEN to ANY and ALL human development pros, regardless of their affiliation with ChangeWorks — so PLEASE spread the word.  Click the following link to register:

https://www2.gotomeeting.com/register/754206707

“ChangeWorks Forum” —

Monday, March 1st from 3PM to 4PM EST. This week, we’ll create activity lists specifically for marketing purposes and share several lists that have proven effective. Any of you who are having challenges with business development should plan to attend. This series is open to ALL graduates and current students of the ChangeWorks program.  Click the following link to register:

https://www2.gotomeeting.com/register/799632338

“ChangeWorks Analyst Training” —

Tuesday, March 2nd from 12PM to 1PM EST, we will take an in-depth look at a couple of Maps of Humanity and see how they integrate into the Comprehensive Adjective Map. This series is open to ALL ChangeWorks professionals who completed their Practitioner training prior to December 31, 2009. Click the following link to register:

https://www2.gotomeeting.com/register/594297107

“ChangeWorks Practitioner Webinar Series — Session 3” —

On Wednesday, March 3rd from 10AM to 12PM EST, we will hold the third session in our new semester of ChangeWorks. The program is open to newly-enrolled students and ALL graduates of the ChangeWorks Practitioner program.  We encourage ALL of you to refresh and expand you command of the material.

https://www2.gotomeeting.com/register/790329666

“MasterStream Sales Training — Session 7” —

Wednesday, March 3rd from 5PM to 7PM EST, we’ll hold the seventh and final session in our MasterStream Precision Sales Techniques webinar series.  The call is open exclusively to members of the SILVER and GOLD Team as well as students who have paid a fee to attend.  For more information about enrollment, please give Linda a call at 704-987-6500. Click the following link to register:

https://www2.gotomeeting.com/register/168095443

“Gold Team Teleconference” —

On Thursday, March 4th from 11AM to 12PM EST, I will provide everyone with a detailed overview of the 12 programs we offer based on the ChangeGrid and give the Gold Team members an opportunity to select the next subject in their ongoing training. Remember to schedule your private coaching session.

https://www2.gotomeeting.com/register/825073594

As always, our webinars are recorded for those of you who are unable to attend the live call.

-T-

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Understanding Credentials

Hi, Everyone!

Have you ever lost an opportunity because you weren’t perceived to be as “qualified” as a competitor was?  Did you ever hesitate to approach a prospect because you didn’t think you were “ready” yet?   Have you ever thought, “What makes ME think someone else should listen to me?”  If you’re like most of the people who have built a career as an independent speaker, trainer, coach or consultant, you’ve certainly had your share of doubts, and faced the “Credibility Catch-22.”

The “Credibility Catch-22” most commonly occurs when someone is just getting started in the business.  Early on, novices believe that they can’t get engagements without experience – and they can’t get experience without engagements.  The phenomenon isn’t limited to novices, however.  As a human development professional considers entering different markets, offering different services or attacking a new industry, the catch-22 pattern reappears and reasserts itself, causing doubt and hesitation — undermining the professional’s progress and success in the new endeavor.

Holding a Ph.D. from a prestigious university or a coveted distinction from an international association can certainly open doors and close deals for the person who has earned those credentials. At the same time, our industry is filled with examples of people who lack academic degrees and professional designations, yet find tremendous popularity and prosperity for themselves.

So what’s the deal? Let’s take a closer look at what the word “credentials” means.

CREDENTIALS are the concrete substance of CREDIBILITY.

Credibility, according to modern social science, is made up of several dimensions.  In their paper, “A Factor Analytic Study of the Dimensions of Source Credibility” David Berlo and James Lemert focus on three: Competence, Trustworthiness and Dynamism.

“Competence” is the result of the knowledge you have accumulated and the skills you have developed.  When we’re assessing a person’s credibility, we favor the person with superior knowledge and skill.

“Trustworthiness” is the result of applying that knowledge and skill in real-world situations.  We give more credibility to the person who has a successful track-record … to the person who has more experience putting their expertise to practical use.

“Dynamism” can best be defined as the quality of being dynamic and charismatic.  While the credibility test certainly favors people who meet the competence and trustworthiness factors, we tend to prefer to work with people who are upbeat and energetic over those who are controlled and static – and we definitely prefer warm, friendly and attractive people over those who are unpleasant to look at, listen to or be around.  The more dynamism a person possesses, the more credibility we bestow upon them.  In fact, as illogical as it may seem, dynamism is sometimes the most powerful factor in determining the level of credibility a person has, as seen in the success con artists have in exploiting their victims.

So how do you increase your credibility?

When most people in our industry think of professional credentials, they think about academic degrees and whatever designations the top association in their discipline offers — and depending on the type of business you’re trying to build, they can be critical to your success.

But many things contribute to your credibility. Here’s just a few:

— Group affiliations and association memberships show that you take your profession seriously – particularly if you’ve served as a volunteer, committee member or officer.

— Training programs you’ve completed as a student and train-the-trainer certification programs show that you continue to improve yourself and the services you have to offer your clients.

— Your resume and curriculum vitae document your employment experience and your professional accomplishments.

— Your publications — articles, books, audio programs and video programs — speak volumes about you.

— A listing of your presentations — including those you offered both for free and for a fee — are proof of your experience in working with clients.

— Client lists, testimonials, case studies, recommendations and references establish your “street cred” and serve as the REAL credentials as your business matures.

If you take time to SERIOUSLY inventory ALL of the experiences and accomplishments you’ve amassed, you’ll be surprised how much evidence of credibility you have.  Document it in a way that you can use in your marketing efforts and you may never have a problem with professional credentials again.

We’ll cover these ideas and many more on next Monday’s “Building a Career That Matters” webinar. We’ll post the link in our usual Thursday blog entry. Please plan to join in.

– T –

Events for 2/22 thru 2/26/2010

Hi, Everyone!

Here’s what’s on the schedule for next week.

“Building a Career that Matters” Webinar Series —

Monday, February 22nd from 11AM to 12PM EST. This series explores 25 problem areas human development professionals face in building their practices. This week, we will explore “Problem Area #7: Getting Paid What You’re Worth.” During this session, we’ll examine 10 symptoms that YOU are the limiting factor — and discuss over a dozen ways to establish, refine and protect your price point. This series is offered as a service to our professional community and is WIDE OPEN to ANY and ALL human development pros, regardless of their affiliation with ChangeWorks — so PLEASE spread the word.  Click the following link to register:

https://www2.gotomeeting.com/register/359212634

“ChangeWorks Forum” —

Monday, February 22nd from 3PM to 4PM EST. This week, we’ll create activity lists specifically for marketing purposes and share several lists that have proven effective. Any of you who are having challenges with business development should plan to attend. This series is open to ALL graduates and current students of the ChangeWorks program.  Click the following link to register:

https://www2.gotomeeting.com/register/262444027

“ChangeWorks Analyst Training” —

Tuesday, February 23rd from 12PM to 1PM EST, we will explore several “maps of humanity” and compare their dimensions to those of the ChangeGrid. This series is open to ALL ChangeWorks professionals who completed their Practitioner training prior to December 31, 2009. Click the following link to register:

https://www2.gotomeeting.com/register/519277499

“ChangeWorks Practitioner Webinar Series — Session 2” —

On Wednesday, February 24th from 10AM to 12PM EST, we will hold the second session in our new semester of ChangeWorks. The program is open to newly-enrolled students and ALL graduates of the ChangeWorks Practitioner program.  We encourage ALL of you to refresh and expand you command of the material.

https://www2.gotomeeting.com/register/588350498

“MasterStream Sales Training — Session 6” —

Wednesday, February 24th from 5PM to 7PM EST, we’ll hold the sixth session in our MasterStream Precision Sales Techniques webinar series.  The call is open exclusively to members of the SILVER and GOLD Team as well as students who have paid a fee to attend.  For more information about enrollment, please give Linda a call at 704-987-6500. Click the following link to register:

https://www2.gotomeeting.com/register/147205315

“Gold Team Teleconference” —

On Thursday, February 25th from 11AM to 12PM EST, we will look over a research profile and talk about some options for the next applications program for Gold Team members. Remember to schedule your private coaching session.

https://www2.gotomeeting.com/register/890290594

As always, our webinars are recorded for those of you who are unable to attend the live call.

-T-

New ChangeWorks Webinar Series Starting

Hi, Everyone!

Just a reminder that starting Wednesday, February 17th from 10AM to 12PM EST, we will begin our next ChangeWorks Practitioner webinar series.  In addition to new students, anyone who has already completed the program is welcome to participate in any or all of the sessions, so please take advantage of the opportunity to refresh your understanding of the material.

Hope to hear a lot of you on the call!

– T –

Tension Management Institute

Hi, Everyone!

We’re pleased to announce that our new website —

http://www.tensionmanagementinstitute.org

— has launched and we’d love to get your feedback.  We’re still checking for any broken links and typos, so if you stumble across any, let us know and we’ll get things fixed.

In the next couple of weeks, we’ll be uploading the next layer of pages to give the website more depth — and little by little, we’ll go through the process of dismantling the http://www.masterstream.com website (we have other things in mind for it).

– T –

Events for 2/15 thru 2/19/2010

Hi, Everyone!

Here’s what’s on the schedule for next week.

“Building a Career that Matters” Webinar Series —

Monday, February 15th from 11AM to 12PM EST. This series explores 25 problem areas human development professionals face in building their practices. This week, we’ll continue our exploration of “Problem Area #6: Leaving Money on the Table.” During this session, we’ll review over 2 DOZEN ways you could capture more of the money-making opportunities you’re missing today. This series is offered as a service to our professional community and is WIDE OPEN to ANY and ALL human development pros, regardless of their affiliation with ChangeWorks — so PLEASE spread the word.  Click the following link to register:

https://www2.gotomeeting.com/register/925400906

“ChangeWorks Forum” —

Monday, February 15th from 3PM to 4PM EST. In recent weeks, we have been reviewing the process for profiling an industry to identify sources of tension suitable for marketing purposes.  We will finish that up this week. Any of you who are having challenges with business development should plan to attend. This series is open to ALL graduates and current students of the ChangeWorks program.  Click the following link to register:

https://www2.gotomeeting.com/register/117226634

“ChangeWorks Analyst Training” —

Tuesday, February 16th from 12PM to 1PM EST, we will continue our discussions of “Distorted ChangeGrids” and look at several patterns: Scope, Skew, Shift, Scale, Squish, Squash and several others. This series is open to ALL ChangeWorks professionals who completed their Practitioner training prior to December 31, 2009. Click the following link to register:

https://www2.gotomeeting.com/register/949640530

“ChangeWorks Practitioner Webinar Series, Session 1” —

On Wednesday, February 17th from 10AM to 12PM, we will hold the first session in our next “semester” of ChangeWorks. The program is open to newly-enrolled students and ALL graduates of the ChangeWorks Practitioner program.  We encourage ALL of you to refresh and expand you command of the material.

https://www2.gotomeeting.com/register/371714218

“MasterStream Sales Training — Session 4” —

Wednesday, February 17th from 5PM to 7PM, we’ll hold the fifth session in our 8-week MasterStream Precision Sales Techniques webinar series.  The call is open exclusively to members of the SILVER and GOLD Team as well as students who have paid a fee to attend.  For more information about enrollment, please give Linda a call at 704-987-6500. Click the following link to register:

https://www2.gotomeeting.com/register/911535538

“Gold Team Teleconference” —

On Thursday, February 18th I will be speaking at a business event in Charlotte that isn’t over until 12PM, so we  won’t be having our Gold Team call this week.  All Gold Team members should be sure to schedule their private coaching session.

As always, our webinars are recorded for those of you who are unable to attend the live call.

-T-

Leaving Money on the Table

Hi, Everyone!

Here’s a few thoughts to set the stage for tomorrow’s Building a Career That Matters webinar, “Problem Area #6: Leaving Money on the Table”:

Beyond the hundreds to thousands of dollars clients will pay for a single hour of your time lies some REAL earnings potential and this session describes over a dozen of additional sources of income which can easily dwarf the revenue most professionals are happy to settle for.  Maximizing your billings is what it’s all about — and every deal leaves money on the table unless you know how to capture it for yourself.

It is a massive problem within our industry – and every speaker, trainer, coach or consultant is vulnerable. Here’s just a sample of situations in which human development professionals find themselves:

Many speakers are content to receive a fee for their presentation and the back-of-room product sales, but aren’t ready to (or interested in) providing the in-depth training and reinforcement the client may need to thoroughly implement the speaker’s advice.

Trainers will sell a two-day training program for $10-$12,000, but won’t add on any sort of additional billable time such as follow-ups, group coaching — and even before the training begins, they won’t customize the program for the clients’ needs. Generally there is a lot of “selling an event” instead of a long-term solution.

Most coaches leave money on the table when they’re pursing large executive coaching contracts. If you think about it, they are invariably providing coaching to a person who has already gone through some sort of company sponsored training program — and this means that the coach may be telling them things or encouraging them to do things that run parallel to what they have already been taught or even against what the previous training had said. A lot of these coaches could pick up a significantly more money by offering to do the training programs as well to make everything run congruently. Most of these coaches have never even thought about doing any sort of group program or offering any sort of training services — and therefore don’t have anything to offer to pick-up this extra money from the table.

Consultants often choose to remain more behind-the-scenes as they provide their services, but aren’t prepared to take advantage of the speaking, training or coaching opportunities which arise from the consulting work they do.

Bottom line is that there is ALWAYS something more that a client might view as both VALUABLE and WORTH PAYING FOR. If you give it away, that means you’re spending your profits, because a client would have paid for them. As you sweeten a deal, remember to NEVER give away what your client may have actually been willing to purchase. Above all, even if you DO choose to include some of these additional services, MAKE SURE that the client SEES in your proposal the increased VALUE they are getting.

Lots of ideas heading your way — so be sure to register for the call!

-T-