advocamp: keith ferrazzi
TRANSCRIPT
/KeithFerrazzi @ferrazzi
NOT ASPEEC
H
START OF A DIALOG MOVING TOACTION
/KeithFerrazzi @ferrazzi 3
We have made behavioral transformation a science▪ 20 Years of Study
▪ Relational and Collaborative Focus
▪ Field Testing, Consulting, and Coaching with Hundreds of Fortune 1000 Clients
New Peoples Rules for In a Virtual World
Accelerating Inclusion for Diversity
University of Yoi: Self-Directed Learning
High-Return Practices for Onboarding
/KeithFerrazzi @ferrazzi 4
Know How:
Doing
70 20 10
TeachingCoaching
/KeithFerrazzi @ferrazzi 5
FOCUS ONHighest Return Behaviors:
Relational and Collaborative
X > Y > PX > Y > PX > Y > PX > Y > PX > Y > P
/KeithFerrazzi @ferrazzi 6
Before
After
/KeithFerrazzi @ferrazzi 7
The Rules of the Game
/KeithFerrazzi @ferrazzi 8
So here’s the million dollar question: DO YOU… Have a budget and a financial plan? Have a project plan? Have a task list? Have a diet plan?
WHERE IS YOUR PEOPLE PLAN?
Content
Conv
ersa
tions
Connections
Conv
erge
nce
CultivatingCreateCom
mun
ities
Colle
ctiv
e In
tellig
ence
Clarity
Com
mun
icatio
n Collaboration
/KeithFerrazzi @ferrazzi 9
ALWAYS ASK WHONot only WHAT, but WHO▪ Setting specific goals▪ Identifying who can help
Write down 1 professional goal and 3 people who can help you attain that goal. BE SPECIFIC
FOCUS
TA R G E TMiss
ion
/KeithFerrazzi @ferrazzi 10
D E F I N E
EXPAND YOUR CURRENCY:
Do your homework on one individual and how to help
Miss
ion
Universal
Professional
Personal DEFINE
GivingBack
IntellectualStimulatio
n
FinancialSuccess
DeepRelationships
PhysicalWellness
ProfessionalGrowth
SpiritualityDo Your Homework
/KeithFerrazzi @ferrazzi 11
ACCELERATE RELATIONSHIPS EVERY INTERACTION
Find a way to CARE
Miss
ion
▪ PREPARE – Research People▪ PROACTIVE – Mindsets▪ FOLLOW-UP - Generosity Accelerate
D E F I N E
/KeithFerrazzi @ferrazzi 12
A PROVEN METHODOLOGY Find Lifeline Relationships Broaden Goal-setting Strategy Learn to Fight Diagnose Limiting Habits Commit to Improvement Lean for Support Make it Stick
Not a “SELF-HELP” bookbut the first
“LET OTHERS HELP” book
/KeithFerrazzi @ferrazzi
WHO ARE YOUR LIFELINES ?
/KeithFerrazzi @ferrazzi 14
LEAD WITH GENEROSITY, INTIMACY, CANDOR AND ACCOUNTABILITY
Ping with gratitude and respect. Ask for COFFEE, LUNCH, a CALLMiss
ion
O U T R E A CH
/KeithFerrazzi @ferrazzi 15
“Never be afraid to ask, the worst anyone can ever say is NO.”
Pete Ferrazzi
/KeithFerrazzi @ferrazzi 16
Our Unique Value Proposition and Point of View
BEHAVIOR CHANGE IN SERVICE OF BUSINESS OUTCOMES
HIGHEST-RETURN PRACTICES
OPEN “POROSITY”
ROLE MODEL COMMUNITY
COACHING INTERVENTIONS
DISTINCT PRACTICES
BEHAVIORS
THIN SLICING BEHAVIORS INTO DISTINCT PRACTICES
CREATE OPENNESS TO CHANGING AND ADOPTING NEW BEHAVIORS AND PRACTICES
ENGAGE EARLY ROLE MODELS AS AN EARLY ORGANIZING MOVEMENT
USE COACHING, NOT TRAINING AND COMMUNICATIONS AS THE KEY CHANGE LEVER
CON
SEQ
UEN
CES
LOGI
C EASE
PASS
ION
BELO
NGIN
G
EMO
TIO
NAL
INTE
LLEC
TUAL
EXTERNAL INTERNAL
VIRTUAL
PEER COMMUNITY
SELF-DIRECTED
CUSTOMER
MANAGERIAL
EXPERT
TECHNOLOGY ENABLED
PRAC
TICE
S
CELE
BRAT
ION
CHANGE IS HARD…CULTURES DON’T CHANGE, PEOPLE DO…NON-TRADITIONAL APPROACHES
A L I G N M EN T
/KeithFerrazzi @ferrazzi 17
Belonging
Intellectual
Emotional
InternalExternal
Aligned Purpose Mission Driven
Your Stuff
Makes Sense
I Said So
/KeithFerrazzi @ferrazzi 18
Ignition Requires an Empathetic CHALLENGE
Don’t shame or judge where you are
Reveal a pink elephant and do so without angst
Be empathetic (human/vulnerable)
Use levity. Create some fun
Actually ASK if they agree to change
Focus on support of those who want to try to change
Offer as much choice as possible
/KeithFerrazzi @ferrazzi
Structural Professional
Personal
TRUST: 3 Dimensionsto Consider
/KeithFerrazzi @ferrazzi 20
Pre-Judge
Passion/Dream
Struggle/Habit
Accelerated PersonalRelationships
Tell Your Story
/KeithFerrazzi @ferrazzi 21
BOTTOM LINE:Your Network = Your Net Worth
$948IBM study found each contact in a person’s network was worth:
/KeithFerrazzi @ferrazzi 22
LIFELINE RELATIONSHIPS
Ambassadors MentorsMiss
ion
A Way of Life
A L I G N M EN T
/KeithFerrazzi @ferrazzi 23
BUILD YOUR PERSONAL BRAND▪ Define how to position yourself
in the market▪ Utilize social media to market
your brand
Send a LinkedIn Recommendation
Miss
ion
A L I G N M EN T
/KeithFerrazzi @ferrazzi 24
If you have any doubt at all…
The Data Is In
/KeithFerrazzi @ferrazzi 25
PEOPLE WITH BETTER SOCIAL CAPITAL▪ Better jobs more quickly▪ More likely to be promoted early▪ Larger bonuses▪ Higher performance evaluations
Employees with most extensive personal networks were 7% more productive (MIT, 2009)Source: Social Capital: The Key to Success for the 21st Century Organization, Valdis Krebs, orgnet.com
/KeithFerrazzi @ferrazzi 26
MANAGERS WITH BETTER SOCIAL CAPITAL▪ Teams reach goals more rapidly▪ Better project managers▪ Teams generate more creative solutions
#1 factor for high-performing business teams?
Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007)
DEEP SOCIAL BONDS
/KeithFerrazzi @ferrazzi 27
SALESPEOPLE WITH BETTER SOCIAL CAPITAL▪ Strongest predictor of sales success:▪ Relationship skills▪ Higher social capital
Top 1% income earners
Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007)
CLOSE DEALS FASTER
/KeithFerrazzi @ferrazzi 28
SYSTEMATICALLY MANAGE YOUR TARGETS▪ Prioritize A, B, and C▪ Focus attention where it counts▪Measure the relationship quality
Measure the relationship quality of each individual. -1, 0, 1, 2, 3 TA R G E TMiss
ion
/KeithFerrazzi @ferrazzi
Our Unique Value Proposition and Point of View
BEHAVIOR CHANGE IN SERVICE OF BUSINESS OUTCOMES
Igniting a Coaching Culture
POROSITY and COMMITMENT
HIGHEST- RETURN PRACTICES
ROLE MODEL COMMUNITY
COACHING INTERVENTIONS
THIN SLICING BEHAVIORS INTO DISTINCT PRACTICES
CHANGE IS HARD. CULTURES DON’T CHANGE, PEOPLE DO.…WITH NON-TRADITIONAL APPROACHES.
EXPERT
MANAGER
PEER-TO-PEER
COMMUNICATION
PRACTICES
CREATE OPENNESS TO ADOPTING NEW BEHAVIORS AND PRACTICES
ENGAGE ROLE MODELS AS AN EARLY ORGANIZING MOVEMENT
USE COACHING, NOT TRAINING AS THE KEY CHANGE LEVER
BEHAVIORS
PRACTICES
MANAGERS
ROLE MODELS
EXECUTIVES
COMMUNITY
BEST PRACTICE
/KeithFerrazzi @ferrazzi