by Doug Gray | May 7, 2013 | Business, change, Financial Professionals, Managers, money, Sales, strengths
Since 1997, I have been delivering value to clients. That fact means that I market and sell my services every day. In everything I do and say…
Years ago I coached a new franchisee in the Sandler Sales Program, called President’s Club. Pat needed to distinguish between high pay and low pay activities, because he is distractible. (Like most small business owners.) I helped him increase his business over 300% in 6 months. He had to do so. I strongly recommend the President’s Club content. And I strongly recommend re-visiting the President’s Club content, which is what I did yesterday.
High Pay marketing activities are those that will likely lead to relationships and higher value sales.
- direct meetings with qualified prospects
- direct meetings with referred or pre-qualified prospects
- invited speaking in your area of expertise
- cause marketing in your area of expertise
- networking with buying agents
- invited writing as a credible expert
Low Pay marketing activities are those that will likely lead to transactions and lower value sales.
- email marketing
- direct mail marketing
- interruptive advertising
- paper and digital advertising
Last week I met a local marketing expert, Shelly, who provided a circular model of marketing services she could offer her clients. Imagine spinning the Wheel of Fortune with as many colorful options. I appreciated her ideas, but felt dizzy.
Last week I also met a financial advisor who had been a member of MDRT, the Million Dollar Round Table, for 11 years straight. He was exhausted. His marketing system required that he deliver seminars to local retirees who needed to invest in his estate planning solutions. He wanted to know if there was something else he could do that would yield similar high results, but be easier. I said, “No. Nothing is simpler. Thank God.”
He give me a strange look, and asked, “What do you mean?”
I explained, “If you want great compensation, then you need to provide high value. The laws of marketing require that. When we give great value, then and only then we receive great value. You know that better than most, who dream of being at the MDRT level. What you need is a regular kick in the ass.”
He agreed and hired me to coach him.
You can too. Call me at 704.895.6479 now.
So, are you engaged in high pay or low pay marketing?
by Doug Gray | May 6, 2013 | book review, Business, change, Personal Development, strengths, Success
You may know that John Maxwell has written several best sellers, including “Developing the Leader Within You” and “The 21 Irrefutable Laws of Leadership.” At one time he managed two leadership training companies- one in the business world, and one in the christian world. IMHO, no one bridges these worlds better than John Maxwell. He has been called the leadership guru of the century.
He defines “leadership” as influence, nothing more or less.
I have trained teams and individuals using the 5 levels of leadership content: 1. position based upon rights, 2. permission based on relationships, 3. production based on results, 4. people development based upon reproduction, 5. personhood based upon respect
Here are some of his gems:
1. You can’t export what you don’t have. Specifically, you can’t be a “leadership consultancy” unless you have proven expertise leading others.
2. My greatest leadership challenge is not leading others, my greatest leadership challenge is leading my self. Nothing is harder. And nothing is more important.
3. Examples prove concepts. When I use an illustration it “brings the cookies to the lower shelf” so that everyone has access to the cookies. See the point?
4. Leaders are readers. There are so many great ideas that others have explored. We need to sift through those books and blogs and determine what we need, so that we can serve others.
What are some of your favorite gems from John Maxwell, or others?
by Doug Gray | Apr 28, 2013 | Business, change, Employment, energy industry, money, Personal Development, Resources, strengths
In February, 2012, we surveyed 24 energy industry leaders in the Charlotte, NC region.
Here are their responses to the question: What are the most significant challenges facing your company in the next 12 months?
What do you think of this data?
1. To see the complete survey results from the 2012 Energy Leadership Project, reply here.
2. To be included in the 2013 Energy Leadership Project, click here.
3. For comments or questions, call Doug at 704.895.6479.
by Doug Gray | Apr 28, 2013 | Business, change, Employment, energy industry, Resources, strengths
In February, 2012, 24 energy industry leaders responded to a short survey.
Here are their responses to item #3: What are the top 3 competencies of the top leaders at your company?
What do you think of these responses?
1. For the complete 21012 Energy Leadership Survey results, reply here
2. To be included in the 2013 Energy Leadership Survey, click here.
by Doug Gray | Apr 23, 2013 | Business, change, Employment, Leadership, Managers, money, Sales, strengths
Hello Ric,
So nice to see you yesterday. (I’m excited about the volunteer work we are doing for …)
Yesterday we talked about the possibility of providing assessments for senior leaders at Company ABC.
We have never discussed your need for multi-method, multi rater assessments that have tremendous predictive validity. This methodology is much better than any assessments I have found, in 30+ years of assessment work. If interested, I encourage you to forward the attached information to your colleagues for review.
How much would you be willing to invest in information that predicted your senior leadership talent and bench strength and succession needs? I would like to meet with you or your colleagues who might need such predictive assessments.
I have partnered with Adam Ortiz, at Executive Development Consulting, to do this work for other clients. We would love to provide these assessments for Company ABC, at any location.
Your benefits include:
- Scalable, duplicatable model with external objective assessors
- We have the capacity to deploy immediately, with teams of assessors already working throughout the world
- Doug and Adam bring expertise with a career of assessments, plus leadership coaching expertise throughout the world.
- This multi-method, multi rater assessment process can be replicated throughout any division at your firm, and the reliability and validity is extraordinary.
- Cost effective assessments that provides objective data, with tremendous predictive validity, that have extraordinary value to you and your colleagues as you make strategic decisions about senior leaders.
If you have any interest in discussing any coaching or assessment work, please let me know.
I am confident that we can provide tremendous value to your firm.
Respectfully, Doug Gray, PCC
704.895.6479 office, 704.995.6647 cell
https://actionlearnin.wpengine.com/
by Doug Gray | Apr 22, 2013 | change, Employment, money, Personal Development, strengths, Success
Recently I watched a Netflix video on the Dalai Lama…
And he stated that poor people smile more often.
If the reincarnated Buddha, a fountain of wisdom and mystery for hundreds of thousands of people, were to hit me with a hammer, then perhaps I should listen. Is that true? Do poor people smile more often? He certainly made me think…
The Dalai Lama explained that westerners, and wealthy people in particular, do not smile as often.
With higher net worth comes fear of protection. He called it “excessive greed.” Hmmm….
Is that true?
So I did a quick “Thought Experiment.” Just like years ago in graduate school. I imagined two isolated control groups and tested this thesis.
Group 1: A recent gathering of parents and independent school students. Dressed to kill for Prom. At a private backyard. With a photographer. Spectacular flowers and layers of gardens. Private waterfall. Limos waiting outside. Dozens of spectacularly dressed young people. Casually dressed parents. Gnoshing on appetizers, wine, beer, cake pops on a stick. Casual conversations. Smile factor among the higher net worth crowd: 4 out of 10.
Group 2: A recent gathering of college students at an independent coffee shop. Gatherings of 1-3 people. Macbooks and ear buds. Light music. Sunlight cascading through the hexagonal shaped room. Windows retrieved from some ancient church. Plants overflowing from colorful ceramic pots. Ripped jeans and tatoos. Black grunge tee shirts sitting next to red flannel shirts. Occasional outbursts of laughter. Smile factor among the lower net worth crowd: 6 out of town.
These results are inconclusive.
What do you think?
Do poor people smile more often?
Call me with your story and examples… at 704.895.6479
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