The Go-Giver Podcast

Skip Prichard Leadership Insights (Blog)

100 Avoid These Mistakes - Skip Prichard Feb 06, 2018

Show notes

Mistakes, Success, Relationships, Value, Gratitude

Summary

As human beings we're bound to make mistakes. It's important, however, to make as few unnecessary mistakes as possible. We'll look at that in our Thought of the Day. And in our interview segment, one of my favorite leadership authorities, Skip Prichard, shares wisdom from his terrific new parable, The Book of Mistakes. That and more on today's show.

Bob's Thought of the Day

We'll explore:

The difference between a mistake and an unnecessary mistake.
How to decrease the odds of making unnecessary mistakes while accepting that they might still happen.
Two examples of unnecessary errors from the world of baseball.
An example of an unnecessary mistake in sales, and how to correct it.

Interview with Skip Prichard

You'll discover:

Why Skip describes his childhood home as a mini United Nations.
The reason why Skip thinks of himself more as a learner than a teacher.
The premise and purpose of Skip's new book, The Book of Mistakes.
Why the title of the book was a subject of much debate.
The importance of being ready before you can be taught.
Why you should not work on someone else's dream.
The danger of letting someone else define your value.
Why the most successful people are also the most grateful.

Click to Tweet

#Readiness is when your #desire is stronger than your distraction. @SkipPrichard
Regret: the result of any action pulling against our heart's #purpose. @SkipPrichard
#Success is when you're filled with #ambition and peace in equal measure at the same time. @SkipPrichard

Interview Links

SkipPrichard.com The Book of Mistakes: 9 Secrets to Creating a Successful Future by Skip Prichard

Connect with Skip on Facebook

Connect with Skip on LinkedIn

Follow Skip on TwitterResources

Molly's Blog Molly's "Game Changers" Podcast

099 Winning Negotiation - Molly Fletcher Jan 30, 2018

Show notes

Negotiation, Relationships, Success, Business, Sports

Summary

It's one simple statement, and a follow-up question, delivered respectfully, that can help you powerfully negotiate on a product or service. We'll look at that in our Thought of the Day. And in our interview segment: she was one of the top sports agents in the country, and Molly Fletcher will share with us some of her most powerful negotiating principles. That and more on today's show.

Bob's Thought of the Day

We'll explore:

Why people will often make decisions not even in their best interest if they feel insulted.
Two rude and counter-productive ways of saying "no" to a sale.
How to pleasantly turn down an offer while still allowing the salesperson to "save face" and understand that they need to come back with a better offer.

Interview with Molly Fletcher

You'll discover:

What people really mean when they say, "I'm not a good negotiator."
Molly's advice for improving your negotiating skills.
Why it's imperative to understand what the client really wants.
The importance of defining what success looks like for you.
Why clarity is so important in the negotiation process.
360-degree awareness in your negotiation process, and how to practice it.
What it means to "set the stage" in negotiation.
Three questions the other person is always asking.
How Molly landed a new client as a young agent by finding common ground.
The story of three sets of braces for Molly's daughters.

Click to Tweet

Why is clarity so important in #negotiation? @MollyFletcher reveals the answer on this episode.
You'd better be better than your problems. ~Tom Izzo via @MollyFletcher #negotiation
Three questions the other person is always asking: 1. Do I like you? 2. Can you help me? 3. Do I trust you? @MollyFletcher #negotiation

Interview Links

MollyFletcher.com A Winner's Guide to Negotiation: How Conversations Get Deals Done by Molly Fletcher

The Business of Being The Best by Molly Fletcher

Fearless at Work by Molly Fletcher

Book Molly to Speak Molly's Newsletter

Connect with Molly on LinkedIn

Connect with Molly on Facebook

Follow Molly on Twitter

Follow Molly on Instagram

Molly's YouTube channelResources

Free Video: Secrets of Sales Success Tom's Blog The Ziglar Show Podcast

098 Ziglar(s) on Sales Jan 23, 2018

Show notes

Sales, Relationships, Success, Business, Closing

Summary

There's a reason why Zig Ziglar was a hero to so many of us. We'll look at that in our Thought of the Day. And in our interview segment, we'll talk with his proud son, Tom Ziglar, and discuss some of Zig's sales and life philosophies. That and more on today's show.

Bob's Thought of the Day

We'll explore:

Two of my favorite Zig stories.
Zig's passion for ongoing learning, which he continued throughout his life.
How Zig and his family made an incredible impact on the attendees at one of the public seminars my company used to hold each year.

Interview with Tom Ziglar

You'll discover:

How Tom defines "closing the sale."
Why selling is the ultimate serving.
Why a great salesperson anticipates a problem or pain point for their prospect, and helps them avoid it.
Five basic reasons people will not buy from you.
The difference between a stated objection and an actual one.
The power of great questions in sales.
Why price and cost are two different things.
The #1 key to making the jump from an adequate salesperson to a top-tier sales professional.
How Zig came up with his most famous saying.
The new program Tom has developed with Kevin Harrington, inventor of the infomercial.

Click to Tweet

Everything is #selling and selling is #SERVING. @TheZigZiglar
5 basic reasons people will not buy from you: no need, no money, no hurry, no desire, no trust. @TheZigZiglar #sales
People don't care how much you know until they know how much you care about them. @TheZigZiglar #relationships

Interview Links

Follow Tom on Twitter www.twitter.com/TomZiglar

Follow Zig on Twitter

Connect with Tom on Facebook https://www.facebook.com/tom.ziglar

Connect with Zig on Facebook

Resources

Connect with Kimberly on Facebook

097 Brave Leadership - Kimberly Davis Jan 16, 2018

Show notes

Brave, Leadership, Courage, Relationships, Impact

Summary

"Who is the brave person?" We'll look at that in our Thought of the Day. And in our interview segment, Kimberly Davis shares with us principles from her new book, Brave Leadership. That and more on today's show.

Bob's Thought of the Day

We'll explore:

Why I disagree with the last two words of this definition: "Courage is the quality of mind or spirit that enables a person to face difficulty, danger, pain, etc….without fear."
The answer to the question "Who is brave?" I learned from my Dad: "That person who is smart enough to be afraid … and still do their job."
Why bravery has much more to do with facing our fears and overcoming them than it does with being fearless.

Interview with Kimberly Davis

You'll discover:

How Kimberly defines "leader" and "brave."
The correlation between acting and leadership.
Why focusing on yourself diminishes your impact as a leader.
The story of Julia and how her shift helped her to find her Brave.
What a Super Objective is and why it is vital to your leadership.
How one school bus driver is using his Super Objective to help students build self-confidence.
A story of two executives at a multi-day training event Kimberly led, and how each of them made a very different impact.

Click to Tweet

#Leadership is a casting decision. @OnStageKimberly
I don't want to be a #leader if I have to be like the other leaders at my company. @OnStageKimberly
A focus on specific purposeful action to have an #impact outside yourself is called your Super Objective. @OnStageKimberly

Interview Links

OnStageLeadership.com Brave Leadership: Unleash Your Most Confident, Powerful, and Authentic Self to Get the Results You Need by Kimberly Davis (also available through Amazon)Kimberly's blog Kimberly's TEDx Talk

Connect with Kimberly on LinkedIn

Follow Kimberly on Twitter

Follow Kimberly on Instagram

Resources

The Go-Giver Influencer

Connect with Alison on LinkedIn

096 Unbranding - Alison Stratten Jan 09, 2018

Show notes

Marketing, Branding, Business, Customers, Loyalty

Summary

Our brand is not what we'd LIKE the marketplace to think of us and say about us. It's what they DO think and say about us. We'll look at that in our Thought of the Day. And in our interview segment, branding authority, Alison Stratten shares with us the good, the bad, and the ugly when it comes to businesses … and their branding. That and more on today's show.

Bob's Thought of the Day

We'll explore:

The importance of constantly working at being a brand worthy of being chosen over our worthy competitors in the marketplace.
One way of being "brand worthy" to our customers.
The critical difference between how you WANT your customers to feel about your company, and how they ACTUALLY feel about it.

Interview with Alison Stratten

You'll discover:

How Alison defines branding.
The two key elements of a brand.
What it means to be disruptive.
Four ways to create customer loyalty.
How the logos of Apple and Volkswagon can elicit polar opposite feelings.
Why rebranding is about changing practices and creating great brand stories.
A compelling story about a pizza company whose staff saved a man's life.
Why frontline staff are a company's biggest and best ambassadors.
An example where trying too hard can come across as...insulting.
Why a company should take more time to find out its customers' real needs.
One example of incongruence and one of congruence with two different brands.

Click to Tweet

The only "why" we should have is because our customers want it or because our market needs it. #branding #business @unalison
Your #brand doesn't actually belong to you. It belongs to your customers. @unalison
You can't redesign a #logo to fix your problems, and you shouldn't even try. #branding @unalison

Interview Links

UnMarketing.com

UnPodcast.com UnBranding by Scott and Alison StrattenUnSelling by Scott and Alison StrattenQR Codes Kill Kittens by Scott and Alison StrattenUnMarketing by Scott and Alison Stratten

The Book of Business Awesome/UnAwesome by Scott and Alison Stratten

Connect with Alison on Facebook

Follow Alison on Twitter

Resources

Katy's course "Create a Great Career Plan"

095 Avoiding Management Disaster - Katy Tynan Jan 02, 2018

Show notes

Leadership, Management, Teams, Goals, Vision

Summary

Good employees don't necessarily make good leaders and managers. We'll look at that in our Thought of the Day. And in our interview segment, management consultant Katy Tynan takes us through one fictional manager's journey to keep her new job and become a great leader in the process. That and more on today's show.

Bob's Thought of the Day

We'll explore:

An experience very early in my sales career where I learned that a successful team member doesn't necessarily make a great leader.
Why having a particular skillset doesn't necessarily mean you can relate it to others.
Why a team member must learn and develop the skillset to manage.

Interview with Katy Tynan

You'll discover:

The first step toward transitioning from a team member to a team leader.
The five truths of management.
Why leaders must do a good job of communicating the goals of the organization.
Why it's critical for new leaders to focus on the end game or result.
The importance of an environment where the goals and vision are clear, and where people's strengths and capabilities are valued.
Why "carrot and stick management" doesn't work in today's world.
The difference between predictive trust and vulnerability-based trust.
Why psychological safety within a team helps move it forward.

Click to Tweet

Define the values your #team shares and measure everything you do against those #values. #vision @katytynan
When you have a shared idea of a future state, you can all understand what you are striving for. #vision #leadership @katytynan
How can I help this person be in a situation where they can be their very best? #leadership #teamwork @katytynan

Interview Links

KatyTynan.com How Did I Not See This Coming? A New Manager's Guide to Avoiding Total Disaster by Katy TynanFree Agent: The Independent Professional's Roadmap to Self-Employment Success by Katy Tynan

Survive Your Promotion! by Katy Tynan Katy's blog

Katy's course "Survive Your Promotion"

Connect with Katy on Facebook

Connect with Katy on LinkedIn

Connect with Katy on Google+

Follow Katy on Twitter

Watch Katy's YouTube channelResources

Connect with Randy on LinkedIn

094 Making an Impact - Randy Gage Dec 12, 2017

Show notes

Impact, Prosperity, Excuses, Business, Relationships

Summary

Do we have to change the world, or is there something else we can shoot for? We'll look at that in our Thought of the Day. And in our interview segment, prosperity authority Randy Gage is back with us, and he'll share wisdom on how we can all make an impact. That and more on today's show.

Bob's Thought of the Day

We'll explore:

Examples of people who actually did change the world in fundamental ways.
Why we should instead focus on ADVANCING the world rather than changing it.
A number of ways that you and I can advance the world and make an impact.

Interview with Randy Gage

You'll discover:

How Randy defines impact.
Why most people don't have enough impact.
How to begin making an impact.
The importance of understanding your calling.
Why excuses can prevent us from making an impact.
How to recognize when you're making excuses so they don't control you.
Why it's easier than ever to make an impact.
How Randy's upcoming TRIBAL Event can help you become an expert in your space and make an extraordinary impact.

Click to Tweet

If we're not challenging ourselves, we're not challenging other people. @randy_gage #impact
You can't #impact others without first impacting yourself. @randy_gage
On this episode, discover why it's easier than ever to make an extraordinary #impact. @randy_gage

Interview Links

Upcoming event: TRIBAL

RandyGage.com Risky is the New Safe by Randy GageMad Genius by Randy GageThe Prosperity Series booklets Randy's Success & Prosperity Blog

Connect with Randy on Facebook

Connect with Randy on Google+

Follow Randy on Twitter

Follow Randy on Instagram

Watch Randy's Prosperity TV channel on YouTube

Resources

ShaneRam.com Shane's blog Shane's Resources page

093 Scientific Happiness - Shane Ram Dec 05, 2017

Show notes

Happiness, Purpose, Goals, Thoughts, Emotions

Summary

Have you ever noticed that the happiest people seem to live with a purpose? We'll look at that in our Thought of the Day. And in our interview segment, we'll explore this question: Is there an actual scientific method for attaining happiness? We'll discuss that with Shane Ram. That and more on today's show.

Bob's Thought of the Day

We'll explore:

A powerful quote often attributed to Mark Twain (although the chances are excellent that he didn't actually say it): "The two most important days of your life are the day you are born and the day you find out why."
The two parts of finding out our individual mission.
Why we tend to find it difficult to be truly happy when we don't have a reason for being.

Interview with Shane Ram

You'll discover:

How Shane defines happiness.
Why purpose and goals are closely related to happiness.
How Shane's mindset as a child helped him overcome challenges.
Why Shane did not label himself as poor when he was a child.
The importance of understanding how happiness in one area of your life affects every other area of your life.
The TEAR formula: Thoughts + Emotions + Actions = Results.
Why you must ensure that the goals you are pursuing line up with your purpose.
The reason most people keep getting the same results over and over.
Why conformity is so dangerous.

Click to Tweet

The highest emotional target is #happiness. @iamshaneram
#Happiness comes from pursuing #goals that are purposeful. @iamshaneram
On this episode, we explore the TEAR formula: Thoughts + Emotions + Actions = Results. @iamshaneram #happiness

Interview Links

Shane's Speaking page Connect with Shane on Facebook

Connect with Shane on LinkedIn

Follow Shane on Twitter

Follow Shane on InstagramResources

092 Success Principles from Direct Response - Brian Kurtz Nov 28, 2017

Show notes

Marketing, Advertising, Sales, Business, Relationships

Summary

Direct response marketing can have excellent application to traditional sales and marketing. We'll look at that in our Thought of the Day. And in our interview segment, direct response marketing titan Brian Kurtz will share some of the greatest lessons from that field and how you can apply them to YOUR business. That and more on today's show.

Bob's Thought of the Day

We'll explore:

The purpose of direct response marketing.
Why I've always been fascinated by direct response marketing.
Several direct response marketing principles that also apply to traditional business.

Interview with Brian Kurtz

You'll discover:

How Brian defines marketing.
The difference between advertising and direct response marketing.
Why the advertising men Brian profiles in his book were ahead of their time.
How today's entrepreneur or small business owner can use direct response principles.
Three basic tenets of direct response.
Why the list is the most important factor in direct response success.
How to use the power of RFM (recency, frequency, monetary value) in your marketing.
The value of keeping records of customer transactions.

Click to Tweet

#Marketing isn't everything, it's the only thing. #sales #business
In this episode, discover three tenets of direct response #marketing success. #sales
The more measurable your #advertising and #marketing, the more successful it will be.

Interview Links

BrianKurtz.me Titans of Direct Response Event The Advertising Solution by Brian Kurtz and Craig SimpsonBrian's Blog Free Resource: 36 Customer Service Quotes Connect with Brian on LinkedIn Connect with Brian on FacebookResources