The Role Content Should Play in Your Association and How to Get More.


Members have too much information to process and this isn’t a new problem! To ensure that you are delivering relevant, targeted and in-demand content to drive value and member engagement is.

As the Learning and Development, Training, or Education director for your association, you are the curator of the education resources your association provides to your members and it’s your obligation and responsibility to ensure you deliver quality content. To add to your challenge, you are always seeking ways to build a library of content to deliver to your members but you are time, resource, and budget constrained.

Offering valuable member experiences ensures that your association remains sustainable in the 21st century. Today’s generation of potential members are looking at your association. They are making membership decisions based on the type of learning and overall online experiences and value you provide. More and more they are learning by being connected to their digital and mobile-centric world. This means video, online collaboration and customized learning.

By collecting, sharing, auditing, and delivering course content that links to well-respected, high-impact sources, curators can improve both member engagement and retention. Not to mention the awareness of and credibility for their organization. But this isn’t news to you either.

Rather than creating course content from scratch, aggregation is the solution. This is often a challenge for professional associations, so we have gathered a catalogue selection of expert courses that are relevant knowledge-focused e-learning products that compliment the core competencies of the certifications and designations that association members have worked hard to earn. This will help you to update and extend your member education programs with new relevant material at your association.

In addition, because subject matter experts, leaders in their fields of study provide an opportunity for enduring learning and actionable knowledge, they are also committed to ongoing knowledge cultivation aligned to your association or organizational goals.

Offering valuable member experiences ensures that your association remains relevant but finding ways to also monetize Your Education Programs: Non-Dues Revenue will keep the doors open.   What we’ve seen from working with our association clients is that each organization is unique in its needs. Your requirements for membership management, elearning and event organizing is dynamic and depends on variables that only apply to you. Finding the right turn-key technology is the key to addressing those challenges but finding a partner with a database of quality resources and catalogues is what will keep you sustainable. You must begin with a commitment to make associations great. Get your association started today.

————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this fall will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.


By Lisa Patrick

sme_lisa_iconSavvy, Innovative & Swims in the ‘Blue Ocean’. She attacks every business she is involved with passion & tenacity to help support businesses & their people to achieve continuing success!  A successful entrepreneur with a proven track record building and sustaining businesses for the past decade.  Lisa is the founder of XTRAcredits Group Inc.


Grant Cardone offers Approved CE Courses at the CFP Board


XTRAcredits Group, Inc., the yellow pages for everything related to professional development and continuing education, has Grant Cardones courses, approved from the CFP Board. Grant Cardone, a Faculty Member at XTRAcredits has designed and facilitates online training for Continuing Education credit anytime from anywhere.

Cardone, considered one of the Top 10 Most Influential CEOs in the world, is a multiple New York Times bestselling author, international speaker, business innovator, TV personality, owner and producer of Cardone TV, and founder and owner of three multimillion-dollar companies.

Together, XTRAcredits and Grant Cardone intend to provide on-demand training to designated Certified Financial Planners (CFP) for engaging, online virtual experiences as they hone their skills, dominate their market, and also earn continuing education credits.

“When CFP professionals enroll in Cardone University at XTRAcredits to take my online courses, I think that they see tremendous value in the fact that I am in the field walking the walk. I built my businesses from the ground up cold calling CEO’s and business owners without spending a dime on marketing. In addition, I am still active in growing each of my 5 businesses and bring the best practices I find in my own business to my students… from organically marketing/promoting a $29 book, to handling a $80 million negotiation with multiple decision makers, lawyers, stakeholders in my real estate business.

I understand how hard it is to grow a business and a career, time is your most precious assets. It only made sense to make the investment to get my courses approved for CFPs for CE credit. Now, CFPs can access the most relevant courses 24/7 on-demand, when they need them… off business hours, so that they could focus during the day on what matters most, their career.” Grant Cardone


“We recognize that today’s young CFP professionals are worried about the future, but they are also motivated and eager to take action to improve their prospects and advance in their career.  Financial advisors are relied upon for their ability to provide technically sound financial advice but more importantly they need to gain insights form experts like Grant Cardone.  When a CFP takes advantage of the many opportunities to master the skills within the Cardone curriculum, advisors will gain the necessary knowledge to apply to the advancement of their CFP career.  Not to mention, they will also learn effective ways to maximize their clients’ abilities to make sound, rational financial decisions.” says Lisa Patrick, founder of XTRAcredits.

24/7/365 days a year, Certified Financial Planners now have immediate access to courses curated by Grant Cardone. It’s like he is there very own personal coach at

Communication and Persuasion Basics for Financial Planners with Grant Cardone

In financial planning, obtaining agreement from a client or prospect is key to solidifying a relationship and building trust. Being able to use nonconfrontational communication effectively to disclose terms, research, and recommendations is vital for your success. Nonconfrontational communication, based around finding points of agreement, is one of the most powerful persuasive techniques and is essential to ensure that all communication with clients move forward and end with a positive outcome. In this course, CFPs will learn the first rules of effective communication for the best client engagement: how to advance conversations when there is disagreement; the best way to validate a claim or position; tips and techniques for building trust with clients; and effective ways to communicate back for a better understanding of client needs for validation.


The Theory on Closing Sales with Grant Cardone’s Techniques

As an advisor, when you develop a deeper understanding of what is truly happening in the close of the deal, you are better equipped to help your clients understand and implement skills for closing a transaction.

  • How can I close more deals?
  • How can I be more confident in the close?
  • How can I increase my closing ratios?

All of these issues will be covered. In this course, as a CFP you will master Grant Cardone’s proven techniques and theories of what the close really is, understand why you fail in the close, and learn some of the most advanced strategies required to become lethal in this step of the deal. A misunderstanding of the close will prevent you from persisting in the close.

sme_cardoneAbout Grant Cardone:

Grant Cardone is a business strategist, marketing and branding expert, the leading international sales expert in the world, and best-selling author of five books. Cardone owns multiple companies: Cardone Training Technologies , Inc.; Cardone Group (a software and technology business); Grant Cardone TV (online media network–; and Cardone Acquisitions, a national real estate company.

Cardone is the world’s top sales training expert with the most viewed online sales training site in the world today. There are over 1500 segments of content used by companies like Ernst & Young, Primerica, All State, Google, Ashley, Aflac, MIT, Chrysler, Toyota, Morgan Stanley, T-Mobile, Fran Tarkenton Companies, and thousands more. Most recently Grant has joined the Faculty here at

You can follow Cardone on Twitter @GrantCardone or visit

For further press information on Grant Cardone, please contact Vaughn Reynolds.
Vaughn Reynolds – Public Relations

Cardone Training Technologies, Inc.
Phone: 310.777.0255
Fax: 310.777.0256



Using DISC Styles to Build Teams that Work


By Dr. Tony Alessandra

Round up the usual suspects the gendarme ordered in the famous line from the movie “Casablanca.” And frequently, that is how executives think when they create teams, committees, or task forces. The boss says or thinks something like, “Let’s appoint anyone who might know something about this issue.” Or, even more likely, “Grab anybody who’s got a stake in this thing.” Organizations, of course, love such teams because when they work, they can improve coordination, help employees feel more involved, and maybe even spur innovation. However, when they flop–or, more commonly, just lapse into mediocrity–they can drain an organization of its vitality and leave a legacy of posturing, power struggles, and misunderstandings.

Designing a Group

We naively assume any group can automatically be a team. However, actually, one of the biggest single reasons that teams misfire is that personality differences are ignored. In short, who is selected for the team will very likely affect the outcome. Therefore, for best results, we cannot just order an off-the-rack model—we have to design one that will best do the job.

If, when you create a team, you employ knowledge of the four behavioral styles, you greatly improve its chances for success. You need to take into account that there are natural allies and antagonists among the styles and also that each style functions best at a different phase in the life cycle of a team.

For example, Interactive Styles often see Conscientious Styles as overly analytical fuss-budgets. Dominance Styles might sooner die than turn into dull plodders like the Steadiness Styles. Conscientious Styles, while often drawn to Steadiness Styles, have difficulty understanding the Interactive Style’s lack of focus or the Dominance Style’s impatience. And Steadiness Styles only wish everyone were as amiable as they were.

So while the potential for conflict is always there, it need not become the reality. In creating a team, think about whom you are putting on it and monitor how they function during the group’s evolution. That way you will not only make the best possible use of the strengths of each team member, you can help create a whole that is much larger than the sum of the parts.


Teams typically follow a cycle, just like the organizations which spawn them. They face predictable obstacles, rise to the occasion or fail, and as a result, either evolve or deteriorate. At every stage in that cycle, each of the various behavioral styles can be a help or a hindrance.

Phase One: Finding Focus

Any new group, at first, gropes to find its focus. Members of the group ask, or at least think: Is this going to be worth the effort? Is this going to be a useful team that can get things done? Or is it just another group holding yet more meetings aimed at producing another report that nobody reads?

In addition, each member at this point is seeking to define his or her role. They silently ask: “Do I fit in here, or am I an outsider?” “Am I going to be an important member of this group with real input, or am I just here for appearances?” “Is this going to waste my time?”

CONSCIENTIOUS STYLES and DOMINANCE STYLES can be especially helpful during this first phase. They are both skilled at getting to the heart of matters, though in different ways.

If the challenges the group faces are intellectually complex, the CONSCIENTIOUS STYLE will be in his element. Because they are so good at reasoned analysis on tasks, CONSCIENTIOUS STYLES can help clarify the mission and give the team focus.

Similarly, if the main hurdle the group faces is more of a conflict—say, a history of discord among members and/or a split over its goals—a DOMINANCE STYLE likely will shine. In fact, the group may be yearning for just a strong leader who can tell the warring members to quit butting heads and either commit, or leave. That is a situation ready-made for the DOMINANCE STYLE.

In either case, the CONSCIENTIOUS STYLE or DOMINANCE STYLE may be able to get the group to psychologically buy into the idea of moving forward together, to convince the team that there is a “plan” and progress will be possible.

Phase Two: Facing the Realities

While a tough-minded CONSCIENTIOUS STYLE or DOMINANCE STYLE may get the group going, this stormy second stage often cries out for the buoyant optimism of the INTERACTIVE STYLES. Their friendly, informal brand of leadership can send out a strong, clear signal that this group can work together and make things better for everybody.

A people-oriented approach is needed at this stage because not just the team’s internal dynamics but also external issues must be addressed here. It is at this point that reality often intrudes. The group may begin to see how difficult its task really is, how little time and resources are available, and how members may need to settle for a half a loaf rather than a stunning breakthrough.

All these factors can breed frustration, confusion, and disillusionment. This is when it will be decided if the group tackles the real issues in meaningful ways, or is mired in its own internal power struggle. That is why INTERACTIVE STYLES, who are good at smoothing over rough edges and encouraging all to share their thoughts and feelings, can be a key here.

Many groups, of course, never transcend this them-versus-us mindset. They continue to silently debate: “Who’s the ‘top dog?’” “Who stands to gain the most and who’ll likely come up the loser?” Such a team is not likely to accomplish much. Instead, members will continuously collide with one another, limiting themselves as a team and as individuals.

But if the INTERACTIVE STYLE, with his or her upbeat attitude and people skills, can get the members to quit keeping score, they may yet learn to work together. If the INTERACTIVE STYLE can convince them that who is in charge is less important than who has what knowledge and attitudes, the group will have entered the next phase.

Phase Three: Coming Together

Cooperation and collaboration become increasingly apparent, and it is now that STEADINESS STYLES can give the group a boost. Because they are especially good at coalescing differing views, the STEADINESS STYLES help meld individual differences into group progress.

By opening their hearts and heads to one another, the STEADINESS STYLES, or others with STEADINESS STYLE-like behavior, can blend the discordant elements into more of a single melody. The team begins to narrow the gap between what it earlier said it wanted to do and what it is actually doing. There has been a shift of identity, and it has become a true team because members who previously thought in terms of “me,” begin thinking “we.”

Phase Four: Reaching for Stardom

The final stage is more the exception than the rule. But, when reached, it means a team really is performing at its best and highest use, that it is functioning as a whole, not just as a collection of individuals.

Its members enjoy being part of the team and express that fact. They have learned how to work together. Morale is high. The group continually produces quality and quantity output and is effectively self-managing.

In the previous three stages, DOMINANCE STYLE-type behavior might have been called for on key decisions. But at this stage, a hands-on, controlling style is not needed. In fact, once a group has this momentum, such a strong-handed style can be counterproductive and could even torpedo the group’s progress. Instead, the team’s decisions flow naturally from its deliberations. Differences among its members become a source of strength, not dispute.


Love ’em or hate ’em, work groups are here to stay. (Some estimates are that as much as 50% to 80% of a manager’s time, for example, is spent with groups.) But while they can be high-performance vehicles, they can also be high-maintenance, especially in the early stages. Both the team’s creator and its members need to carefully watch the process. Only a team that fully understands and savors its members’ styles is likely to be genuinely productive.

If members were chosen carefully and if they practice adaptability, the advantages of stylistic diversity can quickly outweigh the group’s liabilities. Remember: We are talking about personality differences here, not deficiencies.

So, in the final analysis, working with groups all comes down to suspending judgment, empathizing, and trying to play to people’s strengths. The result, despite our differences, can be a wonderful synergy.


Experience Dr. Tony Alessandra’s online training courses at

————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

About Dr. Tony Alessandra:

He earned his PhD in marketing (1976) & has authored 30+ books & 100+ audio/video programs. He was inducted into the NSA Speakers Hall of Fame (1985) & Top Sales World’s Hall of Fame (2010). Most recently he has partnered at to offer courses for continuing education professional development credits. He is also the Founder & CEO of Assessments24x7, a company that equips companies, coaches and trainers with dozens of assessments (DISC, Motivators, HVP, etc.) from one, easy-to-use online account.   Most recently he has joined the faculty at


An Unparalleled Technique to Increase Sales – Be Specific


By Patricia Fripp

Are you losing sales you feel you deserve to win? Once your presentation is prepared, there’s still work to do before you deliver it to your prospects. Here are two ways to increase sales: 1.) Learn how to build your credibility. 2.)  Focus your sales presentation on what the prospect is interested in.

VS. This is what we do, how long we have been in business, what we are known for, our clients are, and we would love to serve you.

Technique: How to Build Credibility with Specificity

One of my essential missions is to clean up my clients’ sloppy and non-specific language. This is critical when decisions are made at the highest level of an organization, and especially when your competition is tough. Some examples:

Non-specific: “Our clients always increase sales or productivity.”

Specific: “Of course, there are no guarantees. If you look to our last five major clients, however, they will tell you that within six months their productivity improved 37%. It would be safe to say that you can look forward to similar results.”

The worst offender when it comes to non-specific language is the word stuff. Unless it is Thanksgiving and you are talking about what you are about to do to your turkey, delete it from your business conversations. This is actually a process that starts by eliminating it from your casual conversations. (I assure you that unless you become aware of how often you say it and become vigilant, you will not remove it.) Record some of your conversations and listen. Ask your co-workers or family members to let you know when it slips out of your mouth unconsciously.

When you use the word stuff for high-price products, services, expertise, or technology, you are devaluing them. A secondary reason to avoid it is that many clients may not have English as their first language, and they may not get a clear picture of what you’re saying.


Another word to avoid is thing. In spontaneous, unprepared conversation, we use it all the time. A sales presentation is thought about in advance, however, and speaking precisely gives you a competitive advantage. Consider these examples:

Non-specific: “There are three things you will like about our product.”

Specific: “There are three features you will like about our product.”

Specific: “There are three benefits you will like about our product.”

Specific: “There are three specific applications you will like about our product.”

Other words and phrases to eliminate from your business conversations and presentations include sort of, kind of, bunches, tons, gobs, like, you know, you guys.

You may be thinking, “But some of our younger clients speak this way,” so let me share a story. While working with a technology company to help them improve their sales and consulting conversations, we were working hard to improve the quality of their word choices. The salespeople knew that calling the executives at Goldman Sachs you guys was not appropriate, but the techies maintained that that’s how they communicate with each other.

Here’s what I said: “There are better ways to connect emotionally with your clients than to model their bad behavior and sloppy language.” There is a major difference between being casual and being sloppy. If you believe you are the best in your industry, prove it through your language and demeanor.

————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

More About Patricia Fripp

sme_frippHall of Fame keynote speaker, executive speech coach, sales presentation skills expert, and author, Patricia Fripp ( simplifies and demystifies the process of preparing and presenting powerful, persuasive presentations. Kiplinger’s Personal Finance identified her presentation training as one of the best investments you can make in your career. Called “one of the 10 most electrifying speakers in North America” by Meetings and Conventions, Patricia delivers high-content, entertaining, dramatically memorable presentations. The first female president of the National Speakers Association, she is now virtually everywhere with ( Patricia has most recently joined the faculty at XTRAcredits as a subject matter expert. Learn essential new skills and accelerate your career while maintaining your professional accreditation.

A Lesson for An Association In Non-Due Revenues


Association executives are in dire need of help to support their goals to acquire new strategies and alliances for non-dues revenue. CAE executives are faced with the challenge of acquiring new sources of non-dues income to stay sustainable into the next century. This is when an association executive recognizes opportunities to leverage content to expand member event experiences and generate new income as the solution to their challenge.

‘Associations are not just starving for new methods to increase non-dues revenue, but they are also looking for turn-key solutions that enable their associations to execute opportunities that provide a high-impact to their retention rates, engagement and additional value for their current member fee’s, says Lisa Patrick founder of XTRAcredits. Association Executives need to be strategically aligning their continuing education programs with additional opportunities for members to engage in world-leading content that already has a ‘value’ in the marketplace and ‘proven’ to aid in the advancement of their careers. When an association is already enforcing their members to engage in a recertification program, why not provide the most extensive access to a pre-approved CE course catalogue for them to engage in and at the same time acquire non-due revenue commissions in the process.’

A recently released study by Gainesville, FL-based Naylor Association Solutions, 2016 Association Adviser Communications Benchmarking Report. The study finds 54 percent of association executives think their inability to generate non-dues revenue is a serious or significant problem, up from 11% only a year ago.

An analyses of financial statements conducted by the American Society of Association Executives (ASAE) show, for the average association, non-dues income represents a larger share of total income than dues.

Also According to ASAE, 59 percent of trade associations’ revenue represents non-dues revenue; and 66 percent of professional associations’ revenue represents non-dues revenue.

“72 percent of associations think they are not using member data wisely enough to deliver a customized member experience. ‘There is a consistency on the strain of association resources of time and people. In addition, the majority also are faced with the challenge of acquiring more ‘interactive on demand content’ to position as part of their recertification programs to meet member needs.” Lisa goes on to explain that associations can overcome both of these challenges. “When you activate an extensive catalogue of pre-approved courses with an on demand training centre platform that recognizes the members needs for on demand interactive engagement while fulfilling the association needs of compliance, automatic certificate distribution, enriched reporting features and a commission based model, the result is a ‘win-win’ for any association regardless of their membership size and resource constraints will make the difference.’ says Lisa Patrick.

As a CAE association executive it is your obligation to your membership to allocate more opportunities of high value for your members to engage in. When you are committed to improving the skills of your members, only then can you start taking market share and impacting the bottom line of your association. As a designated association professional CAyou too can also take advantage of courses pre-approved at ASAE for CAE credits at XTRAcreditsVT. Are you ready to make the commitment to your members? Choosing not to will cost you and your association time and money.


————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this fall will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

By Lisa Patrick

sme_lisa_iconSavvy, Innovative & Swims in the ‘Blue Ocean’. She attacks every business she is involved with passion & tenacity to help support businesses & their people to achieve continuing success!  A successful entrepreneur with a proven track record building and sustaining businesses for the past decade.  Lisa is the founder of XTRAcredits Group Inc.


How Well Do You Influence Others?


By Mike Staver

One of the most asked questions I get is, “How do I get my (employees, kids, spouse, partner etc) to be more motivated, more focused, more driven, more engaged, or more whatever?” While there are hundreds of people who will give you three points and a poem for how to do that, I would encourage you to consider something counter-intuitive. Something so subtle it is often overlooked; yet so powerful it can change the way you lead, parent, love and influence.

The subtlety is in the question itself… how do I “GET?” It’s not the getting that exerts influence, releases motivation or focus or any other of the many things we want to “get out of people.” The subtle change is about changing your thinking and verbalization to a “GIVE” mindset. “How do I give such that those I influence are safe and inspired to release energy, motivation etc.” Inspiration, energy, etc. comes from the extent to which one comes from a giving space. Are you sharing purpose, values, things that matter to them? To what extent are you focused on creating personal energy that’s about providing for instead of getting from? The paradox is that as we find ourselves being intent on giving to them what they need most they become more safe and free.

I am reminded of the loving, well-intentioned Mom who came to me after a session and asked how she could GET her son (who loved baseball and wanted to play in college) to understand that he wasn’t really talented enough to play at a high level in college. She was more focused on getting her son to do what she wanted him to do instead of giving him the support, encouragement and freedom to pursue his passion. In this case, it turned out that he went to a university where he was very successful in baseball. Not a Division I, high-end school like his parents wanted, but he was happy and fulfilled.

Here are a few steps that will help you get your give straight:
1. Examine your words and your motives! Is your intent truly to influence them achieve and accomplish or is it deep down more about you and what you want from them and for them?
2. Be certain that when you communicate that you ask questions like, “How can I be helpful? What needs to happen for you to feel successful?”
3. Be intentionally encouraging.
4. Make certain your ratio is more encouragement than criticism.
5. Be clear about your vision and your confidence.

————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this fall will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

About Mike Staver

sme_staverAn internationally respected coach and professional speaker who has been labelled the “rebel with a cause.”  With a master’s degree in counseling psychology and a bachelor’s degree in business administration, Mike has found a way to make complex ideas simple, memorable and immediately applicable.  The Staver Group and StaverOnDemand works with leaders at all levels within businesses or corporations to challenge them in driving performance, confronting problems and making a difference in the culture of those they influence. Most recently Mike has joined the faculty at XTRAcredits to help professionals across the country hone their leadership and earn continuing education credits at as they advance in their career.


6 Keys to Boost Energy & Perform Like a Champion


By Wayne Lee

Whether you are a manager, parent, CEO, or employee your performance determines the results you get. What determines your performance? Energy! Like the gas in your vehicle, if your car is on empty it won’t take you to where you want to go. The same is for you. If you lack energy, it is difficult to produce the results you want.  Maximizing your energy levels will allow you to take massive action in getting what you want in life.

Here are six keys to increase your energy levels so that you live with passion and produce outstanding results.

E – Exercise – Life is about continually moving in the direction of your goals, desires, and aspirations. Moving your body makes you feel great and keeps you healthy and energized. Many programs such as weight training, running, swimming, yoga, Pilates, body toning, and aerobics are very accessible. Depending on your level of fitness, exercising three to five times per week is recommended. Are you currently involved in an exercise program and do you work out regularly?

N – Nutrition – Food is energy. What you put into your body will determine how much energy you have. Eating smaller portions throughout the day allows you to keep your metabolism high and your mood balanced. Many people find it challenging to eat well because of their fast-paced lives. One way to overcome this challenge is to cook and prepare meals for the week in advance. This allows you to have more time for other important things in your life. Are your current eating habits allowing you to stay energized and healthy? How can you improve your eating habits?

E – Emotions – Emotions are the most powerful force inside of us. When we intelligently channel our emotions, we can produce outstanding results in our lives. Your emotional energy will determine how you feel and act. Emotions of love, passion, curiosity, determination, feeling healthy, contribution, confidence, and cheerfulness will compel you to achieve what you want in life. Emotions of fear, anger, disappointment, anxiety, guilt, frustration, and inadequacy can stifle your energy and stop you from producing what you want in life.

Try replacing any negative self-talk with positive self-talk to create powerful emotions.

What emotions are you experiencing most throughout the day?

R – Rest and Relaxation – Sleep and rest are very important to recharge your battery and re-energize yourself. Some research shows that eight to ten hours of sleep is recommended for a healthy lifestyle. Yet, many people who are living a healthy lifestyle are getting six to eight hours. It is not the quantity of sleep but the quality that matters. Meditating is another to help you relax your body and mind. Other tools, such as self-hypnosis, guided visualization, and taking naps can aid in re-charging your battery. Do you feel like you are getting enough rest?

G – Goals – Goals are like magnets as they pull you in the direction you want to go. When you set an intention, energy will magically appear to help you achieve your goals. What are the most exciting short-term and long-term goals that you want to achieve? Write them down.

Y – Yearning – People who love what they do feel passionate, energized, and fulfilled. When people follow their heart and do what they love, the money will follow. Hence the phrase, “Yearn, learn, and earn.” Are you doing what you love to do and if not, then why?

Challenge yourself over the next 30 days to start applying these six keys. Notice how your energy will soar as you perform like the champion you truly are.

sme_leeMore about Wayne Lee:

One of North America’s premier Corporate Presenters, Entertainers, and Peak Performance Experts, Wayne Lee is a veteran of thousands of successful shows and presentations, a published author, and mentor to professionals of all walks of life. As a former five-time Canadian amateur wrestling champion and a beloved classroom instructor, Wayne has spent his whole life practicing what he teaches. To learn more about Wayne go to


What is a Relationship?


By Jim Cathcart

I’ve been speaking and writing about “Relationship Selling” since the 1970s, in fact, I wrote the very first book with that title. Since then the phrase ‘relationship selling’ has fallen into common usage and people often tell me, “That’s what I do…Relationship Selling.” When I ask them what that means they usually say, “I believe in building relationships with my customers.”

Well, that’s nice, but what does it really mean?

Out of over 2,700 speeches I’ve delivered around the world I have never encountered an audience where most of them agreed on a specific definition of a relationship. They seem to be guessing when they answer my query, “what is a relationship?”

So I decided to come up with a definition we can all use. If you find a better definition for business applications then please share it with me. Until then please use mine.

A Relationship is:

A Direct Connection Between People In Which Value Is Exchanged.

All the words in this definition are intentional. “Direct Connection” says that a relationship needs to have two or more participants. You cannot build a relationship from one side only. Nor can it be done without direct contact in communication, preferably face-to-face, but certainly one-to-one.

“Between People” says that you do not have a relationship with a company or a product. It is only between living, breathing, thinking humans.

“Value Is Exchanged” indicates that without contribution from both parties there is no true relationship. If only one party is bringing value to the connection then it’s a transaction, not a relationship.

All of this begs a bigger question: How do I increase the value of my relationships?

Give more value.

It really is that simple. Find out what the other person values and then give more of that to them. They will consider their connection with you to be more important and they will work to sustain the relationship. So if you want the other person to look forward to the next contact with you, to consider you an important part of their network, or to value what you have to say…then give them more value.

The issue here is increasing your Relationship Intelligence®, that means becoming more intelligent about your relationships, seeing them as assets and making better choices.

————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

sme_cathcartMore about Jim Cathcart:

Selected for 5 consecutive years (2010-11-12-13-14) as one of the Top 5 Speakers on Sales & Customer Service, and listed as one of the Top Minds in Personal Development, Jim Cathcart, CSP, CPAE is a leader among professional speakers and authors. Recognized as one of the world’s best keynote speakers Jim is one of only 5 speakers in the world who hold all of the following honors: Toastmasters Golden Gavel Award (2001), President of the National Speakers Association (1988-1989), Speaker Hall of Fame, CPAE (1985), Certified Speaking Professional, CSP (1981), and winner of The Cavett Award (1993). Most recently he has joined the faculty at XTRAcredits. Learn more about Jim at


What is a CFSP at APFSP?


The Academy of Professional Funeral Service Practice is dedicated to providing support for funeral directors when planning and performing a funeral service. The CFSP designation is the highest professional designation you can achieve in funeral service.

Planning and performing a funeral service requires diverse professional talents. Your ideal funeral director will serve you with compassion, creativity and integrity. The Academy of Professional Funeral Service Practice instituted the voluntary Certified Funeral Service Practitioner (CFSP) program in 1976 to distinguish those who offer more than what is expected of them. The CFSP designation is the highest professional designation you can achieve in funeral service. When you see the CFSP credential next to a name, you know right away that you are working with a highly self-motivated person with a driven desire to learn, grow and achieve.

To earn the distinction, a funeral professional must meet certification requirements related to funeral service in four well-rounded categories: Academic, Professional, Public Education and Service, and Career Review

The CFSP Designation

Successful candidates for certification in the Academy of Professional Funeral Service Practice may use the designation CFSP (Certified Funeral Service Practitioner) with their names on their business letterheads, business cards, and elsewhere as appropriate. Members are required to renew membership renewal and submit 2.0 CEUs or 20 hours each year to remain active and continue to use the CFSP designation. Certification is for individuals only and may not be used to imply that a firm is certified.

Those registrants who reside in states which require continuing education for annual license renewal will find the services of the Academy useful and helpful in completing such requirements.

Designated Credit Evaluation

Credit toward professional certification shall be granted in terms of CONTINUING EDUCATION UNITS. One CEU consists of ten (10) contact hours of participation in an approved continuing education experience. A contact hour shall consist of fifty (50) minutes of academic instruction or its rated equivalent.

Qualifying Activities for Professional Certification

The following activities are examples of programs approved for credit leading to certification by the Academy of Professional Funeral Service Practice. Appropriate credit for specific or innovative activities will be determined on a case by case basis.

Sample activities include:

  • Attendance at conferences, conventions, seminars and workshops sponsored by funeral service.
  • Committee work or Board leadership in local, district, state, regional and national associations and regular attendance at meetings of these associations.
  • Completion of related courses offered by associations and accredited institutions of higher learning.
  • Serving as a speaker for school (elementary and secondary) and college or university presentations and for other related conferences, institutes, seminars and workshops.
  • Published articles, papers or other literary contributions as well as research studies and questionnaires to better understand the many facets of funeral service.
  • Completion of home study, on-line learning, or web-based training from organizations certified by the Academy.
  • Development and implementation of In-Service Training Programs.
  • Service in civic or community organizations.
  • Professional and community activity completed prior to registration in the Academy (Career Review).

Once certified as a CFSP, the member must earn 2.0 CEUs (20 hours) per year and pay the annual renewal fee to remain an active CFSP. Excess CEUs on the member’s record at the end of each year may be carried over into the next year up to a maximum of 4.0 CEUs (40 hours). Credits are earned prospectively, with those earned in one year providing re-certification credit toward the next.

Each CEU is equal to 10 hours of accreditable activity, as such, 1.0 CEU equals 10 hours. Each hour is evaluated as 50 minutes of activity plus a 10 minute break; i.e., 9:00 A.M. – 12:00 Noon program will receive .3 CEU’s with up to 30 minutes allowed for breaks.


————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.



apfsp_logoMore About APFSP
The CFSP is the highest professional designation you can achieve in funeral service awarded by the Academy of Professional Funeral Service Practice, Inc.

Mailing Address: PO Box 1160, Buchanan, GA 30113
Phone Toll Free: (866) 431-CFSP (2377)
General information: E-mail the Academy

A select few have distinguished themselves among their peers within the funeral service profession as they continue their education to exceed the highest standards of care. This achievement is especially notable because they have voluntarily elected to participate in quality educational and service opportunities that far surpass what the funeral service licensing board in their state requires.


The 7 C’s of Customer Service


By Tom Hopkins

Every client contact has the potential for selling, even if it’s just selling how good you are at customer service. Here are my thoughts, my 7 Cs of Customer Service, on how to keep sales closed, and to keep clients long-term.

All of our research has shown that the people who will stay in business and prosper through the next decade are people that live seven words. If you take these seven C-words and make each one a part of your make-up and a part of your daily business, you’ll not only prosper, but you will build that wonderful referral base we are all after.

The first C stands for Concern. I think people want to know that you are more concerned with providing them service, helping them, and that they are happy, and want a long term relationship with you than you are with making the sale and getting the check. They want to feel that concern and many people in sales don’t get the dollar signs out of their eyes. If a person feels you need the sale and they feel pressure to purchase a product they’re not ready to commit to, they will fight you because they want your concern.

The second C is Competence. People demand competence and they deserve it. Clients expect you to be an expert. They want you to know your trade and your profession. They want to be able to rely on your professionalism and trust the service you are providing.

The third C is Courtesy.  Great people in sales are very polite. They are concerned about their manners, and they are very concerned about their vocabularies.  They don’t in any way insult a person’s values by saying anything that might offend them. Our society is constantly changing its expectations for business behavior. Sadly, those expectations are often lowered, but I believe the highest paid people in business are very polite, very courteous and watch their vocabularies so they don’t insult the values of the people they are speaking with.

The fourth C is Commitment. This is one I find lacking in the business today. People are not willing to commit and dedicate themselves to becoming the very best in their industries. As you read this, I hope you realize that the top professionals make a commitment–it’s called being willing to get out of balance for a period of time so that someday they can have complete balance. I believe in balance in our lives today, but I also believe that in building a business you have to be willing to spend some time out of balance. That means if you have a family, you need to sit down with the family and say, “We are going to commit 24 months of putting in more time and effort. And, if I do everything that I have to do as a professional, I can work less time with much more income for the family. This will come about only because we are willing to make this commitment.”

And of course, the fifth C is Composure. It’s important that we don’t allow ourselves to get upset and frustrated with this business. Realize that you are in the people business and have chosen the vehicle of your particular industry to serve the needs of others. In the people business you can get messed up if you don’t keep your composure.

And of course, the next C is Consistency.  Every professional I have ever trained who has gone on to be one of the best is consistent. Those pros know exactly how many contacts they need to make each day. They know exactly the number of calls, exactly the number of people they are going to visit, which will result in so many products sold and they make that commitment to consistency.

And the seventh C is Creativity. The people I meet that do the best are very creative. In other words, if they have a challenge, they overcome it by being creative. If something is wrong in their lives, they handle it by being creative. If you have a sale that is about to fall out or cancel, get creative. If it doesn’t go through, don’t get depressed–become more creative. Approach it with the attitude that you will take what you learn from this opportunity and develop your creativity.

By concentrating on your buyers’ needs and giving them the proper service they deserve, you’ll develop a career that will support you and your loved ones for a lifetime!


————- You are invited, join our XTRAcredits LinkedIn Group —————–

XTRAcredits is a full service boutique that provides continuing education led by top performance leaders from across the globe. The yellow pages for everything continuing professional development credit related. coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

HOPKINS_sealMore about Tom Hopkins:

Tom Hopkins, is world-renowned as an expert and authority on the subject of selling. He has helped over four million students on five continents to enhance their careers and earn higher incomes through his proven-effective selling strategies. No theory here, Tom’s training is specifically “how-to” and “what to say.”  Most recently Tom has joined the faculty at XTRAcredits.