advocamp: keith ferrazzi

/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