Isolation is Good ThingHow to meet Anyone, Anytime, Anywhere

The Key to Building Successful Relationships and making Yourself Valuable to Others

10 Steps to Success

VIDEO- www.bit.ly/IsolationIsAGoodThing-01-19-2012

Stephen.Meade@BigBambooLLC.com

312-953-2208

Begin with the end in mind Think WIFU/WIFM Tornado Technique Deflect/Defer/Disclose Build referral currency Learn to call a referral Learn to make introductions Take meetings early and often Ask great questions Build an advisory board

Increase your value and net worth

Mission Impossible

MissionI.M.

POSSIBLE

Why Not itBe…..Me?

Can you stay FOCUSED?

What do you want to be? Public or Private Small Company, large Lots of Employees, small lightweight Travel or no Product, service, sales team Consumer or Business BE SPECIFIC!- Accurate and Articulate

My first go around I wanted a company for 1 Billion Dollars-

Why was that wrong? Company worth X- Stephen worth Y- Why so

LITTLE!

1. “Begin with the end in mind”

What is Financial Independence? Set Goal. What does that mean? What would you do? Set Personal number

THEN- Include others! What type of people to be around? Travel or not? Product, service, store, employees? Family Health for you- family- others

Create your list, write it down, and measure opportunities against it

Set 10 Year Visual Goal

2. “Think WIFU/WIFM”

What’s in it for you- then- What’s in it for me

Figure out how you add value What is important to the other party What to they like or dislike about current

situation What would they change or do different What is important to you Focus on win/win for both parties

3. “Tornado Technique”

The basis for everything: Realize mostpeople don’t care about what you do, or don’t understand it.1- What is the emotional value of what you do?

(what are your benefits, how do you help)2- What is the industry, genre, or type of customer?3- Names of companies you are trying to meet- Be

Specific! 4- Ask for the person who are you trying to get to-

be specific in terms of title. 5- Research and find the name of EXACTLY who

you want to meet.

Be Specific and don’t be shy!

“RONAStar”

We help really large companies, save a lot of money.

We work best in big industries like automotive, airlines, manufacturing, government and public schools.

Some of our clients are United Airlines, Teneco Automotive, and Chicago Public Schools.

Within those large companies we sell directly to the CFO.

Currently, we are trying to meet the CFO for the State of California, Los Angeles Public Schools, and Disney.

We’ve have an environmental focused company that helps consumers save water, plastic, power, and money.

We’ve created an employee engagement program where big companies buy the product from us and give it away to employees as a way to promote their environmental initiatives.

We’re dealing with companies from all industries like automotive, retail, hotels, etc.

Some companies were in discussion with are Starbucks, McDonalds, Shell, UPS, Dell, CGI (Clinton Global Initiative) and others.

Within those organizations, we deal with the Sustainability Director CSR (corporate social responsibility) or other Senior Executives.

Directly I’d like to meet Mike Duke, Vinod Khosla, Jeff Skull, Michael Eisner and people like that.

My WetRock

OrionNation- Shine Brighter

We have something that is anti-Facebook, anti-tmz platform, anti-youtube- think difference between Jerry Springer and Oprah

We provide a platform for celebrities to control their own content, image and message.

We deal with the companies such as CAA, Endeavor, Rogers and Cowan, PMK, etc.

Within there we are looking for the managers, publicist, and agents who oversee many celebrities.

We’d like to meet Jeff Skull, Ryan Seacrest, Scooter Braun, Ashton Kutcher, Jeff Zucker, Ron Burkle, or even someone in Digital at the Tribune Company.

“Tornado Technique”

For use on others What do you do? What is the biggest value

for your customers? What type of industry are you in? What are some companies you work with Who do you sell to or work within those

companies? Names, titles, individuals? What can I do to help? – Which 2 or 3

companies are on your wish list? What is your biggest challenge right now? Who are exactly you trying to get to or meet?

Learn to redirect questions back. Don’t answer first question of “what do

you do?” Find a generic response and redirect back

to the person. Be genuinely interested “Lead” the conversation by asking good

questions- not by talking Use the tornado technique in reverse Be Specific and Isolate

4. “Deflect, Defer and Disclose

Use the Reverse Tornado and DDD Make mental notes of potential

introductions- After asking needed questions

Say “wow, remind me to introduce you to person X from Y company, person A from B company, and C from D company.

This creates an implied referral system and psychological burden upon the other person- BEFORE you begin talking.

Used properly, you will end up with 3-4 names from every person

5. “Build Referral Currency”

6. “Learn to Call a Referral”

Basic Steps Hello, my name is ______ I was given your name and number by ______ Did I catch you at a good time?

NO PAUSE!

Yes- Great, here is specifically why I am calling Use tornado technique

No- Is there a better time I can follow up with you?

7. “Learn to Make an Introduction”

Know the value of each party

Here is ____ and he does___, for these companies and is looking for ______

And here is ..repeat..

Establish mutual value in introduction and provide starting point

Refer versus RECOMMEND- referral- just met, or may not know well. Recommend is an “endorsement”

8. “Take Meetings”

Take meetings early and often Ask for help in how you can get better, what

you need to work on, etc. Be humble Ask why things won’t work?

What question is almost “never” asked of someone in position of power? Ask what you can do to help- again

Isolate. Be specific

9. “Ask great questions”

What would it take to make this happen? Why won’t this idea work? What can I do to get better? What would it take to get started? Deflect/Defer/Disclose How can I help you? Top type of question----isolation and specific---

Example- What are the TOP two or three things you’re working on? What are your top two most passionate items? What two or three issues are causing the most problem and need to be solved? Etc.

10. “Build a Good Advisory Board”

Advisors have the path of knowledge and credibility

They have already made the mistakes- don’t be afraid to ask why something won’t work

Create value for them- Ask how you can help.

Ask for help indirectly, let them offer Types of Advisors

Strategic, Marketing, Tactical, Knowledge, Human Capital, Experiential

Co-Founder of Participant Productions- Former CEO of George Lucas Film, LTD Agent for Clint Eastwood, Marlon Brando, etc. Current Chairman of William Morris Current Agent Director at CAA COO of HULU Producer of Blair Witch Producer of ET and Dr. Phil Show

“Sampling of Current Advisors”

  Urgent Non Urgent

Important

Quadrant 1 Crisis

Pressing ProblemsDeadlines

Quadrant II Prevention

Relationship BuildingRecognizing Opportunities

Planning, Recreation

Not Important

Quadrant IIIInterruptions,

telephonemail, reports

meetingspopular activities

Quadrant IVtrivia, busy work

mail, email, internettime wasters

pleasant activities

Has the timeHas the backgroundHas the credibility

Not interested

Has the timeHas the interest

Has the backgroundHas credibility

Interest No Interest

Time

No Time

How do you quickly gauge someone?

Pace Palette test

 Values-Joys-Strengths Reds: Persistence, exciting, variety, honesty in values, directness, decisiveness, recognition motivated , dreamers  Yellows: Moral, family values, spiritual, structure, punctual, leadership, sharing, self esteem, determination Blues: Friendly, family fun, animals, harmony, talkative, chameleon like Greens: Independent, knowledge, new, exploring concepts   Aggravations- Irritations- Stressors Reds: Nit pickers, rules, negativity, lack of consideration, tardiness in others, noziness, gossip, bad listeners, waitingYellows: Unfairness, lack of compassion, unreliability, disorder, non performance, lack of time, rudeness, unprofessionalism, violence Blues: Lies, unfaithful, opinionated, bossy, grudges, irresponsibility, lack of courtesy, Greens: Incompetence, stupidity, poor workmanship, small talk, talking before thinking  Office Environment Reds: Trophies, plaques, pictures (important people-Adventure things), leadership books, adventure books, desk messy Yellows: Organized, neat, books (leadership, policies, procedures), pictures-portraits, diplomas, certificates, phone-“is it legal” Blues: Self help books, office messy, pictures-family, pets, offer you food/drink, friendly, phone-like to talk Greens: Computer, electric gizmos, digital watch, computer books, phone-ask a lot of questions

Tasks: Climb a MountainReds: Let’s go!Yellows: planning, what to bring, how long, how manyBlues: Great! Who’s going??Greens: Scientists,, study in advance

Characteristics of 4 Temperaments

A few of my great truths

1- S-Your greatest strength, is your greatest weakness2- P- People do more to avoid pain than to gain pleasure3- E-People make decisions emotionally and defend them

logically4- N- Ask not "why”, ask "why NOT"5- D-If you say it- they doubt it. If they say it- it's true6- R- Remember the Three R’s- Recognition, Referrals,

Revenue7- Q-Questions are the key to the Universe8- B-Begin with the end in mind9- L- He who speaks first loses10- 99% of the things we worry about never happen, so why

worry

SPENDR QBL9

1- During an event, go to the Host and ask WHO you should meet. Use the tornado technique to explain what you NEED. The earlier the better.

2- Stand by the speakers AFTER the event. Listen to all of the questions asked and how they’re answered. Gives great insight to what is important to them, as well as you get to listen/meet the people in line.

3- Do your homework in advance to see who will be at the event, who are speakers, who is in the paper or news, who is getting awards, who you need to know, etc.

4- Look for the most popular person at the event and meet them.

5. Send an email in advance of the conference with a link to the speakers. Ask your network who they know on the panel, etc. that you could be introduced to.

Isolation is Good Thing

Stephen.Meade@BigBambooLLC.com

312-953-2208