5 - death by cliche - richman.ppt€¦ · tactics strategy: where do you want to “play” so to...

Death By Cliché and Other Business Buzzwords

You Cant Build Your Business Based On What You Read On A Bumper Sticker

They Say…

WORK

SMARTER

NOT

HARDER

I Say…

WORK

SMART

and

HARD

But…They Say…

If you love what you do, you’ll never

work a day in your life.

Ask Them…

If you love what you do, you’ll never

work a day in your life.

I Say…

WORK

SMART

and

HARD

Mental or physical activity as a means of earning income.

I Say…

WORK

SMART

and

HARD

SmartDo What Works

They Say…

If you want something done right,

do it yourself

Smart

Do What Works

I Say…

WORK

SMART

and

HARD

Smart

Do What Works

Leverage Your Resources

Be Open To Change

Quickly Implement Creative

New Ideas (Early Adapter)

Continue To Learn

I Say…

WORK

SMART

and

HARD

Hard

Don’t Like That Word

Smart

Dedicated (24/7/365)

Have You Read…

I Say…

WORK

SMART

and

HARD

Hard

Don’t Like That Word

Smart

Dedicated (24/7/365)

Passionate

Invested

They Say…

Don’t Sweat the small Stuff… It’s all small

stuff

I Say…

I want to compete against

someone that Doesn’t Sweat

the small Stuff

They Say…

The devil is in the details

I Say…

success is in the details

If You Are All Things To All

People…

Depth Beats Width (Products

and People)

Identify Resources for Width

Best Way To Learn

2 Newsletters (Last Year)

Robchrisman.com

Don’t Like To Read?

Knowledgecoop.com

They Say…

There is no “I” IN

team

I Say…

There is no team without

“m”“e”

ME and suCCCCess

Confidence

They Say…

Fake it ‘til you make

it

ME and suCCCCess

Confidence

Amy Says…

Fake it ‘til you

become it

ME and suCCCCess

Confidence

Amy Says…

http://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are

I Say…

There is no team without

“m”“e”

ME and suCCCCess

Confidence

Competitive

I Say…ME and

suCCCCess

Confidence

Competitive

Comfortable Kills Competitiveness

What’s your why?*

*http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action

I Say…

There is no team without

“m”“e”

ME and suCCCCess

Confidence

Competitive

Committed

Curious

They Say…Einstein Says…

The definition of insanity is doing the same thing over and over and expecting a

different result

They Also Say…

If at first you don’t succeed, try, try again

Dory Says…

Just keep swimming.

Just keep swimming.

Kenny Says…

Know when to hold ‘em.

Know when to fold ‘em.

Who Is Right?What’s Working?

Keep Doing It

What Isn’t?

Stop Doing It

What’s Next?

Start Doing It

You Need a Plan

They Say…

Failing to plan is planning to fail

A goal without a plan is just a wish

They Also Say…

YOLO

Live everyday like it is your last

Mike Says…

Everyone has a plan ‘till they get punched in

the mouth

I Say…

Have a plan, but don’t be

married to it

Strategies

Goals

Measurements

Tactics

Strategy: Where do you want to “play” so to speak? You want to grow your Referral Business? Add more Affinity Partners? Maybe find a way to gain a larger share with that single/renter population? These are all strategies you can use to grow your business.

Goals: In a way, you set the goal when you envisioned your desired customer mix. You decided that you want to increase your Referral Base to 20%...that becomes your goal statement. You could also base a goal around one of your weaknesses.

Measurements: If a goal can’t be measured in some way, it’s really hard to keep it on track and make adjustments. For each strategy/goal combination, you will need to figure out a measurement. Depending on how much work you need to do on each strategy/tactic, the measurements may be incremental, up to the goal vision you had.

Tactics: These are the specific plans you will put into place to achieve your goal

Strategies

Goals

Measurements

Tactics

Social MediaCharitable Marketing Campaign

Improve Realtor RelationshipsStrategies

Goals

Measurements

Tactics

“Social MediaStrategies

Goals

Measurements

Tactics

1. Establish a Facebook page, a LinkedIn page and a blog2. Search for existing customers on the sites3. Set up page appropriately4. Create a post to help friends save money

1. Measure # of social media applicants2. Measure # of closed loans from social media3. Number of friends on Facebook

Get 50 new inquiries through social mediaClose 10 new loans acquired through social mediaCreate a database of at least 100 potential customersMaintain contact with database using social media

They Say…

Knowledge is power

communication is king

I Say…

Knowledge is power

Power is derived from what You do

with your knowledge

There’s An App For That

45

46

I Say…

Communication is king

Good communication is

essential

What Is The Purpose Of Communication?

You Them

Message

Goals

+

You

Climb The Ladder To Crazytown

See / Hear Something

Tell Yourself a Story

Feel

Act

Them

Them Median Age All Buyers 45 (+1)Median Age FTB 32 (0)

All Buyers FTB18 - 24 2% (0) 5% (0)25 - 34 26% (0) 55% (-1)35 - 44 21% (-1) 23% (+2)45 - 54 16% (-1) 8% (-2)55 - 64 18% (+2)65 - 74 13% (0)Over 74 4% (0)

You Them

Message

Meme To Remember

CautionCheck with Your Legal Counsel Before UsingMultiple Concerns Including, But Not Limited To:

Improper / Unauthorized EndorsementCopyrightFalse AdvertisingAnd More

You Them

Message

Goals

Successful Teams

• 5 Impactful Work

• 4 Meaning of Work

• 3 Structure and Clarity

• 2 Dependability

• 1 Psychological Safety

https://rework.withgoogle.com/blog/five‐keys‐to‐a‐successful‐google‐team/

InterpretationThem

Message

Goals

You

+

Interpret

https://www.radicalcandor.com/

Care Personally

Challenge Directly

Manipulative Insincerity

Ruinous Empathy

Obnoxious Aggression

Radical Candor

http://firstround.com/review/radical-candor-the-surprising-secret-to-being-a-good-boss/

They Say…

Follow the golden rule

I Say…

There are 5 precious

rules

Do Unto Others…As You Would Have Them Do Unto You

Golden Rule

I Say…

There are 5 precious

rules

Do Unto Others…As They Wish To Be Done Unto

Platinum Rule

I Say…

There are 5 precious

rules

Do For Others…For That Will Do For You

Diamond Rule

I Say…

There are 5 precious

rules

Do Unto Yourself…As You Do Unto Others

Silver Rule

I Say…

There are 5 precious

rules

Do

Water Rule

Contact Info• Steve Richman

• steve.richman@genworth.com

• 919 870-2519

• Please Join Me –

• LinkedIn: www.linkedin.com/in/steverichman

• Facebook: www.facebook.com/ThatMIGuyfacebook.com/thatMIguy

Legal Disclaimer• Genworth Mortgage Insurance is happy to provide you with these training

materials. While we strive for accuracy, we also know that any discussion of laws and their application to particular facts is subject to individual interpretation, change, and other uncertainties. Our training is not intended as legal advice, and is not a substitute for advice of counsel. You should always check with your own legal advisors for interpretations of legal and compliance principles applicable to your business.

• GENWORTH EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES, EXPRESS OR IMPLIED, INCLUDING WITHOUT LIMITATION WARRANTIES OF MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE, WITH RESPECT TO THESE MATERIALS AND THE RELATED TRAINING. IN NO EVENT SHALL GENWORTH BE LIABLE FOR ANY DIRECT, INDIRECT, INCIDENTAL, PUNITIVE, OR CONSEQUENTIAL DAMAGES OF ANY KIND WHATSOEVER WITH RESPECT TO THE TRAINING AND THE MATERIALS. facebook.com/that

MIguy