Discover the Power of WHY

WELCOME TO FIRST FRIDAYS!

Discover the Power of Why June 1, 2012

About Jim Jubelirer

• 14 years of $1M+ sales

• Expert in sales, marketing

and leadership

• Angel investor, RTP Capital

• Coach and trainer for Duke Leadership Program

• Frequent speaker, trainer and facilitator

• BA University of California, Santa Cruz

• MBA, Cornell

• Participant in Sandler Sales, Strategic Coach, numerous other personal and professional development programs

Happy Anniversary!

• 11 ongoing 1:1 clients

• 172 Seminar attendees

• Over $1M in new payroll from 20+ jobs added

• Extensive network of over 2,000 contacts

• Participation in the best business and coaching educational events

About ActionCOACH…

• Our Mission: World Abundance through Business Re-Education

• Our Goal: Improve Business Performance and Personal Satisfaction

• Combines the best practices in leadership, management, business excellence, and personal development

• 1,000+ Coaches worldwide in 40 countries

Business Coaching Programs…

Upcoming Events

• GrowthCLUB, Tuesday, June 19,

– This hands-on workshop will give you the tools to create your plan for the year that will create momentum and transform your business.

– Free coaching session included with $199 registration fee.

• Brad Sugars “Unplugged”, June 20-21 Wilmington Convention Center

– Spend a full day in an intimate setting with the world’s #1 Business Coach, along with only 35 other business owners. Includes free evening event on Wed.

Begin with the End in Mind

RAVING FANS = LOYAL CUSTOMERS

Funnel of Engagement

• Suspect

• Prospect

• Lead

• Shopper/customer

• Client

• Fan

• Raving Fan

MARKETING SALES OPERATIONS/DELIVERY

Three Key Process Steps You Must Get Right

• Lead Generation

• Conversion

• Engagement/Loyalty/Co

mmitment

You don’t want ALL

customers

You only want the RIGHT customers!

To become a

master of

marketing

you must understand

human behavior

Biology Basics

• Limbic – Inner, older, “caveman”

– Controls emotions and feelings

– Decision-making

• Neo-cortex – New, “modern man”

– Controls processing of information

– Uses language

What is the WHY?

• The way you are wired

• Survival mechanism from young age

• Pre-verbal

• Expression of your belief system

• Motivates behavior – People like other people who have the same

values they do

Reticular Activating System (RAS)

• Automatic mechanism inside your brain that brings relevant information to your attention

• Filter between conscious and subconscious mind

• Can be “programmed” by the conscious mind – Cannot distinguish between external and internal

reality

Benefits of Knowing Your Own WHY

• Improved focus

• Increased energy

• Increased passion and purpose

• Better time management – Easier to say NO! to non-core tasks,

opportunities and people

Example WHY: To Find a Better Way (and share it)

• Constantly seek better ways to do things

and share their improvement with the world

• “Often pleased, never satisfied" • Good at associating – taking from one

industry and applying to another • Competitive, athletic, inventors,

architects, dentists, business process engineers and tinkerers

Source: 4D Dentistry

WHY Beliefs, values

HOW How you bring your WHY to the world

WHAT What you do

VISION How you want the world to work

MISSION How you want to work in the world

VALUES The principles by which you operate

PROOF STATEMENTS AND TESTIMONIALS

How others have benefited from your WHY

Putting It All Together

My WHY

• I exist to contribute to a greater cause than myself

• I do this through Communicating, Connecting, and Coaching – I offer books, seminars, workshops,

and 1:1 coaching

• My Vision is financial security and peace of mind for all

• My Mission is to directly touch the lives of 10,000 people

• http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html

http://www.sanchezdental.com/ http://www.whymarketingprogram.com/

Jim Jubelirer Certified ActionCOACH 308 West Rosemary Street, Suite 307 Chapel Hill, NC 27516 (919) 969-7818 [email protected] www.actioncoach.com/jimjubelirer