Engagement

Future Cities Accelerator at the Unreasonable Institute

We are deeply committed to the formation of talent, leadership and ‘sales skills’ in the social sector. One of the ways we think about giving back and impacting the sector comes in the form of our partnership with The Unreasonable Institute.

We’re really proud of the team at the UI. They now provide accelerator and support programs to Social Entrepreneurs in over 30 countries!!! Since the institute’s inception, we’ve provided pro-bono mentorship and coaching to these entrepreneurs.

We think of Unreasonable Institute as a platform that finds, attracts and supports the most promising Social Entrepreneurs on the planet – they are GREAT at this.

For our part, we benefit from proximity and relationship with entrepreneurs all over the world – working on some of the most complex problems ranging from clean water, to climate change, to housing, to health (access). In terms of impact, we view this as a huge leverage point. We get to be with these entrepreneurs as they BEGIN their journey (toward scale).    

 

The Future Cities Accelerator:

Kerry and I are preparing to leading a two-day Boot Camp around Storytelling and Sales at the Future Cities Accelerator. This is a new Unreasonable Institute concept developed in partnership with The Rockefeller Foundation to find, support, and scale ten game-changing ventures supporting poor and vulnerable populations in the US.

As we prepare to spend time with these entrepreneurs, here are some key refrains we will share:

  • We become what we think about.

    In addition to the global power of this insight, we caution social entrepreneurs from getting too caught up in messaging ‘earned-income revenue’ or ‘biz model’. These are HUGELY important, but entrepreneurs can get distracted as they make their way through awards circles, fellowships, and conferences. They seem to be sucked into a world that debates the how at expense of story about the why and the what.


    Eyes on the prize. And the prize is the impact.
  • There are no rules.  

    (Assuming ethical and legal baseline, but beyond that, there are no rules.)  Everything we share in terms of our frameworks are simply constructs that we’ve made up (and tested A LOT). Don’t ever think there is some magic fundraising (or entrepreneurship) secret that you don’t know. There isn’t.
  • We are taught to present, not to engage.  

    Simply ask yourself before every pitch, or sale,  
    “What would ENGAGEMENT look like in this situation?”

    Use more visuals. Be simple. Ask questions. (Despite the fact that every entrepreneur is going to have you make a pitch deck – outside of silicon valley, boulder and wall street – nobody uses a pitch deck.)
  • Think Big. Build Simple. Act Now.

    We don’t believe that ‘Changing the World’ has to be cliché. ‘Changing the World’ is the epitome of THINK BIG! And it’s only cliché if you can’t follow-up with how you’re going to do it – SIMPLY and IMMEDIATELY.

Entrepreneurs will complete the boot camp next week after which our team will provide coaching and support for nine months. I hope to be able to share some great stories about innovation and promise for impacting our most vulnerable populations.

 

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The Elevator Pitch is Dead

“What’s your elevator pitch?”

The lore of the elevator pitch comes from the early days of Hollywood when one would hope to trap an executive in an elevator and ‘pitch.’ The Elevator Pitch is an enduring shorthand that represents the simplest description of what you do.

You need brevity and simplicity… but simplicity alone is not your goal! Your goal is to get the other person to say, “I get it!” or “I want to learn more!”

The Elevator Pitch is dead. What we aim for is Elevator Engagement.

We achieve our goal more effectively and efficiently if we focus on the two-way (engagement) and not the one-way (pitch). Instead of spewing for 20-60 seconds (even if succinct), think about one great question you can ask the other person to get them ENGAGED in a conversation.

At our boot camps we do an exercise to illustrate that you can actually communicate WAYYYY more in 60 seconds by simply asking one or two questions than you can by talking (however concise you may be). It works because:

  • In asking a question, you start with the other person’s construct (or gestalt!).
  • We become fully engaged when we are talking. So, the simple act of getting the other person to talk changes the level of engagement. (This is Dale Carnegie 101!)
  • If you start with a question, you immediately learn what is pertinent and non-pertinent. You can use a short amount of time on relevant information.
  • Finally, we can position our work in their words. LISTENING is one of the most powerful selling skills in the world.

Earlier this year we were helping an organization make a neuroscience pitch to a foundation. The executive director was asked to appear before the foundation board and ‘make a pitch’. We had to reprogram her default, one-way pitch, to instead starting with a question to the panel of eight. She simply asked, “Has anyone ever had experience with a stroke, or a family member that’s had a stroke?” The board chair raised his hand and then spent two minutes talking about the importance of neuroscience research. Others jumped in. They were engaged — fully.

The executive director was able to simply build on the conversation. Though she had eight slides prepared, she found she only needed to use three of them (in response to the conversation). The board said it was one of the best pitches they had ever received – that’s because she didn’t pitch; she engaged.

She was awarded the grant!

Nota bene: There are many circles (usually tied to funding communities, e.g., silicon valley and nyc / financial) where a ‘pitch-deck’ is standard affair. Don’t let the ‘pitch deck’ put you in ‘pitch mode.’ As in the neuroscience story, you should focus on engagement. And, of course, we’re partial to the one-page pitch deck!

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The Real Estate Questions You Need To Answer – At Altitude

In designing, managing and leading hundreds of ‘building campaigns’, these are questions we ask – at altitude:

30,000’ WHY?
VISION

  • Are we in the Re-Construction Biz or the Impact Biz?
  • What is the Purpose(s) of the ‘Space(s)’?
  • How does it relate to our Vision?
  • Have we dealt with the ‘Footprint’ & ‘Bubbles’ before Wall Coverings & FFE?
  • Do our Financial Goals match our Constituent’s Capacity?
  • Is this about ‘Ownership’ or ‘Control’?
  • How do we Share this Story (of Impact) vs. ‘Sell Recognition/Naming Rights?’
  • Have we explored Partnerships?  Multi-Use Facilities?  24/7?

14,000’ WHAT?
STRATEGY

  • Have we engaged all stakeholder groups to validate that we have the best solutions/plan?
  • Are there other cheaper and/or more creative real estate solutions to achieve our goal? If so, can we address why we’re not pursuing?
  • Have we looked at all Creative Financing Opportunities?
    • Debt/Mortgage?
    • Bonds?
    • Lease?
  • Are we telling the architects and planners what we want and need, what we can afford, how it fits… or are they telling us?
    • Cost per sq. ft. needs to fit our situation
    • Entire Project/Cost must enable our Case for Support

3’ HOW?
EXECUTION

  • Can this be divided into phases? (Both Building & Funding)
  • Can we take 3 to 5 Year Commitments? Do we need Bridge Financing or a Construction Loan?
  • Have we made Everything A Project? (within the Big Initiative)
  • Are there Projects (In-Kind Opportunities) to Maximize Gifts?

In sharing this, I also want to encourage leaders and readers to engage with us EARLY in the formative stages of a building project or strategy. By asking the right questions up front you can save time and money – but it’s not just about that – It’s about identifying the right solution and needs to help you with your impact!

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Predisposition Happens Before, During and After the Visit

We are professionals – We do not make COLD CALLS!

Instead, we PREDISPOSE the prospect or potential investor before, during and after the visit. We predispose them to our phone call to set up the visit … we predispose to the visit/presentation itself … and yes, we even predispose to the follow-up!

Predisposition

The word PREDISPOSE means to make someone inclined, in advance, to a specific action or attitude. You need to be predisposing potential investors:

  • To expect your contact,
  • To look forward to visiting with you about your amazing organization,
  • About your goals for the visit and how much time you need,
  • About when to expect your follow up and what you will be communicating in your follow up.

Reminder: Predisposition is not the same as cultivation and the ball is always in your court!

 

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Unless Someone Hears, There Is No Communication

 

“It is the recipient who communicates.  Unless there is someone who hears, there is no communication.  There is only noise.” – Peter Drucker
Such a powerful insight that it doesn’t need any color commentary from me. 

Pairs well with:

“The single biggest problem in communication is the illusion that it has taken place.” –  George Bernard Shaw
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Engagement Has a 12-hour Half-Life

I’m constantly trying to get people to think about what it means TO ENGAGE! I think we’re taught how to present, but we’re not always taught how to engage.

I define engagement as a dynamic within a relationship that holds attention, heightens interest and motivates action.

Think about a movie or a performance you’ve attended where you were engaged and left with that feeling of being present and excited. Think about how that engagement consumed your mind! Now think about how you felt the next day.

I believe engagement has a 12-hour half-life. That is, if we could measure engagement in some way, it seems to dissipate by half every 12 hours.

This means that within 24 hours of your visit the prospect has an engagement level at 25% of what it was after your visit.

THINK ABOUT THE IMPLICATIONS!

As salespeople, we need to be making engaging presentations and asks. And, more importantly, we need to pounce on timely follow-up. It’s better to follow-up immediately, even if it’s 60% of your best effort, than it is to wait three days. At three or more days you’re just working to recapture engagement.

(Read more on the 24-Hour Follow Up Rule here.)

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On Practice and Excellence

 

We strive to be ‘Best in the World’ at the ASK.  We are constantly training and improving as a team in this area.  Here are some quotes/thoughts on the importance of practice and excellence.

I think they are relevant to anybody who strives to be world class in their own domain.  

“Excellence is a habit.” – Aristotle

Tom Brady has returned to his coach, Tom Martinez, 4 times per year for the past 17 years for a tune up!

Immediately following her 2015 U.S. Open second round win, Serena Willams went to the practice courts for 90 minutes!

“The enemies of practice are pride and fear and self-satisfaction.”   – Practice Perfect

“It’s a funny thing.  The more I practice, the luckier I get.”  – Arnold Palmer

“If I skip practice for one day, I notice.  If I skip practice for two days, my wife notices.  If I skip for three days, the world notices.”  – Vladimir Horowitz, Virtuoso Pianist

Note:  Two fantastic reads on this include Practice Perfect and The Talent Code.

 

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Elevator Pitch vs. Elevator Engagement

“What’s your Elevator Pitch?”

The Elevator Pitch may be one of the most powerful framing devices ever. By common definition, the Elevator Pitch means being prepared to cram as much about ourselves/our organization as we can in between floors one and three.

But, did you know that the world’s first elevator pitch involved Elisha Otis climbing on top of one of the first elevators and taking an axe to the cable, showing that the brakes would work?

When you think of it this way, it becomes much more an Elevator ENGAGEMENT than an Elevator PITCH.

If you have 60 seconds with someone on an elevator, to pitch yourself, your impact or organization, presumably the goal is to get the other person to say, “Hey, this sounds interesting. Let’s keep talking.” If that’s the goal then we should be asking ourselves, “What’s the best way to engage in a short time frame?”

You engage more in a short time frame by asking questions than you can by talking. Instead of spewing for 20-60 seconds, even if succinct, think about one great question you can ask of the other person to get them ENGAGED in a conversation.

I’m not throwing out the concept, but I do want to draw your attention to the difference between a one-way communication and a two-way communication. Focus on the two-way (engagement) and not the one-way (pitch.) Think about the difference between SAYING and ENGAGING.

When you’re with a prospect on a visit, by phone, leading a tour or on an elevator, are you SAYING or ENGAGING?

Read more about Power Questions here.

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Just Ask. Just Ask. Just Ask.

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Just Ask. Just Ask. Just Ask.

 

This napkin has just two words. Please note that it does not say:

Ask…

…when timing is perfect.

…when you know exactly what to ask for.

…after you’ve visited with the prospect nine times.

…when you’re entire board is on board.

…when those butterflies in your stomach are finally gone.

…when you have the perfect message.

…when you have the perfect materials.

It says, Just Ask!

Timing will never be perfect.

The only way you’ll know what to ask for is by asking (and getting a response).

Cultivation is for people who can’t communicate. You are in the business of saving, changing, and impacting lives; if you’re with someone who wants to do just that, you can ask on the first visit.

I still feel like I want to puke before a big ask.

The only way to truly test a message is to ask.

You don’t need perfect materials – You need a tool to help you engage in a conversation.

Just Ask is all about action.

It’s permission to move. Nothing happens until you ask!

Until you ask, (one-on-one) the message is not personal.Until you ask, people don’t know how they can help.

Until you ask, the prospect doesn’t guide you through what else is needed (from the you, from the org or from the plan) to make a commitment.

Until you ask, a prospect can’t say YES!

Just Ask!
Always Ask.
This is 90% of everything you need to know about raising money.
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Take Massive Action

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

A ‘Campaign’ is all about ACTION. The literal translation or definition of a ‘Campaign’ probably has its provenance with Napoleon and War. As any great general or military leader will tell you, success in war is about MASSIVE ACTION – NOW.

We’ve watched hundreds and hundreds of organizations screw around for years trying to figure out what to do, when to do it, where to hold the kickoff, etc. There are great organizations out there who, right now, are still debating the “impact of the economy and the recession,” or “somebody else has kicked off a campaign in our community” or “our donors are tired and maybe we should wait” and on and on. UGH!

CHALLENGE FOR THE DAY: What are the 3 ‘MASSIVE ACTIONS’ that you could take RIGHT NOW that would cause an EXPLOSIVE EXPONENTIAL JUMP or a QUANTUM LEAP for your organization?

WRITE THEM DOWN.

Then, GO DO ‘EM.

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DO THE WORK

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

 

Steven PrePressfieldQuotessfield is one of my absolute favorite authors and thinkers. He’s written some fabulous historical fiction Tides of War and Gates of Fire, plus The Legend of Bagger Vance. My first copy of WAR OF ART is so full of notes, I can barely read his words!

DO THE WORK written in his usual powerful voice – challenges us to overcome RESISTANCE.

Please trust me on this: ‘DTW’ is required reading for entrepreneurial start-ups, ‘artists’, sales professionals and FOR IMPACT leaders.

Takes 30 minutes to read… but have notebook handy for nuggets/gems like these:

    1. To ‘ROCK & ROLL’, act on these 3 mantras:
      • Stay Primitive. Instinctual. Gut. Go for it.
      • Trust the Soup. Forget ‘control’. Put faith in the source, your muse, yourself.
      • Swing for the Seats. In For Impact Vocab: THINK BIG!
    2. ‘START AT END’. If you don’t know the ‘end‘… it’s hard to ‘start‘. Get your goals down and execute!
    3. START BEFORE YOU ARE READY. Great line! Stop researching, planning, thinking, worrying -JUST START!
    4. And, DON’T THINK. ACT! Overcome Resistance. Don’t procrastinate. Do it now.

DO THE WORK. START BEFORE YOU’RE READY. OVERCOME RESISTANCE.
WRAP IT. SHIP IT. DELIVER IT.

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Learn By Going

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

Julia Cameron, one of my favorite writers/authors/thinkers, shares a terrific quote from poet Theodore Roethke that fits perfectly into our focus on ENGAGEMENT!

“I LEARN by going where I have to GO.” – Theodore Roethke

I believe it has meaning for us as INDIVIDUALS and as SALESPEOPLE.

You learn by going where you have to go – If you want to learn to sell, you need to get face-to-face with more people. If you want to learn to make an ask, then you’ve got to do just that – ASK. If you want to learn to surf or ski or box, then you must practice surfing, skiing, boxing.

Robin Williams told Matt Damon in Good Will Hunting that he had never “done” anything – He only read books. He hadn’t “smelled the paint in the Sistine Chapel, etc.”

I’m sure you get the point.

If we “learn by going” then we need to execute on our plan to VISIT with QUALIFIED PROSPECTS. As much as possible.

P.S. If Roethke is a little existential for you, listen to Brian Tracy, one of the world’s best sales trainers, writers and thinkers, when he summarizes all of sales training into this ‘SIMPLE’ challenge:

“Spend MORE TIME with BETTER PROSPECTS.”

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The Perfect Predisposition

What is the absolute PERFECT PREDISPOSITION???

It’s bringing the Qualified Prospect or potential/current investor TO YOU!!!

Short. Sweet. Powerful. An idea that you can use immediately to significantly increase the level of investment from your top prospects. This idea is particularly relevant if you are in a ‘CAMPAIGN’ or trying to involve/engage your top prospects at the leadership gift level.

I’ll say it again: The absolute best PREDISPOSITION is to bring your BEST PROSPECTS to WHERE YOU DELIVER YOUR SERVICE!!!

This seems so natural and ‘commonsensical’. (That could be a new word.) Yet, to so many people we train and work with, this is a big revelation.

Don’t tell me you can’t get people to come and visit you. I didn’t say it was easy. I said it will significantly increase the magnitude of the commitment!

If they’re really and truly a great PROSPECT, then they need to SEE and FEEL and TOUCH what you do – the ‘HOME COURT ADVANTAGE’ is very powerful! (At Colleges and Universities we call this GTC: GET TO CAMPUS!)

Bringing your prospects/potential investors TO YOU – where you can control the environment, the flow, the tour/agenda – is one hundred times better than their office or home, and 1,000 times better than a restaurant.

IF “A PICTURE is worth a THOUSAND WORDS.”

THEN “A LIVE MEMORABLE EXPERIENCE is worth a MILLION words.”

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Know Your Goal!

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

“PRODUCTIVITY is the act of bringing a company (organization or person) closer to its GOAL. Every ACTION that brings a company (organization or person) closer to its GOAL is PRODUCTIVE. Every ACTION that does NOT bring a company (organization or person) closer to its GOAL is not PRODUCTIVE.

What I’m telling you is…

PRODUCTIVITY IS MEANINGLESS UNLESS YOU KNOW YOUR GOAL.”

Eliyahu Goldratt is an Israeli physicist who has been described by Fortune magazine as a “guru to industry” and by Business Week as a “genius.

He wrote a self-published, underground best seller entitled The Goal (North River Press, 1984, Revised 1986 and 1992).

This may be one of the best ‘business books’ I’ve ever read. It’s not dense, text-heavy business gobbley gook with charts, tables and Venn diagrams.

It’s actually written as a fiction story. Jonah (the consultant) uses the Socratic method of asking questions of Alex (the manager) to completely turn around a faltering business/ manufacturing plant.

THE GOAL, on one hand, is complex, with terms like: throughput, bottleneck, the theory of constraints and the cloud theory.

At the same time, it is incredibly SIMPLE: KNOW YOUR GOAL!

IF PRODUCTIVITY is a function of understanding your GOAL… being able to define SUCCESS… being able to MEASURE your progress…

Then, THE CHALLENGE is to:

  • DEFINE SUCCESS.
  • SET SPECIFIC GOALS.
  • CREATE MEASUREMENTS.
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Nix the Cultivation Event and GO AT THE GOAL

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

We often see ‘Fundraising Plans’ that call for X number of Cultivation Events a year.

The coaching on this one is always the same: Nix the Cultivation Event and GO AT THE GOAL.

  • The best way to build and maximize relationships is 1:1. (See 1x 10x 50x.)
  • When you do an event, your ‘network’ is going to expend a ton of energy getting people to the event – I would rather expend that collective energy on getting 1:1 intros.
  • You do the event and you’re still going to have to work to get the follow-up – which is the goal! SO, just go to the goal.

(See ‘No More Events’ and ‘No More Cultivation’.)

Nixing the event and focusing on getting more visits is a simpler, more productive approach. It may feel challenging to work through the ‘but-what-about-objections.’ So, here’s a few ideas:

  • You need a good message and story for the visit. Absent of this people hear (and what creates our reluctance) is “Can I come and ask you for money?” If instead people heard (and we believed), “We’re having an amazing impact and need more people like you to know about it!” (Read more The Story for the Visit here.)
  • The first visit doesn’t need to be an ambush for money. Quite the opposite – the goal should be to ENGAGE. To LISTEN. And then to overwhelm the other person with the IMPACT so that he or she says, “This is incredible, how can I help?”

This shift in thinking save hundreds of hours, thousands and thousands in fundraising costs and countless lives (because we will generate much more INCOME for our IMPACT).

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Set Your Goals for Engagement!

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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The Presentation Framework

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL.

The are three key components to a great presentation: Engagement, Discovery and Authenticity.

1. ENGAGEMENT

Our goal on the visit is to get people ENGAGED – in a dialogue – about them, about you, and about the opportunity you both have to save, change, and impact lives.

2. DISCOVERY

Asking questions is the best way to do DISCOVERY. It is the best way to create ENGAGEMENT and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!

Here are 3 quick tips on how to be a great listener:

  • Focus. Actually sit up, and engage with your eyes and ears as you focus on exactly what the prospect is saying.
  • Get people to tell their story. This is even better than you sharing the story about impact. Let them tell you why they find meaning in your impact or organization. Nothing you say can trump their ‘WHY.’
  • Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.

    *It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.

For even more, read the article 8 More Steps to Positive Listening Skills!

Then… ASK… LISTEN… ASK… LISTEN.


3. AUTHENTICITY

We like to tell our Boot Camp attendees, “If you’re authentic, you can’t screw it (the visit, the conversation, the ask) up!”

AUTHENTICITY means being REAL. HONEST. CANDID. SINCERE!

The people you’re with know right away whether you’re ‘selling snake oil’ or SINCERELY PRESENTING AN OPPORTUNITY that has VALUE to both the GIVER and the RECEIVER!

I read 30 years ago (in Denis Waitley’s Seeds of Greatness) that the word SINCERE means “without wax” (in Latin, sine = without, cera = wax.) Ancient sculptors would ‘fix’ any flaws or mistakes that they made in the marble by filling in the mistake with wax.

You can only be you. So go without the wax!

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On Altitude: For Visits and Presentations

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL.

Here is a deeper explanation of the power of ALTITUDE in designing a presentation or on a visit:

  • Get ‘buy-in’ at the highest level. As you make the Case for Support, the prospect or potential investor needs to understand and acknowledge their acceptance of the VISION and PRIORITIES. Sometimes this is a “You had me at hello” moment. Other times, it may take the entire first visit to get them to understand and agree that this is an important CAUSE and CASE. Regardless, it doesn’t make any sense to talk about PRIORITIES or the PLAN or HOW THEY CAN HELP if they don’t ‘get it’ at the highest level!
  • No Dissent on Descent. There should be no ‘dissent’ on the descent! Think of this as the opposite of getting the ‘bends’. If a diver ascends too quickly, they get a case of the bends. It’s painful and many times life-threatening. During a presentation, the prospect can get the ‘reverse-bends’ if you descend too rapidly, “Hello. Thanks for seeing me. Here’s our campaign. Can you give $100,000?”
  • Always go (back) up. When in doubt ALWAYS GO BACK UP TO 30,000’! The Vision, The Message, The Purpose.
  • ‘Permission to Proceed.’ We have actually incorporated this specific terminology into every presentation. “It seems like you’re fully engaged with both our Mission and our Message. Would it be okay (permission to proceed) to go deeper and talk about our Strategic Priorities and our Plan to make all this happen?”
  • Altitude is not always top-down or hierarchical. You can ‘enter’ at any level. You can focus on any level. You can travel up and down and even side to side when you’re using an Engagement Tool.

 

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The Power of Engagement Tools

Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

THE WHY

IF you’re out making VISITS and PRESENTING THE OPPORTUNITY (which all of you
should be) – you need a SIMPLE, POWERFUL, ENGAGING PRESENTATION TOOL!!!

I can almost guarantee you don’t have one now because an Engagement Tool is not a PowerPoint, Campaign Brochure, 3-Ring Binder, or stuff from “National’s Marketing Department.”

An Engagement Tool is used to Present the Opportunity ‘shoulder-to-shoulder’.

As Tim Allen of Tool Time fame says, “The RIGHT TOOL for the RIGHT JOB.”

GREAT PRESENTATION TOOLS can:

Create a terrific FRAMEWORK for the FLOW of the VISIT,

GRAB PEOPLE’S ATTENTION,

FACILITATE important DIALOGUE,

Create ENGAGEMENT and INTERACTION,

COMMUNICATE STATS & STORIES, LOGIC & MAGIC, and much more!

THE WHAT

We organize our PRESENTATION TOOLS around “these 3 things”:

A NAPKIN

A FLOW SHEET

An ALTITUDE MAP

You can download an EXAMPLE of each one of these here.

THE HOW

Download / view the For Impact engagement tool.

See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

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What is an Engagement Tool?

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL. 

Most organizations and sales teams don’t have ENGAGEMENT tools. They have brochures, binders, or pitch decks. What are you using to DRIVE engagement on a visit?

Is is simple? Visual? Does it SUPPORT the conversation or constrict the conversation?

In a later video we will show you ways to use an engagement tool.

Download / view the For Impact engagement tool.
See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

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The Only Presentation Tool You Need

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10
weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Simplify your message so that it fits on a napkin.

It’s not easy. However, I believe that your ability to engage someone with your why, what and how is proportional to how clearly and cleanly you can communicate your message.

This is a really big deal!

When sitting down with someone new they should ‘get it’ in a matter of seconds. Too often we overwhelm people with power points, three-ring binders and slick brochures. I’ve made many ‘million dollar calls’ using ONLY a napkin. I believe it is the BEST and ONLY presentation tool you need.

At the thousands of training and speaking engagements I’ve done, I can spend three straight hours talking, listening, and responding to our Controlling Insight, on a napkin:

Every day, every training, every coaching just reinforces the power of this insight.

*Since I’ve presented this 1,000 times, give or take, and still get ‘juiced’ at the simplicity of this message – doesn’t hurt for you to see it again (and again, and forever, again.)

Just for kicks, see if you can identify these industry changing businesses from the napkins below. Or email with your own napkin – We’re happy to respond, add thoughts, etc.

 

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8 Common Messaging Challenges

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10
weeks, we are going to use each action step as a week long theme to help you get it done!


This week’s theme is SIMPLIFY YOUR MESSAGE.

Some quick reminders and primers coming into this post:

  • Message is what is HEARD, not necessarily what you SAY. (Read: What’s in a Message?)
  • A potential funder needs to be engaged around the message at three levels – the WHY, the WHERE (money goes) and the HOW (can help – supported by a funding rationale). Read our Altitude Framework PDF for a comprehensive look at this.

Here are eight common messaging challenges we see:

  • The message (engagement) starts at the wrong altitude. Engagement begins at 30,000’ – about changing, saving and impacting lives. A quick assessment of the way most ED’s are talking about the organization and you see that it’s so programmatic (think: 14,000’). We do a lot of coaching to get people up to the 30,000’-changing-the-world-level.
  • No simplicity. Not able to state 30,000’ on a napkin. Not able to communicate three priorities. Not able to articulate a simple funding rationale.

    Special note: One way to simplify your message is through the use of visuals!

  • No engagement. Several times each month I look at an organization’s message and say, “That’s actually pretty damn good! I’ll bet you’re just not ENGAGING anyone with the message.” What I mean is, you don’t need to wordsmith or reframe anything. Instead, you have a message problem in that no one is actually HEARING and INTERNALIZING the message. This could be because we’re not out visiting with or it could be because we’re out talking and not LISTENING. Listening allows us to frame our message in a way that makes sense to the other person.
  • No funding rationale. No math or no story to support ‘the ask’. This is identifiable when we have a funding goal only and we’re either saying, “Can you give?” or we’re just picking a number out of the air. See my earlier post on 9 Types of Funding Pitches.
  • No WOW. Only commentary here is that most organizations DO have a WOW factor. They often don’t see it because they focus on what’s not perfect.
  • Story is not awesome. By this I mean your 30,000’ narrative is not representing your transcendent purpose, your BHAG, your audacity.
  • Framing is about the INCOME. Not the IMPACT. A common 14,000’ example. Whereas we should be communicating how ALL of our funding supports specific projects, priorities and programs we say something like, “We need funds for staff salaries… admin… overhead.” YUCK. You frame everything around your excel spreadsheet and not the PURPOSE or INTENT of the expenditure. Again: Yuck. Another example is the message that’s all about the business plan. WHY do you exist and WHAT do you hope to achieve with said business plan (around the IMPACT).
  • All CAUSE, no CASE. (Or, All PROBLEM, No SOLUTION.) This refers to a message that is heavy on selling me on the problem. So much so that I never really engage with the CASE – either because it’s not there, or because you’ve lost my attention. Note: Hitting all three altitude levels actually makes a simple and complete CASE FOR SUPPORT.
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Use the Rule of 3 to Simplify Your Priorities at 14,000’

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Our most used frameworks is the Altitude Framework – Used to order thinking, communications, and storylines; to develop Engagement Tools; and, to think through the Flow of a Visit.

This framework is used for everything from visits to strategy sessions to dealing with objections. However, it’s best use is COMMUNICATION and SIMPLIFICATION of your message.

14,000’ is the view and perspective from the ‘top of the mountain.’ (In the Rockies, they’re called ‘fourteeners.’) At this altitude, the air is thinner and the raptors soar. If 30,000’ is about vision, 14,000’ is about focus. A place to talk about Business Models and Strategy, but most importantly, a place to finding clarity around Priorities.

One of our favorite devices for simplifying your message at 14,000’ is The Rule of 3.

The Rule of 3 is a magical rule for SIMPLICITY.

As human beings, we’re wired to understand, internalize, and remember threes. Politicians know this, as does the media. Neuroscience tells us that the brain actually finds harmony in threes.

One is lonely (no choice.)

Two creates an either/or conflict. (Sophie’s Choice, anyone?)

Not only is Three just right (thank you, Goldilocks) but anything more than three is too complex!

Barry Schwartz’s The Paradox of Choice: Why More is Less tells us stories of engagement DECREASING proportionate to MORE choice.

Look around:

Three-Act Plays. The first act sets up the story, the second act creates conflict, and the third act is the resolution.

The Holy Trinity.

Pyramids. An ancient symbol for strength.

Think BIG! Build SIMPLE! Act NOW! (Can you feel the cadence?!?!)

Today. Tomorrow. Forever.

You can use the Rule of 3 to communicate your biggest Priorities at 14,000’. For example, if you have 7 programs, you need to package those into 3 priorities, such as:

People, Programs, Places
Research, Education, Service
Meals, Homes, Health & Wellness Programs
Read-Aloud Programs, Family Literacy, Teen Intervention

Action: Take the time to write out everything you do on one or two sheets of paper. Then use the attached trigger list to simplify your programs and funding needs into 3 Priorities.

And next time you’re with a prospect you can say, “Over the next 1,000 days we’re focused on these 3 Priorities, which one are you most interested in?”

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Start the New Year on a “HIGH”

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Our most used frameworks is the Altitude Framework – Used to order thinking, communications, and storylines; to develop Engagement Tools; and, to think through the Flow of a Visit.

This framework is used for everything from visits to strategy sessions to dealing with objections. However, it’s best use is COMMUNICATION and SIMPLIFICATION of your message.

30,000′ is an airplane’s cruising altitude – plenty of blue sky, a great view, etc. At 30,000′, our brain even seems to work better!

At this altitude, it’s all about your vision, your aspirations, your raison d’etre. It’s a place to think and talk about your mission, your meaning, your values.

At 30,000’ leaders and visionaries have the ability to see the horizon. Obviously, you can’t do that from 3’. At 30,000’ you can see the curve of the earth, the rising and setting of the sun. The perspective at 30,000’ is unmatched. This is where you can think about making a “dent in the universe” and communicate how you are CHANGING THE WORLD!

Use this framing device to think and answer some questions at 30,000’:

  • Why do you what you do – To what end?
  • What is your raison d’etre (or reason for existence?)
  • What are you best in the world at?
  • What would you do with $1M or $10M (or X times your current operating budget?)
  • What makes you unique or how are you collaborating to solve a big social problem?
  • What gets you really fired up in the morning? (About your impact!)

Use the answers to these questions to develop your Message at 30,000’ – Your big picture purpose statement, the meaning of your work – Something we call the Blue Box Message.

“The Blue Box”:

  • Represents the starting point for everything
  • Frames a conversation at the highest level
  • Is simple (not full of fancy prose)
  • Is articulated clearly, concisely and compellingly

Here are some examples of great Blue Box Messages:

Changing the lives of the visually impaired worldwide.

Transforming the aging experience.

To provide the finest liberal arts education in the country.

Breaking the circle of poverty by changing the system.

Transforming Columbus: Inspiring the entrepreneurs of the future.

Strong Healthy Kids, Strong Healthy Families, Strong Healthy Communities.

We provide the opportunity for disadvantaged women and children to transform their lives.

We want safe water for EVERYONE FOREVER.

To make reading matter and change the story for low-income students and families in San Diego County.

Redefine Interprofessional Education. Redefine Healthcare Delivery. For Better Patient Health Outcomes.

Join us tomorrow for more on Simplifying your Message.

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10 Action Steps to Help You Engage in 2016

*Warning: It’s pretty easy to run down this list and blow off a number of these with a “We’ve already got this/done this” attitude. I encourage you to take a look at the resources we’ve provided below and create an Action Plan for 2016.

Here are 10 Action Steps, to help you ENGAGE:

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Set Your Goals for Engagement!

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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“Bankers Don’t Have Any Imagination, None At All”

In September of 1953, Walt Disney was sending his brother Roy to meet with bankers in New York. Roy was going to be seeking financing for a new concept: Disneyland. At the time, Disney had cartoons but no theme parks, which is hard to imagine in the present day.

As the story is told, Walt called in an imagineer named Herb Ryman and said, “You know bankers don’t have any imagination, none at all. You have to show them what you’re going to do.” He then asked Herb to help him create a mock-up of Disneyland on a large storyboard. It was a splendid painting that even included black light paint so that you could see what Disneyland would look like at night.

This story comes from Walt Disney Imagineering: A Behind-the-Dreams Look at Making the Magic Real. The book includes pictures of the storyboard.

 

 

Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

Always look for ways to SHOW what you’re going to do. Use Engagement Tools. Banker or not, there is a big difference between talking your way through something and showing your way through something. A Engagement Tool worked for Walt and Roy Disney and it will work for you.

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No More Meetings

LOSERS MEET. WINNERS DO.”

That’s James Carville’s typically blunt, hit you between the eyes, challenge.

He goes on to say that, “Absent a major peace negotiation, complicated merger or complex legal settlement, there’s no reason on earth to have a meeting last more 30 MINUTES.”

After 40+ years in the ‘business world’, I never want to attend another meeting in my life. I believe this is also true of every other meeting attendee (excluding the meeting planner or boss who is holding the meeting.)

I wish I had a magic alternative. I’d love to see more ‘GATHERINGS’ of the right people at the right time on the right subject – to brainstorm or reevaluate or correct the course. (Imagine what life would be like without ‘meetings’, but where you ‘GATHERED’ together in a fun, productive session with real results.)

Read Pixar’s Braintrust for another great option.

A meeting, by the way, is not a place to INFORM! If you want to share information, write it down and get it out in a one-pager. If you’re going to ‘gather’ for actionable results, then people need to be engaged and involved in the session – not listening to one person ramble with no purpose.

I’d also love to see more opportunities for CELEBRATIONS of accomplishments and success (rather than just ‘talking’ about what we’re going to do).

P.S. If you really, really want a PRODUCTIVE session, either STAND or go for a WALK!

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Learn by Going

Julia Cameron, one of my favorite writers/authors/thinkers, shares a terrific quote from poet Theodore Roethke that fits perfectly into our focus on ENGAGEMENT!

“I LEARN by going where I have to GO.” – Theodore Roethke

“Where you have to GO” is on VISITS with QUALIFIED PROSPECTS.

P.S. If Roethke is a little existential for you, listen to Brian Tracy, one of the world’s best sales trainers, writers and thinkers, when he summarizes all of sales training into this ‘SIMPLE’ challenge:

“Spend MORE TIME with BETTER PROSPECTS.”

In Suddes-speak: ENGAGE!

*Julia’s THE ARTIST’S WAY is one of my favorite books and favorite gifts – Pick it up if you haven’t read!

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Engage. Then Plan.

We’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap.

Lesson: Engage. Then Plan.

Andy Groves said it. You need to LIVE it! It seems counterintuitive because obviously you need a very simple Funding Plan. But, you also need to ENGAGE. TAKE ACTION. GO VISIT.

Your ‘PLAN’ will get better and better as you’re actually out DOING IT!

“Every PLAN looks great until the first contact with the enemy.” Sun Tzu

“Every fighter has a PLAN … until he gets hit.” Leon Spinks

“We have a STRATEGIC PLAN. It’s called ‘DOING THINGS’.” Herb Kelleher

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Video Nugget: Using Altitude to Develop your Presentation

Previous video in this sequence:
Using Altitude for Engagement, Organizational Development and Communication

In this video we cover using Altitude to develop your Presentation:

  • Lay out a Vision at 30,000’
  • Focus on clear Priorities over the next 1,000 Days
  • Answer “How you can help” with a Funding Plan

Check back tomorrow for more on developing your Funding Rationale.

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How to use an Engagement Tool

In this video I share three quick tips around how to use an Engagement Tool.
(Download the sample Engagement Tool PDF.)

I suspect we will film many more videos around this topic. I could offer 50 examples / tips.

In this video we cover three things:

  • The engagement tool is not the presentation.

    It’s a tool. It’s not meant to be used (necessarily) in a linear and ‘unabridged’ monologue / delivery.

    In order to illustrate how little we ACTUALLY need to support a conversation we use a placemat drill in some of our trainings. Try walking through your story and an ask using a blank piece of paper or a placemat. Draw on it as you communicate. When you finish, you will be surprised to see that you made your complete presentation using only 5-6 words, a terrible picture and a lot of scribbles.

  • No prose paragraphs!

    Only prompts or framing devices are placed on the tool, as well as figures or words that CREATE engagement.

  • Use the whitespace, listen and write to create engagement.

    The best message in the world begins in the prospect’s head. Use THEIR words (when you can). This isn’t a sales device, it’s a relationship and communication device!

    Note: stay away from dark back grounds or gloss on the paper. Go with white space so you can write!

  • See also: What is an Engagement Tool?

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What is an Engagement Tool?

Most organizations and sales teams don’t have ENGAGEMENT tools. They have brochures, binders, or pitch decks. What are you using to DRIVE engagement on a visit?

Is is simple? Visual? Does it SUPPORT the conversation or constrict the conversation?

In a later video we will show you ways to use an engagement tool.

Download / view the For Impact engagement tool.
See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

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Don’t Skip the Open!

Brian Tracy, one of the best sales trainers in the world, says that 50% of salespeople don’t ask for the sale. Jack Canfield, of mega-phenom Chicken Soup fame puts the number at 60%.

As the old (and only?) song by the Monkees goes, “I’m a believer” when it comes to the importance of closing. (More on that tomorrow.)

With that said, I am convinced that the OPEN, not the CLOSE, makes the SALE.

If sales is defined as the forging of a human connection, then skipping the open means skipping the human connection!

In our For Impact Presentation Flow, the open is comprised of three elements:

You.

If you don’t tell/own your story, this is the story that will be told for you:

I’m Nick. As you can see from my title, I’m a major gifts officer and so I’m coming to talk to you about money.

Instead, talk about: Who are you? How did you get here? What makes you passionate about this work?

An open also puts you in the driver’s seat for managing the flow of dialogue:

I’m looking forward to our conversation, would it be okay if I share a little about myself to start?

This works whether you are brand new or the founder of the organization – the prospect just needs to know you as a human being.

Them.

Knowing as much as you can about your prospect is great preparation for a visit. But you need to hear the prospect talk about themselves, in their own words:

I can google you (and did) but it would be even better to hear you tell your story.

P.S. When a person’s eyes glaze over, it’s because there is no engagement. Getting them talking early and often will set a tone for dialogue and engagement (vs. monologue/boredom, followed by a ‘pitch.’)

Us.

No matter the order you do these, this is simply the time to talk about what or who brought you together:

I’m so happy that (Board Member/Champion) made this introduction. As I said in my note, I’m really excited to share our story/vision and talk to you about how you can help us make it happen.

or

I know that (Board Member/Champion) thought it was important for us to meet. Could you tell me what you already know about our organization (or our impact)?

In summary:

Do an OPEN!

It’s a VISIT, not an appointment. Talk about yourself and ask about the prospect. Then you can move to the purpose of the visit.

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Start Creating Memorable Experiences

STOP SPECIAL EVENTS.

ALERT: SPECIAL EVENTS ARE NOT ‘SPECIAL!’

And, they’re not ‘EVENTS!’ They rarely generate income anywhere close to the corresponding staff and volunteer effort and time. If you really think anyone in your organization wants to work for ‘EVENTS-R-US’ or do one more ‘GOLF OUTING’, ‘STAR BAZAAR’ or BINGO, you need to get out of your office (and out of your dream world!) and talk to your stakeholders!

P.S. Not only do your volunteers and staff hate these Non-Special Events, so do all of the ‘INVITEES’ … who clearly don’t want to go to another ‘un-memorable, time-away-from their-family’ auction, gala, ‘fundraiser’!!!

START CREATING MEMORABLE EXPERIENCES!

MAKE EVERYTHING YOU DO A MEMORABLE EXPERIENCE!

They’re more IMPACTFUL. More FUN. More PRODUCTIVE. A ‘MEMORABLE EXPERIENCE’ is about your Vision, your Message, your Impact. It’s not about raising money, selling tables, golf holes or silent bids. Every ‘MEMORABLE EXPERIENCE’ is an incredible PREDISPOSITION OPPORTUNITY to create the perfect FOLLOW-UP. (Something that never happens after a Non-Special Event.)

Nota Bene: If you don’t know the ‘difference’ between a ‘Special Event’ and a ‘MEMORABLE EXPERIENCE’ , think about the difference between a one-ring, carnival CIRCUS with two clowns, an elephant, some monkeys and an old lion … and CIRQUE DU SOLEIL!!! Enough said.

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Engage, Mav, Engage!

In our world, (just so there is no confusion):

ENGAGE means VISIT.
SHOULDER TO SHOULDER.
OUT OF YOUR OFFICE.
With your BEST INVESTORS,
RELATIONSHIPS
and PROSPECTS.

 
Andy Grove, of Intel fame, has a 3 word battle cry that changes everything,

“ENGAGE. THEN PLAN.”

Newton’s Law states,

“A body in motion tends to stay in motion.
A body at rest tends to stay at rest.”

I’m no physics major, but I get this: ENGAGE means GET IN MOTION!!!

You can hide under your desk because of the economy, fear, call reluctance, whatever.

OR, you can buy into our IMPACT DRIVES INCOME insight and epiphany:

More VISITS (with Best Prospects) means…
More PRESENTATIONS (to Share the Story/Present the Opportunity) means…
More MONEY (to Fund the Vision) means…
More INCOME means…
Much more IMPACT.

Go Forth and ENGAGE!

Read more in our For Impact Guidebook: On Engagement

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The Altitude Framework

The For Impact ALTITUDE FRAMEWORK is one of our most referenced and utilized tools (by our team, our coaches and our clients) – TO RAISE THE LEVEL OF THEIR GAME!

We use Altitude to order thinking, communications, and storylines. We use it to develop Engagement Tools. And, we use it to think through the Flow of a Visit.

The Altitude Framework works great for Presentations, Agendas, Meetings, Speaking, Strategic Plans and Action Plans.

It’s also a great Framework to respond to questions. “At what altitude is the best or most appropriate response?” And, it’s a powerful coaching model. “Let’s talk about this issue at this particular altitude.”

We have color coded our Altitude Framework (Blue, Red, Green) to lay out our content, our guides and our books. And, it allows us to talk shorthand and reach decisions ten times faster than a normal process.

One of the reasons that this framing device has been so popular is its obvious simplicity. Everyone can understand the hierarchy of WHY, WHAT and HOW and they intuitively get the connection between VISION, STRATEGY and EXECUTION. Following are some ways to help you understand and apply ALTITUDE. (more…)

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2:1 Rule for Deliberate Dialogue

I was recently coaching a brilliant scientist. She is world-renowned for her research and was having no problem getting visits. I joined her on a visit.

Despite our plan, she spoke for 20 solid minutes before giving the prospect a chance to engage in some form of dialogue.

Everything she said was good. The only challenge is that it was shutting out the other person. We were – most certainly – skipping right past a host of connections.

On every visit, the prospects were wow’d but not maximized.

To change this, we started to focus on the practice of creating DELIBERATE DIALOGUE.

Deliberate dialogue is the act of intentionally
stopping to create dialogue.

For my scientist friend, we had to be even more specific. The coaching was this:

For every two minutes of ‘presenting’, you should STOP and ask a quick question.

We called this the 2:1 RULE using DELIBERATE DIALOGUE.

This is about INTENTIONALITY!!!

Some people do this very effectively:

I’ve been talking for a few minutes so I want to stop and then see if this is making sense.

Or simply: Does this make sense?

Or, you can set it up: I will talk for a few minutes and pause to see if we’re tracking.

It doesn’t have to be scripted. Most of the time the ‘talker’ just needs to stop long enough for the other person to jump in.

If you’re struggling to ENGAGE with someone else, or
If YOU end up doing all the talking,
be DELIBERATE in creating dialogue.

The benefits are numerous:

  • If you’ve lost them, then it’s not by much.
  • If there is an on-ramp for the other person, it lets him or her catch it.
  • You can listen when the other person is talking.
  • When we talk, we become fully engaged. (So let the other person talk.)
  • Feedback. Simple.

For the scientist, it was a game-changer.

Note: We’re in the midst of 33 days of our ‘best of’ For Impact Ideas on a Napkin. Check the blog daily for some great reminders.

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