cardone-continuing-education

All Wealth Building Starts with Income

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cardone-continuing-educationBy Grant Cardone

It doesn’t matter if you make $10,000 or $400,000 a year, if you want to become wealthy you need income first. You could be in poverty, you could be making $30,000 a year with a family of four, you could be a single mother making $19,000 or maybe most or all of your money comes from the government. We all start from somewhere. Maybe you’re in the middle class. Maybe you only have enough money left each month to go to the movies and have dinner out once a month–and if you go twice you won’t be able to make your bills on time.

Maybe you’re making between $70,000 and $110,000 a year and have been for a while. You’re better off than those in your neighborhood. You have a better car, you don’t worry about bills, you don’t worry about new clothes for your kids—but you never have quite enough to make a big play to push into a wealth position. You feel like you’re never going to get rich.

No matter how much income you have, creating income is the front door you must walk through before getting wealthy. You need to learn to create revenue… and then get even better at it. I create more revenue in shorter periods of time now compared to in the past. I first had to learn to create revenue—and then I got better at it. Income is your first step, your entry, your front door to wealth.

You must fortify this thing and make it strong. You have to add value to what you do to make it bigger and you even if you hate your job—or your current position in life—never complain about the income. No matter how small it is, how dirty your hands have to get, don’t complain. I’ve done jobs I hate. I still do jobs today I hate. I never complain about them.

Never complain about the job you have. Your job is creating income and making sure you have a job that will be there for you tomorrow. Once you’ve made sure of that, fortify it and make sure you cannot be replaced by some piece of technology or new employee. Make sure you become that person the organization you are with wants to continue to send income.

All wealth starts with this front door 
right here: Income.

Once you have begun to create income your only concern should be to increase your income. The only thing you should care about is, “How do I increase this income I created from this first job?” I’m not saying to get a second job, a third job or a fourth job. I’m saying to increase the income of the first stream you created. Get it?

Whether you are mowing lawns or selling stocks as this first stream of income, once you have fortified this income don’t go start a new business. Don’t look for a second flow elsewhere. Make your first flow bigger, make it juicier, and increase the intensity of it. Don’t even worry about saving right now—all you want to do is get a job and increase that income flow.

Most people are satisfied because they are comparing their situation to someone else’s and that’s where they stop. They stop their wealth creation once they have surpassed someone else’s situation in life and then wonder why they never become wealthy. People don’t get wealthy creating one income flow and never increasing that income.

Think of it like water. You’re at an oasis, you drink and get one bottle. You think you’re fine, you’re hydrated and that’s good so you go on your way. Then another guy comes by and drinks and fills up a bottle, then waters his camel and fills up that bottle again and again before leaving. He knows when he’s further on he won’t have access to that oasis. And you go to take a sip and your one bottle already went empty miles back, so now you’re thirsty again.

Don’t depend on one flow that never increases. Your first flows of income must be symbiotic. The dictionary defines symbiotic as, “having an interdependent relationship.” What that means here is that once you have one flow you don’t go make a second flow somewhere else in another company, for another business or with something that isn’t like your first flow.

For me I worked a sales job. I got paid $250 every week. I created income, but I couldn’t become wealthy making $250 a week so I had to figure out how to fortify that. I worked commission so I had to learn how to get our product successfully into the hands of someone who wanted it—more sales meant more income. I increased my income from $250 a week to $2,500 and my confidence exploded.

I had to find a second flow that went with my first flow—sales. So I started helping with financing deals. I started to bring in more leads and take them to the service department and the repair department. Instead of the company paying outside people to bring in leads they started to pay me to bring leads to different departments. A second flow symbiotic to the first. I didn’t go anywhere and it helped my first flow grow.

Your flows must work together to 
make each flow stronger.

You must be able to control the space around you before you can go wide. This company I started bringing leads to sold warranties as well, so I asked if I could bring them leads for that and what happened? Another flow of income. I looked into referrals and made buddies with the other people I competed with—I couldn’t sell every customer so I gave them to my competition for a referral fee. That way I could make money on any lead, sold, unsold, another department, anywhere that lead went I got a flow.

Then I started buying our product and selling it from home. Now I’m 25 with my base income, my commission, my service leads, financing, referrals, buying and reselling the product—one place and now I have around 7 flows of income. All from different sources but all from the same location. I didn’t have to go anywhere else for all this. I’m up to like 12 hours a day. I didn’t get a second job, a third or fourth job. Seven flows with only one job.

What’s the point of all this? Control the 3 feet around you before you go out and try to conquer the world. You need to be able to dominate your space before you can go out, fortify that first flow and build your other flows next to it. You need symbiotic, parallel income flows at the job you have now.

Be great,

GC

 

————- 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.  XTRAcreditsVT.com offers a catalogue of pre-approved on demand 24/7 access to online professional development courses for continuing education credits anytime and anywhere.

 

sme_cardoneGrant Cardone is a New York Times bestselling author and an internationally renown speaker on leadership, real estate investing, entrepreneurship, and finance.  His 5 privately held companies have annual revenues exceeding $100 million. His latest book Be Obsessed or be Average released October 2016. Grant is a Faculty member at XTRAcredits who provides professionals across NOrth America including Certified Financial Planners at FPSC and CFP Board, pre-approved courses in the areas of sales, leadership and communication and you can learn more at Grant Cardone.com

 

 

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tom hopkins sales

4 Time Traps that Kill Sales

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tom hopkins salesBy Tom Hopkins

Managing time really means, we manage ourselves. That includes avoiding the time traps that plague salespeople. Sadly, many of us are keeping ourselves from achieving the success of our dreams because these four time traps kill sales.

  1. Disorganization – How much valuable selling time has been lost or compromised because we’re looking for information, our keys, or an address? Have you ever been flustered at the beginning of a meeting with a prospective client because you lost track of time? How about forgetting their suite number and having to backtrack to the directory to find their office in a large complex? These are all things that we can and should control if we want to be successful. By being organized and giving attention to the details of every aspect of our business life will allow us to have more and better quality interactions with potential clients.
  2. Procrastination – This includes underestimating the amount of time something will take. Stop putting things off until they “have to” be done. Try increasing your time allotment in preparing for client contacts by 20% and feel the difference in how you feel. It’s likely you’ll feel more calm, more competent and prepared. And that competence will show on the outside–increasing the confidence potential clients have in you. True professionals in sales do what needs to be done when it needs to be done. They battle procrastination at every turn, instead economizing on their preparation time to allow for more client time.
  3. Unnecessary or unnecessarily long phone calls or meetings – Treat every client contact like a meeting. Set a goal for it. Prepare a brief agenda (so you don’t forget to cover any key points). And, estimate how long the contact should take. Remember to add 20% of time to allow for important sidebar comments your client might make. And, write out how you anticipate ending the contact. A brief summary of what was covered is a good strategy. When you don’t have a plan for your client contacts, you’re giving the clients free rein on your time. If you do business with people who tend to be chatty, set the stage at the beginning of your contact with them with something like this: “Paul, I’m happy we’ve connected today. I’ve prepared heavily in order not to waste your valuable time. I believe we can cover all of our most important topics of discussion by 11:30 so we can both move on to our next commitments in a timely manner.” This sets an end time for the contact that will, hopefully, be honored by both of you.
  4. Unconfirmed meetings. Stop being afraid that people will cancel on you if you check in with them the day before or morning of a scheduled contact. We’re all busy people. Not everyone watches the clock. It’s easy to underestimate the time needed for things (see point #2 above). Send a quick email or make a brief call prior to your scheduled meetings and say something like this: “Hi Sue. I’ve worked hard in preparation of our time together. I’ll be ready promptly at 2 for our meeting. I promise not to waste your time, and to provide you with the information you need in order to make a wise decision about (name one of your benefits).” When the recipient knows you’ve done work in preparation for the meeting, they’ll feel at least a twinge of guilt if they were thinking of cancelling. If you confirm by phone and something has come up to require a change of plans, at least you’ll have them on the phone and be able to re-schedule right then and there.

Think of yourself as an engineer. You’re constantly on the lookout for ways to make your career more effective, more efficient, and more valuable. Incorporate new ideas as quickly as possible–before you lose your enthusiasm for them. Taking in new thoughts without acting on them is yet another time trap. You may feel enlightened, but you won’t benefit from that enlightenment until you act!

 

————- 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.  XTRAcreditsVT.com offers a catalogue of pre-approved on demand 24/7 access to online professional development courses for continuing education credits anytime and anywhere.

 

More about Tom Hopkins:

HOPKINS_sealTom Hopkins, is world-renowned as an expert and authority on the subject of selling. He has helped over five 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 to provide continuing education credits to professionals from a multitude of industries.

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jim-cathcart-get-results

Tips for Annual Planning and New Year Goals

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jim-cathcart-get-resultsBy Jim Cathcart

When you are restarting your life dreams or your business is starting a new fiscal year it is “New Year’s Day” for you. So regardless what your calendar says: Happy New Year everyone! This is “ReThinking Week” here at Cathcart Institute, a practice we’ve followed since the 1970s. The time between the major holidays is generally slow for other-than-retail businesses so it’s a great time to dream, reflect and analyze. You can also do this during the final week of each fiscal year.
Here are some tips to get you started:
1. Block out at least one hour each day of an entire week between now and the end of the month to use for thinking and rethinking. Make this a vital appointment, don’t just “intend” to do it.
2. Take one category for each day’s thinking, e.g. Health Goals & Physical Habits, Financial Practices, Habits & Goals, or Relationship Patterns, Practices & Goals.
3. Consider everything a “zero-sum” game, in other words, all things are up for reconsideration and possible change. No existing practice goes without being considered for elimination, replacement or increase.
4. Keep written records of what you decide in each area. Keep them all together so that you can review the whole of them at the end of this process. Your goal here is to take an objective look at your life, your relationships, habit patterns, work habits, life decisions, etc. and make sure you are doing what you truly want to do, not just continuing what you’ve become used to.
5. At the first of the year, start planning which goals you’ll pursue, which practices you’ll stop or change, and develop your action plans to get it done. No more “resolutions”, just make new Commitments. Don’t “try” to lose weight; instead Commit to Becoming Slender and staying that way (that means embracing new habit patterns.)

The development of discipline is done one act at a time. Think of the person you’d like to become and ask yourself how that person would do what you’re about to do and make it a goal. This daily question can restructure your life. Don’t think like the old you, think like the future you. Become the person who will attract the results you want. Now’s the time, this is the place and you are the one! Building profitable relationships is a great place to start.  Let me help you with my online course and if you need to optimize your time and earn recertification credits then I can help with that too.

 

————- 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.  XTRAcreditsVT.com coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

More about Jim Cathcart:

sme_cathcartSelected 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 http://cathcart.com/

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shep-hyken-cx

Customer Experience is Your Best Marketing

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shep-hyken-cxBy Shep Hyken

What is marketing? A quick Google search on the word marketing reveals this from the American Marketing Association (And, they should know!):

Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.

Great definition, but marketing has changed. Some say it’s about lead generation, creating demand, building relationships and engagement. I like that last word, engagement. Here’s a thought. Marketing appears to be about putting something out there, an advertisement, email campaign, promotion, etc., that will hopefully pull in business. Engagement is about interacting and attraction.

Both are part of the customer experience (CX). So, which customer experience would you rather create? One that is pushy and promotional or one that is about interacting and relationship building?

Websites are a great example to illustrate how marketing has changed. It used to be that a good website was really a brochure on the internet. It was static, no movement and never changing. Some creativity, great color and maybe even a little animation made it stand out. If it was good, it might prompt a customer to pick up the phone or email an inquiry. But, today a good website is about offering up new content, sometimes daily (or even more often), in the form of articles, white papers, videos and even games. Customers can post comments and interact. It’s all about engagement with the customer. A good website can turn into something more than the customer just reading words and looking at pictures. It turns into a positive and interactive customer experience.

This customer experience is what the new form of marketing is about. I used to preach – and still do – that customer service is the new marketing – some of your best marketing. Create an amazing service experience that gets customers to not only come back, but to also share that experience with their friends, colleagues and family members. That may be the best form of marketing there is.

But beyond the actual customer experience, the interaction and engagement that happens before the sale – which is part of marketing – needs to be considered as part of the experience. Smart companies have figured this out. It’s about engagement, interaction and relationship building… before the customer ever decides to spend any money with you.

I still believe that customer service is the new marketing. And taking it a step further, the entire customer experience is your best marketing.

 

————- 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.  XTRAcreditsVT.com coming this summer will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

More About Shep Hyken:

Shep Hyken

Shep Hyken is a customer service expert, keynote speaker and New York Times bestselling business author. He has most recently joined the team at XTRAcredits as a curriculum developer and Subject Matter Expert. For information contact or www.hyken.com. For information on The Customer Focus™ customer service training programs go to www.thecustomerfocus.com. Follow on Twitter: @Hyken

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advice-from-grant-cardone-at-xtracredits

Advice from Mr. Positive – Grant Cardone

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advice-from-grant-cardone-at-xtracreditsby Grant Cardone

Look, to be a positive person, you need to have a smile, good posture, light in your eyes, and interest in the person you are interacting with. Your attitude is your mental disposition in life—your feeling or position to another or a thing. Your attitude can be bad, neutral, good, or great. There is only one attitude you should have to sell—a great attitude. You can’t deal with bad, neutral, or even good. Your paycheck is dependent on this one thing. Your attitude is that x-factor, and it’s very difficult to measure. It’s critical to your life, and particularly critical for selling. You want people calling you “Mr. Positive” or “Ms. Positive”.

It’s not too difficult to be positive once, but how do you stay positive over hours, days, weeks, or your whole life? Your attitude is determined by your thoughts. Your thoughts are determined by the content of your mind. The content of your mind is determined by your environment. The environment around you includes the Internet, TV, your friends, co-workers, and family. Where does your attitude come from and how do you keep it great?

Your body is a reflection of what you put in it and how you take care of it, and your mind is the same. Whatever is going on in your head is going to come out of your mouth. What comes out of your mouth had to come from what first came into your mind. Your mind got the content from somewhere. If you have angry content coming into your mind you will have an angry attitude. If you have apathetic, quit, give up, no solution content, you will have that kind of attitude. If you have positive, solution-oriented, can-do content coming in, you will communicate it when you are with customers.

Think, what is the content you have received since you woke up this morning?

I keep positive books in my house. I write my goals down each day. I record programs on TV so I can blow through all the negative stuff and control what I watch. I want to watch winners. Your life and your career depend on your attitude. You need to control your content. I stay positive by controlling the content of my mind.

18 Rules to live by and you will be positive:

  1. Be seen by others as positive.
  2. Act so positive that people have to ask why you are so positive.
  3. Use energy and enthusiasm in every action.
  4. “Wear” the attitude.
  5. Go “all-in” like you have unlimited energy.
  6. Be 100% in your expectations.
  7. Set your goals high.
  8. Drive yourself for more.
  9. Confront your fears.
  10. Allocate your time.
  11. Put your biggest challenge first.
  12. When in doubt, just do it.
  13. Be an over-achiever.
  14. Commit to yourself.
  15. Only blame yourself.
  16. Operate like your life depends on it.
  17. Act hungry.
  18. Be willing to do anything to close a deal.

Be a positive person today, and I also want to remind you that I know offer online courses at XTRAcreditsVT.com for you to purchase individually and earn professional developments credits to all those who want to skill up.

 

————- 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.  XTRAcreditsVT.com coming this fall will be offering on demand 24/7 access to online professional development courses for continuing education credit anytime anywhere.

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–GrantCardoneTV.com); 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 XTRAcredits.com

You can follow Cardone on Twitter @GrantCardone or visit http://www.GrantCardone.com.

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

Cardone Training Technologies, Inc.
Phone: 310.777.0255
Fax: 310.777.0256
Web: http://www.grantcardone.com

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fripp

8 Ways You Can Make Your Presentation A Success

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fripp2By Patricia Fripp

The day has come for your first big speech or presentation. You are feeling confident in your message and delivery. You’ve become an expert on your chosen subject, you know your presentation content, and you’ve rehearsed… what could go wrong? Perhaps you have overlooked a few final details? To guarantee your success, there are still a few final steps to take before you face your audience and thrill your boss, client, colleagues or meeting planner. Don’t overlook these pre-presentation strategies. Without them, you run the risk of derailing your confidence and your presentation.

1.) Check in early. Arrive early to check out the logistics of the room in which you will be speaking. Is there a platform? Where is it? Where will you be standing when you are introduced? How many steps for you to reach the lectern or center stage? Is the audience close enough to where you will be speaking to build intimacy? Is the light on you instead of the banner or the lectern if you are not standing behind it? Audience research proves if you put the sound up and the lights down the audience thinks they can’t hear.

2. Make friends with the stage. When the room is empty, walk on the stage and “block” your presentation, or plan where you are going to stand and when you are going to move during your speech. You do not want to distract from your message with unnecessary movement. Go through the outline of your talk. Imagine an enthusiastic response. The more time you spend in advance getting comfortable on stage the more you can relax and focus on the audience. This is what actors call “making friends with the stage.”

3. Set up a clock. Make sure you have a way to keep track of the time. To stay on track and on time, I’ve traveled with a large kitchen clock that I can view from a distance without glasses. Very few people know how long they have been speaking. If you are including Q & A, have a dramatic close or make sure the presentation has a “must-end-by” time. Scheduling this adds to your professionalism.

4. Familiarize yourself with the microphone. Do you have your preferred microphone – hand-held, lavaliere, or lectern? Practice talking into it. For a handheld, the proper placement is at chin level. Ask someone to walk around and check that you can be heard from all parts of the room. Make friends with the audio technicians. Make sure you are on time for your microphone check and thank them for their help when you have finished.

5. Double check any audio visual aids. If you are using a PowerPoint presentation make sure the equipment is working well. Are your PowerPoint slides in the right sequence? Do you have a remote control to change them? This way you can move around and are not chained to your computer. Consider changing your slide to black when you are not addressing what is on the screen. Is each slide visible and legible from the back of the room or auditorium? Are the talking points presented as a “build” or “reveal?” Remember, your visuals aids are a tool, not a crutch. They are there to add to your presentation, not distract from it.

6. Connect with the organizer or emcee. Be clear about who will introduce you, and where you will be during their comments. Will you walk on from the wings or up from the floor? Will you shake hands with him or her, or will they exit once you hit the stage and before the applause dies down. I recommend you nod and mouth, “Thank you.” If you are speaking at a banquet, check that you will have a clear path to the microphone without tripping over wires, chairs, or diners.

7. Provide a pre-written introduction. In advance, send your pre-written introduction to the person delivering it. Carry another two with you. Have it written in an 18-point, bulleted list. This is easier to read than paragraphs. Be sure your introducer knows how to pronounce your name correctly. It is a good idea to confirm they have the introduction and are comfortable with what is written. Make sure your introducer knows the introduction is prepared in a certain way to set the tone for your presentation.

8. Be your own warm up act.Connect with as many audience members as possible before you speak. When they see you are extending yourself they will return the favor of giving their attention. That only lasts a few minutes so make sure you grab their attention with a great opening.

Any speaking engagement or presentation can be intimidating. Staying focused on the positive impact of your presentation, preparing, and paying attention to these details will help you deliver the best speech possible.

————- 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.  XTRAcreditsVT.com 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 (http://www.fripp.com) 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 FrippVTCE.com (http://www.frippvtce.com). 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.
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association-value

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

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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.  XTRAcreditsVT.com 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.

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cardone_cfpboard

Grant Cardone offers Approved CE Courses at the CFP Board

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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 XTRACreditsVT.com.

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–GrantCardoneTV.com); 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 XTRAcredits.com

You can follow Cardone on Twitter @GrantCardone or visit http://www.GrantCardone.com.

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

Cardone Training Technologies, Inc.
Phone: 310.777.0255
Fax: 310.777.0256
Web: http://www.grantcardone.com

 

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Using DISC Styles to Build Teams that Work

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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.

THE NATURAL CYCLE OF TEAMS

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.

DIFFERENCES, NOT DEFICIENCIES

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 XTRAcreditsVT.com

————- 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.  XTRAcreditsVT.com 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:

sme_tony
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 XTRAcreditsVT.com 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 XTRAcreditsVT.com


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An Unparalleled Technique to Increase Sales – Be Specific

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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.  XTRAcreditsVT.com 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 (http://www.fripp.com) 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 FrippVTCE.com (http://www.frippvtce.com). 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.
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