Celebrating Linda’s Smile!

Hi, Everyone —

After more than two years of sore teeth, snagged lips, waterpik splashes, trying to cover sharp wires with wax and, worst of all, avoiding many of her favorite foods, Linda is thrilled to announce that her braces have finally been removed!

We celebrated by having a special treat made for her at the Davidson Chocolate Company — a caramel-covered Granny Smith apple drenched in thick dark chocolate. The apple was SO big, she invited friends and colleagues to share.

Here’s a few shots of Linda, Steven, Misty and our good friend Barbara, who also happens to be Steven’s mother.

Linda's Celebratory Dark Chocolate Caramel Apple

Linda cutting her apple with Barbara's supervision.

Now you know who Steven gets his personality from!

And the apple gets a big thumbs up!

Congratulations, Linda!!

-T-

Events for 5/3 thru 5/7/2010

Hi, Everyone!

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

“Building a Career that Matters” Webinar Series —

Monday, May 3rd from 11AM to 12PM EST. This series explores 25 problem areas human development professionals face in building their practices. This week, our multi-week discussion of “Problem Area #12: Lack of Marketing Skills and Systems” continues. During this session, we’ll explore 10 avenues for marketing your business effectively and show you how the wrong combination of approaches can be devastating . 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/827165026

“ChangeWorks Forum” —

Monday, May 3rd from 3PM to 4PM EST. This week, we will take a close look at a 37 activity ChangeGrid that was administered to a client twice over the course of an 8-week coaching program and see how the ChangeGrid reflects the progress the client has made. 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/145561738

“MasterStream Sales Training Series, Session 2” —

Tuesday, May 4th from 9:30AM to 11:00AM, we will hold the second class in our MasterStream sales training program. Students are asked to complete the Session #2 pre-work by either reviewing the notes guide or by watching the webinar listed for Session #2 on the homepage for this course.  If you don’t know where to find the documents, give us a call at 704-987-6500.  The program is open to ALL SILVER and GOLD team members as well as students who have paid tuition to attend.  Please plan to join in!

https://www2.gotomeeting.com/register/775502626

“ChangeWorks Analyst Training” —

This week, we will NOT hold our usual Tuesday, 12PM to 1PM EST ChangeWorks Analyst training class since Linda and I will be traveling to Atlanta for our Pre-Prism Awards “ChangeWorks Meet & Greet.” We will pick up where we left off on next week’s call.

“ChangeWorks Atlanta Meet & Greet” —

On Tuesday, May 4th from 5:00PM to 7:00PM, Jodie Charlop and Betsy Pickren will be hosting a cocktails and conversation event at the W Hotel in the Buckhead area of Atlanta.  If you’re in that area and would like to stop by and meet me and Linda and several of your ChangeWorks colleagues, please follow this link:

Atlanta Meet & Greet evite

“Gold Team Teleconference” —

Thursday, May 6th from 11AM to 12PM EST. This week, we begin a 4-week course in Pride-Based Leadership.  The program is open to all Gold Team members.  Also, please remember to schedule your private coaching session.

https://www2.gotomeeting.com/register/676387763

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

-T-

Document for BACTM Call

Hi, Everyone!

Here is a link to the Tension Tracking Form for today’s “Building a Career That Matters” conference call:

Tension Tracking Form

-T-

MasterStream Training Starts Tuesday

Hi, Everyone!

Please remember that MasterStream Sales Training begins Tuesday morning at 9:30AM EST. Please take advantage of this opportunity to improve your sales skills and boost your bottom line results. The program is FREE for all members of the Silver and Gold teams.

Here’s the link to register:

https://www2.gotomeeting.com/register/566445667

-T-

Alchemy and the ChangeGrid®

Hi, Everyone!

On Tuesday’s ChangeWorks Analyst webinar, we will begin an exploration of the integration of element-based maps of humanity into the ChangeGrid. Many models, from classic to contemporary, focus on the four elements of nature: air, fire, water and earth. The elements also served as the foundation of alchemy, best known as the ancient science of turning lead into gold. Less well known is alchemy as a philosophical pursuit, and it is in that pursuit that we will find great value in alchemy as a tool for understanding human behavior and supporting the change process.

Here’s just a few of dozens upon dozens of websites on the subject to get the discussions started:

Elemental approaches to personality —

http://www.tetramap.com

http://www.lauriebethjones.com

http://www.webwinds.com

http://www.elementalmethod.com

http://www.cancerchecklist.com

http://www.astrostar.com

http://www.shamanschool.com

Orientation to alchemy —

http://www.spiritalchemy.com

Don’t let any of this seem overwhelming — it all pretty much a rehash and repackaging job of the same information. We will be searching for the SIMPLICITY in the models — so please plan to join in!

-T-

Trade Show Secrets #7

Hi, Everyone!

Here’s the next installment in the “Secrets of Trade Show Selling” series:

Secret #7: What Would Martha Do?

Let’s check your progress. If you’ve read any of the articles in the “Secrets of Trade Show Selling” series, you know your purpose. You’ve secured a great location. You understand layout and lighting. Now the big question is, “What Would Martha Do?”

A trade show ISN’T supposed to be a stuffy, buttoned-down miniature version of the corporation it represents. Instead, it is a chance for the corporation to creatively introduce and express itself in front of a highly targeted audience. If it’s handled properly, a trade show should be as upbeat, energetic and enjoyable as the people attending it HOPE it will be.

To accomplish this, your booth must contribute something to the visual excitement of the show. Whether you choose an engaging but appropriate theme for your booth or a simple but stunning exhibit, DESIGN is of paramount importance when managing productive tension.

At a minimum, your booth should be designed around an attractive color scheme with well-coordinated graphic elements and font selections. While some companies should aim for elegance, others should opt for an outrageous design incorporating as much color and movement as possible. Balloons, pinwheels, bunting and streamers are sure to attract attention — but so will a dignified and refined space featuring museum-quality graphics accented with soft fabric swags and a vase of flowers. Choose a design that is consistent with your company’s image and personality — that conveys your message and supports your primary purpose for exhibiting.

Only three more lessons until you have all the ammunition under your belt to take the trade show by storm and achieve all your goals for being there. In the next article, we will cover “baiting the hook.”

-T-

Events for 4/26 thru 4/30/2010

Hi, Everyone!

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

“Building a Career that Matters” Webinar Series —

Monday, April 26th from 11AM to 12PM EST. This series explores 25 problem areas human development professionals face in building their practices. This week, our multi-week discussion of “Problem Area #12: Lack of Marketing Skills and Systems” continues. During this session, we’ll explore some of the key concepts of Tension Management as it applies to marketing your business effectively. 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/839146699

“ChangeWorks Forum” —

Monday, April 26th from 3PM to 4PM EST. This week, we will talk about the built-in JOURNALING FEATURE of the online ChangeWorks System. 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/718980707

“MasterStream Sales Training Series, Session 1″ —

Tuesday, April 27th from 9:30AM to 11:00AM, we will hold the first class in our next MasterStream sales training program.  The program is open to ALL SILVER and GOLD team members as well as students who have paid tuition to attend.  Please plan to join in!

https://www2.gotomeeting.com/register/566445667

“ChangeWorks Analyst Training” —

Tuesday, April 27th from 12PM to 1PM EST, we will explore the procedure for integrated a new map of humanity into the ChangeGrid — the TetraMap®.  If you would like to learn more about the depth of the ChangeGrid, please plan to join in. This series is open to ALL ChangeWorks professionals. Click the following link to register:

https://www2.gotomeeting.com/register/324064442

“Gold Team Teleconference” —

Thursday, April 29th from 11AM to 12PM EST. This week, we will finish up the TeamBuilder program by exploring in detail a few tension-based exercises designed especially for teams.  The program is open to all Gold Team members.  Also, please remember to schedule your private coaching session.

https://www2.gotomeeting.com/register/351181963

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

-T-

Adjective Mapping Project

Hi, Everyone!

As you all know, on Tuesdays from 12PM to 1PM, we hold the ChangeWorks Analyst training.  ALL professionals who have completed ChangeWorks Practitioner training are welcome to attend.  This week, we’re focused on Adjective Mapping — and if you really want to deepen your understanding and strengthen your command of the subtleties and nuances of the ChangeGrid, you’ll definitely want to participate!

This week’s adjectives are:

1) ceaseless — “without stop or pause; unending; incessant.”

2) dreary — “to be sorrowful; sad.”

3) fumbling — “to bungle, botch, mishandle.”

4) observant — “quick to notice or perceive; alert.” AND “careful in the observing of a law, custom, religious ritual, or the like.”

5) tranquil — “free from commotion or tumult; peaceful; quiet; calm; unaffected by disturbing emotions; unagitated; serene; placid.”

In preparation for the call, please think about each adjective and describe it’s Primary Energy (Driver, Amiable, Analytical, Expressive) and Secondary Energy (Driven, Expressive, Amiable, or Analytical).  We’ll explore the Tertiary Energy on the call.  If you want to propose an ideal location, be ready to give the address of the adjective block (coordinates to the immediate left of the word block) you think it lives in.

For those of you who have no idea what any of that means, BE SURE TO JOIN IN ON THE CALL!

Here’s the link to register for the call:

https://www2.gotomeeting.com/register/864265066

-T-

Events for 4/19 thru 4/23/2010

Hi, Everyone!

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

“Building a Career that Matters” Webinar Series —

Monday, April 19th from 11AM to 12PM EST. This series explores 25 problem areas human development professionals face in building their practices. This week, our multi-week discussion of “Problem Area #12: Lack of Marketing Skills and Systems” continues. During this session, we’ll explore some of the key concepts of Tension Management as it applies to marketing your business effectively. 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/269284707

“ChangeWorks Forum” —

Monday, April 19th from 3PM to 4PM EST. This week, we will use the first quarter results of the ChangeGrid 2010 Study to practice developing action plans at the group level for each of the 15 mission-critical activities featured in the study. 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/882770738

“ChangeWorks Analyst Training” —

Tuesday, April 20th from 12PM to 1PM EST, we will practice the Adjective Mapping process on a new set of adjectives.  If you would like to learn how adjectives are placed on the ChangeGrid and participate in the process, please plan to join in. This series is open to ALL ChangeWorks professionals. Click the following link to register:

https://www2.gotomeeting.com/register/864265066

“Gold Team Teleconference” —

PLEASE NOTE — EARLIER TIME FOR THIS CALL ONLY!!!!

Thursday, April 22nd from 10AM to 11AM EST. This week, I need to hold this call an hour earlier than usual since I am THRILLED to say that I am scheduled to be the featured speaker on a special webinar for Ken Blanchard’s coaching community starting at 11:30AM!  During our call, we will develop action plans for the Team Builder profile we looked at on the April 15th call and talk about a few tension-based exercises designed especially for teams.  In preparation for the call, if you have not already done so, please download and review the following file:

TeamBuilder Group Profile

The program is open to all Gold Team members.  Also, please remember to schedule your private coaching session.

https://www2.gotomeeting.com/register/409485139

“The Business of Change” —

Thursday, April 22nd from 6PM to 7PM EST we will present a special webinar for human development professionals who are interested in learning more about the ChangeWorks System, how it can be used in several ways to build their practices and how to become certified.  The call is open to any and all interested professionals, but we do strongly encourage participants to complete a ChangeGrid experience before the call. (Participating in our study is the perfect way to experience the ChangeGrid. Just give us a call at 704-987-6500 learn more.)

https://www2.gotomeeting.com/register/185231954

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

-T-

Being More Influential, Parts 1 & 2

Hi, Everyone!

I just received the latest edition of Dave Miller’s newsletter and I wanted to share his key article with all of you. I realized that I hadn’t shared the first part of his article which he published last month, so I’m going to provide BOTH parts of it here for your review.

BTW, for those of you who haven’t already done so, I’d encourage all of you to sign up for Dave’s newsletter.  You can find it here:

Dave Miller’s Newsletter

So here’s the article:

Being More Influential, Parts 1 & 2

No matter what you do, you are in sales in some way.  The word, “sales” or “selling” brings up negative connotations for many people.  It may be helpful to think of it as “influence”.  Whether you’re a sales professional, coach, consultant  or executive – there are key stakeholders in your world you need to influence.

To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. Over the next few newsletters, I’ll be covering these five principles that are based on human psychology and behavior.   Let’s look at the first two now.

Principle #1: A person’s primary motivation is “What’s in it for me?”

As cynical as this sounds, its truth can’t be denied. We all view the world from our own self-centered perspective.  By “self-centered” I don’t mean “selfish” in that we put ourselves above others.  Rather we are motivated by what’s important to us.

One person may be motivated to make a lot of money; another is motivated to make their children happy; while another is driven to serve the world for the greater good.  The list is as endless as there are people on the earth. It’s tied into what each of us values.  And it can be complex because people aren’t typically motivated by one thing.

If you’re a consultant or have had any training in sales, you’ve probably heard of this concept – “What’s In It For Me” (WIIFM). This concept can’t be overemphasized, even if you’ve heard it one thousand times before.  Most sales professionals and consultants I observe do a less than adequate job focusing their marketing and selling activities centrally on WIIFM.

A common mistake professionals make is to focus on telling their prospect what’s great about themselves or their organization. They’re ignoring Principle #1.  Think of it this way:  Your prospect’s antenna  is tuned in to WIIFM.  Most consultants broadcast on WWD (“What We Do”) or WWTYN (“What We Think You Need”).  They’re transmitting their message on the wrong frequency!  Thus, the message is never heard.

So when you’re serving one of your internal clients, preparing for a meeting or selling one of your ideas, you want to be ready to answer this critical question (WIIFM?).  Put yourself in your client’s shoes.  What’s important to them?  Why would they care about your proposal?  What do they get out of it?  Beyond helping their organization, how will it benefit them personally?

Principle #2: A person’s behavior is based on their need to either avoid pain or gain pleasure.

This principle explains a core reason why people do or don’t do something.  People on diets don’t succeed, in simple terms, because they’re linking more pain to doing what it takes to drop the unwanted pounds than to keeping the weight on.  A person may complain about his job because he hates his boss.  But does he leave his job?  No, because the uncertainty he associates with finding another job is more painful than dealing with his boss.

Why do people get surgery?  Why would you inhale anesthesia and then allow someone to cut you open?  There’s one reason: because the pain associated with not getting surgery is much greater than going through that process.

Think about how often you see this dynamic with your clients (or in your organization).  For example, your client may be have a problem with the skills of their sales force, a legacy system or a leadership team in conflict.  But the money, time and effort to fix these problems are more painful in their perception than living with them.

We all avoid pain. We like to stay in our comfort zones.  Like all living organisms, we gravitate to a place of equilibrium or homeostasis.  Growth and change only takes place when we move outside our comfort zones.  It usually takes considerable pain or inspiration (or both) for significant change to occur.

For example, some of the largest revenue-generating engagements for consultants are compliance-driven.  To a company, the pain of bad PR or the consequences of violating regulations outweighs the pain of paying lots of money to consultants for their expertise.

On the other hand, pleasure can be compelling as well.  A CEO may be inspired to transform an entire organization based on the pleasure of realizing his or her vision of how great the organization could be.

Deal or No Deal?

You may wonder which pull is stronger: avoiding pain or gaining pleasure?  How would you answer this question:

Would you work harder:

(a) To earn an extra $100,000, or

(b) To protect $100,000 you already have?

Our family enjoys watching the show “Deal or No Deal.”  The game consists of 26 briefcases that each secretly contains a number from $1 to $1 million.  The object of the game is to eliminate all the cases except the one containing the $1 million.  The contestant wins the amount of money that is contained in the last case (after eliminating the other 25 cases).

At various points throughout the game the contestant is offered a sum of money to quit early.  The contestant must decide whether to take the money offered or continue eliminating cases to go for the big money.

What’s interesting to me is to watch the psychology of the contestants.  In the early stages of the game, the contestant may be offered a relatively small amount, like $15,000.  When you have 7 to 10 cases still in play that contain $100,000 or more it’s easy to say “No Deal!” and continue playing.

Later in the game, the psychology shifts.  The contestant may be offered $100,000 or more to quit playing.  Usually at this stage, there are very few high dollar cases left.  You may still have $ 1 million case out there, but you will also have several cases that contain much lower amounts.  If you happen to select the $1 million case, your offer drops substantially, maybe as low as $5,000.

Most people will elect the “certain money” and quit, because they don’t want to risk losing it even if it means forgoing their dream of walking out with $1 million!! That said it never ceases to amaze me how many people on this show (who usually can’t afford to pay their next mortgage payment) will “roll the dice” to go for the million and forgo the $150,000 offer that would have gotten them out of debt.

Discounting the people who are “playing the lottery”, a key principle of influence emerges:

The vast majority will spend more energy to avoid the risk of losing what they already have than they will to gain more money! In general, pain is a stronger motivator for change than pleasure.

Many professionals don’t fully explore the problems (or pain) a prospect has that would cause them to want to buy in to their Product, service or idea.  They spend significant time conveying the benefits of a solution, but neglect exploring the pain of the status quo. They forget one of the greatest aspects of motivation and influence: “An undisturbed prospect will not buy!”

Remember this:

Change in an individual or organization happens only when the pain of change exceeds the pain of the status quo.

Principle #3: Immediate pain/pleasure is a stronger motivational force than future pain/pleasure.

This principle is why so many fail at dieting. The delight of having chocolate cake now outweighs the consequences that show up on the scale later. Alternatively, the pain of giving up that cake now is a stronger force than the satisfaction of sticking with the diet and dropping unwanted pounds.

The vast majority of smokers stop smoking only after a serious heart attack or cancer diagnosis. Few stop for the promise of better health. So even though the health hazards of smoking are well-documented, the pleasure of taking another drag overrules.

So what does all this mean to you? This principle is important because the solutions we offer our clients will involve future benefits, and require some immediate pain in order to achieve them. For example, it may be desirable for your client to engage your product or service. The future benefits are undoubtedly valuable. The problem is that the cost in terms of money time and resources to make these changes happen is immediately painful . Any change will involve pain, because it represents movement from the status quo. From the client’s perspective, it’s easier to keep things the way they are, even if they aren’t perfect.

Even the distraction of having to consider your proposal is painful. Your prospect already has too much to do. You’re competing for your prospect’s time and attention. So unless your idea provides instant benefits without having to change much, the odds of getting buy in are stacked against you.

How do you counteract these obstacles? One way is to bring the future pain into the present moment.

For example, Roger, a financial planner client of mine, lamented about how the lead time to get a client was more than nine months from the first meeting. Why does it take so long to get prospects to pull the trigger and start building their retirement assets?

It isn’t because Roger wasn’t excellent at what he did. His investment philosophies and strategies were rock-solid.

It also isn’t because Roger doesn’t have an engaging personality. He has great rapport skills, so he comes across as very likeable.

Let’s look at the pain-pleasure dynamics:

1. Roger was asking clients to part with their dollars. Even though they’re not spending the money, but rather investing it, they are still giving up immediate access to the cash. (Immediate Pain)

2. As a result of having less disposable income to spend now, the client can’t make certain purchases that are near and dear to his or her heart – like that 60-inch plasma TV. (Immediate Pain)

3. But Roger explains to his client about the accumulated wealth that will result from the compounding interest, dividends and fund growth. As good as it sounds, this wealth won’t be enjoyed for 25 years. (Future Pleasure).

4. In addition, for Roger to design and implement the financial plan, his potential client must fill out a myriad of paperwork consisting of risk profile surveys, applications and agreements. The client must also hunt for mounds of detailed personal and financial information to supply to Roger. You may think, “Shouldn’t they have this at their fingertips?” Maybe – but most do not. (Immediate Pain).

So it’s not hard to see why Roger feels he’s swimming upstream. For Roger’s client, the pain of implementing a plan was more immediate and, thus, felt greater than the pleasure of taking this step.

Bring Future Pain Into The Present

One way to counteract this dynamic is to bring the future pain into the present. The human imagination is a powerful thing. When we imagine something vividly, the associated feelings occur in the present moment (even if the event we are dreaming about occurs in the future). So as an influencer we need to become skilled at helping people future-pace the status quo. In other words, we need to get them associated with what will happen in the future if the proposed action is not taken.

My financial planner, George, applied these techniques with me. Although I was funding my financial plan better than the average person (which I know is not saying much), I was uncertain if it was enough.

George showed me a projection that illustrated the probability of me running out of money before age 90. I didn’t like the answer. I became associated with the pain of how awful it would be if I outlived my savings – what would my wife and I do? I immediately increased my monthly funding level.

Influencers are skilled at helping people get associated with the pain of the status quo. Look at the pain-pleasure dynamics of what you are selling. Is there too much immediate pain and not enough future pleasure? How can you help your client’s make better decisions by bringing the future pain of the status quo into the present moment?

We’ll cover specific techniques on how to do this in future newsletters.

In the next issue, we’ll explore the fourth principle of influence.

________________________________

If you enjoyed Dave’s article, please take a moment to leave a comment here for him or send him an email.

-T-