Tribal Executive – John King & Glen Esnard (Jan 5th, 2010)
To Executives and Business Leaders:
“What if you entire organization rallied behind
the ideal strategy and direction for 2010, the
market responded to your offerings,
and your company’s strong culture attracted
and retained top talent?”
This call has passed. Download RECORDING OF CALL here.
Join the Tribal Executive call this week when John King (CultureSync’s Co-Founder and Senior Partner) interviews Glen Esnard. Glen is prominently featured in Tribal Leadership and is a successful entrepreneur and executive, currently serving as President of Capital Markets for Grubb & Ellis. Glen has a powerful story to share that can help you bring your own leadership to another level.
Glen began his Tribal Leadership journey at CB Richard Ellis as a Senior Manager. Like most senior professionals with many direct reports, he initially thoughts he was already an effective leader. But through applying the Tribal Leadership methodology he transitioned from a Stage 3 leader to an effective Stage 4 Tribal Leader in his company. During this call you will learn exactly how he made the transition.
Glen will share how he
- got an entire team of independent minded reps and brokers in a very competitive industry to share their leads and resources
- crafted the message to attract the right people to his team
- upgraded a smaller “pocket” within the organization before expanding the message
- transformed objections from team members to get “buy in” and alignment on the strategy
- built a strong culture by connected other people together in an advanced networking technique called “triading”
- led the organization from a core set of values
Download RECORDING OF CALL here.
Even though this call has passed, you can receive invitation to future calls, by filling out the registration form below.
Download RECORDING OF CALL here.
Your Continued Success,
The CultureSync Team
John King
Dave Logan
—
Entrepreneurs Call #4 With Dave Logan (Dec 21st, 2009)
To Entrepreneurs, Small Business Owners, and Service Professionals:
Did you start a business to be independent, write your own ticket for freedom and wealth, and see your creative ideas blossoming in the market place? Unless you know this rarely understood principle from rhetoric science, you are probably overworked, underpaid, and experiencing insufficient business growth.
Re-wire your brain to attract the ideal people
to your team, be an effective leader, and
transform the way you think and behave
as an entrepreneur, so you can have the
prosperity and abundance you seek!
The technique that Dave Logan will teach you on this call is the same technique that he taught me (Julian) on July 2nd, 2009. I remember sitting in an extra conference room on a consulting project wondering why that even with all this training and experience I was still struggling. At the time, forming teams and being an entrepreneurs was lots of hard work and nobody would ever listen to me. When this happened, I would then become stubborn and be a demanding pain in the a*s. I can trace the moment this turned around for me to that specific call. After that day my abilities to lead effectively and create and complete projects that included other people soared.
You will leave this call with a new insight to the underlying conversation that holds you back and the tools and practices to help you be an effective entrepreneur, leader and team builder moving forward.
- Get to the source of your communication and way of seeing things that is stunting your growth (it is highly unlikely you have heard of this before)
- Learn how to unravel the deficient wiring that is holding you back.
- Rewire yourself for success as an entrepreneur and leader
- Learn a technique for negotiating that will help everyone be happy with the results
Your Continued Success,
The Tribal Coaches
Julian Bergquist
Dave Logan
—
Introduction to Social Fusion (Tribal Leadership)
Introduction to Social Fusion
Tribal Leadership Topic: Social Fusion
Speaker: Dave Logan
Date: 11-11-2009
Duration: 12 min
Overview:
Social Fusion is a Tribal Leadership technique used by business leaders to quickly expand their network.
Typically, business people build their network by asking people they know for referrals. This goes against a fundamental “rule” of business to give first, before receiving.
Additionally, once a person makes the connectioin they often find themselves at the hub of number of separate relationships that have to be independently managed and cultivated. This takes lots of time and energy and is very ineffective.
Tribal Leadership - Old School Networking
The new networking model flips the old school networking approach on end. Instead of asking for referrals you go out of your way to give referrals to people you know. When you refer people you know to each other, you establish yourself a valuable asset to people you know and build a network that manages and cultivates itself.
Social Fusion - New School Networking
——————————–
How it works
- Introduce two people based on shared values and mutual interest. This relationship consisting of 3 people all interconnected is called a “triad.”
- Ask for each to contribute, and to receive contribution, in a specific way.
- Check in whether they connected again in one week. If they’re working on something, you’ve fused them.
- Keep going until you’ve fused six new professionals into your tribe.
- Sign of social fusion: the new person shows up at social events, having been invited by your contacts.
Source: Tribal Leadership by Logan, King, and Fischer-Wright, 2008; Connected program by Dave Logan and Eben Pagan.
More Topics in Tribal Leadership
You can listen to more audios about Tribal Leadership here.
Entrepreneurs Call #3 With John King (Dec 8th, 2009)
To Entrepreneurs, Small Business Owners, and Service Professionals:
The enlightened entrepreneur operating at Stage 4 (“We are Great”) realizes it is in her or his self interest to share assets freely to make new assets that did not yet exist before.
You will leave this call with a plan
to develop a new asset in partnership
with other people that will be the
key in taking your business to
the next level !
The old ways of building business and networking are dead.
The new model for doing business eliminates scarcity and limitation of time, money and energy needed to grow your business quickly.
On this 3rd Entprepreneurs Call, you will learn from John King (co-creator of the Tribal Leadership methodology) the next round of techniques and principles that will help you:
- clarify and deliver the communication to attract the right people to your team
- bring a small team or group together based on the merit and the strategic skills needed to produce the result
- create alignment with everyone on the team or part of the project
- develop the communication strategy that will achieve results in the market place
THIS CALL IS PAST – DOWNLOAD RECORD BELOW
Tribal Leadership for Entrepreneurs – Call #3 (MP3 Recording)
Your Continued Success,
The Tribal Coaches
John King (Master Coach) and the Tribal Coaches
—
Entrepreneurs Call #2 With Dave Logan (Nov 24th, 2009)
To Entrepreneurs, Small Business Owners, and Service Professionals:
Connect with other entrepreneurs and
business people who offer you free rein of their precious
resources, resulting in everyone involved having
exponential growth and getting what they want!
The old ways of building business and networking are dead.
The new model for doing business eliminates scarcity and limitation of time, money and energy needed to grow your business quickly.
Learn how to tap into an abundance of resources quickly using these “black belt” techniques.
On this 2nd Call with Dave Logan, learn the next round of techniques that will help you
- expand your mindset of what you thought you could create in your business
- create interim strategies to help you easily achieve your longer term goals
- identify the core values you want to express through your business
- eliminate the habitual time wasters that prevent you from being successful
(Note: This call already occurred. The next call will be Dec. 11th)
MP3 – 45 Min Call Recording with Dave Logan
Register for the next call with Dave Logan on Dec. 2nd, 2009.
Your Continued Success,
The Tribal Coaches
Dave Logan (Master Coach)
John King (Master Coach)
April Rood
Julian Bergquist
Bill Tetmeyer
Marielee Macapagal
Marty Daiga
Steve Siegel
Tim Matacio
—
Entrepreneurs Call with Dave Logan (Nov 11th, 2009)
To Entrepreneurs, Small Business Owners, and Service Professionals:
How to build a powerful team
around your entrepreneurial projects, and not
have to be a guru or become a demanding
jerk of a leader to get great results!
What if you could easily establish and grow your business
in a way that involves others and results in a win-win situation for everyone?
Are you open to learn a new method of leadership
that does not require old school “command and control”
of the decisions, the work and the team?
Learn the most effective business networking and simple growth strategy we have seen that can give you great results, simplify your life and provide more peace of mind.
(Note: This call already occurred. The next call will be Nov. 24th)
We completed the call with Dave Logan and have made the recording available for you to download. Major topics covered were
1. Strategy Map - how to create a strategy that can solve any business growth problem
2. Social Fusion - a new model of networking. Introduce 2 people based on shared values and mutual interest into “triads” and then “fuse” them together.
MP3 – 62 Min Call Recording with Dave Logan
PDF – Diagrams and Strategy Maps referred to during the call
Register for the next call with Dave Logan on Nov. 24th, 2009.
Tribal Leadership: How to have breakthrough performance and thriving organization
Tribal Leadership by Dave Logan
This book provides a solid foundation in the coaching and consulting methodology we use to train and support entrepreneurs in growing their businesses. We highly recommend that all of our clients and customers read this book to supplement your work with us.
Add Local Business to Google’s Local listings
Sales Objections:An Opportunity to Build Relationship
Objections during the Sales Process are NOT something to be Handled or Overcome. Rather they are a chance to really get to know your prospect or customer and what makes them tick.
If you really get what matters to them that would cause them to object or have concerns, your client will feel more drawn to you since you truly understand them. And this context will be a background for future sales.
Traditional View of Overcoming Objections
It goes something like this.
1. Hear objection and allow prospect to fully articulate it. Listen and show understanding.
2. Repeat the objection to prospect to insure you understood correctly.
3. Explain with testimonies, evidence and reasoning that will effectively overcome the objection by demonstrating it shouldn’t really an issue anymore.
This is pure balony. All objections are valid.
New Model of “Being With” Objections
1. Hear objection and really understand the prospects world. Listen for what makes them tick, what they are committed to and care about that has them object or have concerns.
2. Respond in a way that demonstrates you fully understand their world. This does not mean restating word for word what they said. Just because you understood what they said doesn’t mean you put yourself in their shoes. Rather if you really understand them the conversation will take on a new flavor or exploring the issues in partnership.
3. Keep exploring what they are committed to and care about and really stand with them to have this (what they care about). It is not about your product or service. If you product or service is a SOLID match for them, then match up what you offer to what they want and need using the testimonies, evidence, and reasonings. But it is not to convince, rather for them to discover for him or herself how this will meet their interests and concerns.
TeamLoveMoon Objection Handling
Objection Exploration Call
Tommy J tells me TeamLoveMove is growing exponential. To support this continual growth I am working with your team to create an Objection Handling training just for you and what you are currently dealing with.
So to support this, I need to hear exactly what complaints, resistances, and objections you hear and the context.
1. What are the top objections you hear when promoting your product and your opportunity?
2. What is your response to what they say to you?
Join me Sat. May 9th for 90 minutes to share with me and each other both of these.
Then with whatever time is left on the call we will begin offering part of the training with your top 1 or 2 objections (depending how much time you have).
Objection Handling Call
Date: Sat. May 9th
Time: 10am – 11:00am PDT
The Key Benefits of Mastering Objection Handling are:
- Creating better relationships
- Having a larger network
- Keeping a cool head no matter what they say
- Getting more sales and active distributors over time
Key Principles
- Objections are not something to be overcome, rather they are welcomed as an opportunity for understanding and relatedness
- Everytime someone says “No”, they are saying “Yes” to something else. What are they saying “Yes” to.
- Whatever they are objecting to they probably object to that often. If you can help them have some results around the actual objection you can make a huge difference in their life.
