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Clicking: Ingredients for Engagement

Clicking: Ingredients for Engagement. Clicking. = Connecting = Engaging = Trusting. Coach. SALES RETENTION. Superior Engagement. Hire. Five Skills. Five Talents. Five Talents. High Self Monitors Fluid personality Modulate emotional expression Quickly incorporate norms

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Clicking: Ingredients for Engagement

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  1. Clicking:Ingredients for Engagement

  2. Clicking = Connecting = Engaging = Trusting

  3. Coach SALES RETENTION Superior Engagement Hire Five Skills Five Talents

  4. Five Talents • High Self Monitors • Fluid personality • Modulate emotional expression • Quickly incorporate norms • Manage others’ perceptions • Act as network hubs Five Talents

  5. High Self Monitors fit in anywhere! • Connect easily and thrive on it • Become the centers of networks • Engage deeply • Build visibility ten times faster

  6. Neuro Linguistic Programming

  7. Five Skills • Vulnerability • Proximity • Resonance • Similarity • Safe Place Five Skills Five Talents

  8. Vulnerability • Revealing who you are how you feel, what you think, from the get go. • Help the other trust you because you put yourself at risk • Hostage negotiator

  9. Need to know as a communication standard is up here. Five Levels of Communication • Niceties: Nice to see you. Have a good day. • Factual: I live in Boston • Evaluative: I like your idea • Gut Level: I was sad when you were absent. • Peak: When you critiqued me, I was terrified that I was a failure. More And More And More Vulnerable

  10. More disclosure; more marital satisfaction. • More sexual disclosure; more sexual satisfaction

  11. See page 56 in Clicking for Youngme Moon’s experiment with vulnerability. She is the author of DIFFERENT.

  12. Proximity • West Point Cadets • Who becomes best friends with whom? • 90% predicted by? • First letter in last name • Sat alphabetically in every class. • PASSIVE CONTACT BUILDS RELATIONSHIPS

  13. Proximity • Florida Gators • Tried hard to win NCAA basketball championship • 1987 through 2005 and failed • The Oh Fours-Their start year 2004 • Random housing assignment • NCAA champs 2005 • NBA contract offers • They stayed • NCAA champs 2006

  14. Proximity • Next year the Oh Fours all went pro • Gators lost in NCAA • None of the Oh Fours achieved in the NBA at the same level.

  15. People are exponentially more likely to form a relationship with people who live and work close by.

  16. How Does This Apply To: • Your management team? • Your Sales Staff? • Your members?

  17. Presence • Undivided attention • Mutuality-focus on meeting you where you are • NOT giving advice • Not solving a problem • Aware of your emotions and not hiding them • Involved: sharing and asking

  18. Similarity • Clicking happens when people share similarities. • The type of similarity is irrelevant. • ‘Hating onion’ is a powerful as hating ‘Obama’ • If some requests a donation and have the same name as you do, donations DOUBLE!

  19. Safe Place Shared adversity -Outward Bound -Biggest looser challenge -My team vs. your team Reduces emotional barriers Bonds

  20. Safe Place A Framed Community -Kibbutz -REX Roundtable: Helping Hands -Hog Rider -Mary Kaye Part of Something Larger Than Oneself Clear ‘In’ and ‘Out’

  21. Actions for You • Hire high self monitors. • Use the Self Monitoring Scale • Keep a hiring batting average • Debrief and learn and get better at this. • Commit to your business being a SAFE PLACE • Use the REX safe place commitments.

  22. Actions for You • Model Proximity • Read the Hidden Dimension by Edward Hall • Creating a touching culture at your club • Deepen Vulnerability • Model it, take personal, risks with staff • Use the Jo Hari Window in staff training

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