oneamerica

1. This UBA WisdomWorkplace webinar program is brought to you by United Benefit Advisorsin conjunction with OneAmerica www.UBAbenefits.com www.oneamerica.com

3. Elite 1%

4. The Elite 1% (noun) e·lite one per·cent [ih-leetwuhn per-sent]  • (often used with a plural verb ) the choice or best of anything considered collectively, as of a group or class of persons. • (used with a plural verb ) the best of the best persons of the highest class: Only the elite were there. • a tip of the classical organizational bell curve, the pinnacle of an organizations performers. • An individual or group of persons that is so good, others begin to ask “why?” • Those typically ignored by management because there seems to be no reasonable explanation for their excellence. • Those who have a plan • Those who change the world

5. My Goal for You Today

7. 1 Rate Yourself ? ? YOU Average American

8. Warm up

9. What business are these Companies in?

10. Worlds Largest Advertising Agencies

11. What business are these folks in?

12. Largest Institutional Land Owners in the United States

13. What Unique business is this Company in?

14. Worlds Largest Camera Manufacturer

15. What business is this Company in?

16. Worlds Largest Training Companyi.e. 250 hours before you start…

17. What business are YOU in?

18. Transformation

19. But, it’s hard

20. What do these two have in common? Steve Jobs The Masters

21. If it looks Easy…It’s not.

24. A short lesson about 3 reasons people make the decisions they do…

25. PriceValueSpeed

26. What Do We know About Buyers Today? Price

27. The question is not “why” or “if” they buy a product based on price… The question is “who” buys a product based on price.

28. Corporate Buyers Pyramid Where they shop Why they shop there ROI / Time Custom “BRAND” JoS. A. Bank the Mall Brooks Brother’s Men’s Wearhouse Perception Target Wal-Mart Price

29. Value Value in today’s business to business market is NOTbased on the “value” of the product, but the “value” of Leadership and Understanding. The most “valuable” Leaders understand the answer to 3 critical questions…

30. Who is in charge of a meeting/presentation ? 2. Who is the most important person in the room ? 3. Who makes the final decision ?

31. The person who is being judged by the outcome of the decision.

32. Case Study: • You are presenting to a Committee that will determine if they hire you as their exclusive vendor / provider. • It is a large premier opportunity with $75m revenue • You are asked to bring a outside consultant to the meeting

33. Who is being judged? Everyone CEO Employee’s CFO Chief Engineer Project Manager Director of I.T. Case Manager ? You Outside Consultant Client, Peers, Family Other Vendors and Manager Manager, Client, Advisor Peers, Family, Etc

34. Therefore, Who is in charge of a meeting? Everyone is in charge because everyone is being judged by the outcome of the decision.

35. Real Life Case Study: • We were presenting to a Committee that would determine if they hired us. • It is a $450m deal with $100m in annual flow. • We had an elite team of 8 presenters and a12 person support staff with over 250 hours of prep time. • The prospect is a 20,000 Employee company with market leading brand • We have very favorable relations with the new CEO from a prior relationship.

36. Real Life Example: $450m Everyone CEO Employee’s CFO Chief Engineer Project Manager Director of I.T. Case Manager ? Our Team Outside Consultant Client, Peers, Family Vendor and Manager Advisor, Client, Peers, Etc

37. Speed The Speed to “Magnetize” an individual or a group to you and your cause, will be the #1 differentiator of the 21st century leadership professional

38. What Else Do We know About Buyers Today?A short science lesson about why people make the decisions they do…

39. Proving Your “Argument” or Critical Thinking 101 + Evidence Reasoning Facts Emotion = Conclusion Decision

40. Let’s crunch some numbers What percentage of decisions are made on Emotion?? What percentage of how you felt is remembered after a presentation? What percentage of decisions are justified by Facts?? How much of a presentation do you remember 10 minutes after it’s over? 15% 85% 100% 6%

41. Ask yourself what emotions you are trying to create: Not So Good •Fear Good •Loneliness • Love •Anxiety • Joy •Uncertainty • Peace •Lackof Respect • Patience •Envy • Kindness •Lost • Goodness •Hopelessness • Gentleness • Self Control

42. The Nuts and Bolts Price, Value and Speed

43. Price: Not “why” but “who” Value: Is in knowing who is in charge, and therefore who is being judged by the outcome of the decision. Speed: How fast can you “magnetize” them to you and your cause

45. My Three Promises Gratification Education Ease of business

46. My Three Beliefs I am here to “create” - not “compete.” My value is greater than my price. I always give “forward.”

47. Three Reasons They Say “Yes”... and it’s a Good Decision Personally Is it right for me _____________?  Professionally  Is it right for me ____________________?  in my Spirit  Is it right for me _____________________? 

48. The Perfect Plan 3 Beliefs 1. 2. 3. 3 Promises 1. 2. 3. “Create” don’t “compete.” Gratification My value is greater than my price. Education Always give “forward.” Ease of business    Personally Professionally In my Spirit

49. So, what is the “Unfair Advantage” of the world’s Elite 1%? They Serve

50. The Perfect Plan    3 Promises 1. 2. 3. Professionally In my conscience Personally 3 Beliefs 1. 2. 3. “Create” don’t “compete.” Gratification My value is greater than my price. Education Ease of business Always give “forward.”