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Welcome to the 3 rd Quarter Retreat

Welcome to the 3 rd Quarter Retreat. (For some of you, this is your LAST Retreat in your current program ). What I Expect From You. Be fully present Play full out Avoid the IAKT Syndrome Listen & absorb (be in receive mode) Extend respect to all members Maintain confidentiality

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Welcome to the 3 rd Quarter Retreat

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  1. Welcome to the 3rd Quarter Retreat (For some of you, this is your LAST Retreat in your current program )

  2. What I Expect From You • Be fully present • Play full out • Avoid the IAKT Syndrome • Listen & absorb (be in receive mode) • Extend respect to all members • Maintain confidentiality • Take 100% ownership • BREATHE

  3. What You Can Expect From Me • Fully present • In the moment coaching • Holding you accountable • Stretching you and your results • Fully transparent • Holding the space for your shift

  4. Retreat Focus • Second Quarter Review • The Next 90 days • Your Marketing Calendar • Your Big Idea • Your Goals • Systems Development • Operations Manual • Business Building Training • Prospecting • Discovering the cost of the problem & Overcome Objections

  5. Welcome, New Clients

  6. Introductions • Name • Business (1 sentence) • What You’re Expecting Over the Next 2 Days • What You Need Most NOW

  7. Celebrate Your Incredible Factor

  8. New Client Count Up

  9. Results of the 15 Day Challenge

  10. And The Winners Are… • 4th Place Janis Harlow • 3rd Place Attiyah Blair • 2nd Place Meryl Hooker • 1st Place • Nancy Greene

  11. Insights & Next Steps to Take

  12. Live Meeting Objectives How are you going to make sure you get what you came here for?

  13. Kolbe… Deciphering Your Entrepreneurial DNA

  14. When You Embrace Your Strengths • More Efficient • More Inspired • More Fulfilled • More Clarity & Focus • More Energized

  15. Your Mind…3 Parts • Cognitive • Affective • Conative

  16. Cognitive • The experiential you… • IQ • Education • Knowledge • Experience • Job History • “I can…”

  17. Affective • The Emotional You • Values • Attitudes • Desires • Motivations • Preferences • “I want/prefer…”

  18. Conative • The Doing You… • Instincts • Drive • Natural Talent • Necessity • Mental Energy • “I will…”

  19. Why Kolbe A? • Valid & Reliable • Proven to be distinct from cognitive and affective measures • Not biased by race, gender, age • No need to take again (unless in transition) • Meets America Psychological Association Standards • Success correlation is over 80%

  20. Why Kolbe A? • Different from IQ or personality tests, Kolbe gives clues about your natural advantages • Describes how people operate • Measures your Conative Strengths in 4 action modes • Not good or bad, it just is….

  21. 4 Key Action Modes • Fact Finder: Gathers and shares information • Follow Thru: arranges and designs information • Quick Start: deals with risk and uncertainty • Implementor: handles space and tangibles

  22. Kolbe Ranges 1-3: Prevent Problems 4 – 6: Accommodate 7 – 10: initiate Solutions

  23. 12 Kolbe Strengths Everyone has a Strength in each mode. Team strength is Driven by diversity across multiple modes

  24. You might be a Fact Finder If… Time Zone: Past Communicate: Written Word Store Info: Priority Favorite Words: Traditional, Practical Realistic

  25. You Might Be a Follow Thru If… Time Zone: Past, Present and Future Communicate: Charts and Graphs Store Info: Alphabetically Favorite Words: Efficient, Systematic, Context

  26. You Might Be a Quick Start If… Time Zone: Future Communicate: Spoken Word Store Info: By Color Favorite Words: Spontaneous, Bottom-Line, Flexible, Visionary

  27. You might Be an ImplementorIf… Time Zone: Present Communicate: Props, Models, Demonstrations Store info: By Quality Favorite Words: Tangible, Hands-on, Endure

  28. Kolbe “Conflict Zone” • Difference of 3: Conflict Possible • Difference of 5+ Conflict Very Likely

  29. Kolbe Order of Dominance Fact Finder Quick Start Follow Thru Implementor

  30. Kolbe Challenges • Adaptive Cognitive and Affective skills can move your Kolbe A Index results 1-2 places for a short time • Watch for dissonance or transition • Procrastination • Low energy • Frustration • Illness

  31. Strengths Finder • Top 5 Strengths (out of 34) • Excellent report with strategies and tips to work more fully in your strengths • Use as a fine tuner and differentiator

  32. Fascinate • How the world sees you

  33. Do. The. Work. (there are no secrets to success)

  34. 2nd Quarter Review Did you achieve your… New Client goal? Sales Goal (Product Sales)? Revenue goal? Strategic Partner goal? Operations goal?

  35. Why or Why not? What is your adjustment plan THIS quarter to avoid this from happening again?

  36. What excuses did you make last week, month, quarter?

  37. Best Demonstrated Practices

  38. Are you ready for 3Q14? Where are you now, where do you want to be by September 30, 2014?

  39. What’s your 3Q14 Income goal? Write your 3Q14 check

  40. Your 3 Month Projection • What’s it going to take to cash that check? • Does your current pipeline support your goal? • Do your current offerings support your goal? • What do you need to change? • What do you need to do to be able to cash that check by September 30, 2014?

  41. Your KPIs • Current Clients • New Clients • New Discovery Sessions • Held Discovery Sessions • New Speaking Gigs Booked • New Sales (Revenue) • Prospect List and Calls Made

  42. Small Business Success Pyramid Public Relations & Media Promotional Videos Advanced Branding Sponsorship & Exhibitorship Advertising & Direct Mail Social Media Insights Marketing & Book Blogging & Video Blogging Advanced Marketing Materials Until You Achieve $100, 000, Complete ONLY Activities BELOW this line Direct Email & Phone Prospecting Speaking & Strategic Networking Basic Branding/ Marketing Materials Referrals From Your Network (Exchange & Blitz) Personal Network Prospecting Discovery Sessions To build your thought leadership platform and boost your revenue focus on activities that will grow your business. Above the line activities are great but you don’t have time to focus on them until you are making more money. Period.

  43. I learned….I discovered….I was surprised…It warmed my heart that….

  44. Prospecting to Get Clients

  45. Why Prospecting? • The Good • Allows you to target a specific type of client • Faster, Direct approach • Low cost • Greater control of your target market • The Bad • Higher rejection, lower conversion • Relies on sales skills

  46. Before You Prospect • Be clear on your differentiators • Make sure you are Google-able • Add value through contribution • Articles, blogs, white papers • Do your homework • Identify commonalities • Set up Google alerts for noteworthy events

  47. How to Prospect? • Build a powerful prospect list • Referrals • Network • Speaking • Google Niche Searches • People who visit your website • Purchase a list (www.data.com) • Online directories • Associations • Magazines – Fast Company, Best Places to Work

  48. Do your research and due diligence (makes for better leads) • Look for news worthy events • Mergers • Promotions • Upcoming campaigns • New product offerings • Determine best time of day to call for your list • Be prepared to nurture • 8 to 12 touches BEFORE the meeting

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