focused leadership final

Focused Leadership

This presentation and all associated material ©2011, Focused Leadership Training, Inc.

Outline

• The Credibility Connection

• Basic Concepts of Focused Leadership

• Special Presentation interview

• Additional Comments on Following Up

• Bonus Presentation – Applying Focused

Leadership to Everything!


Credibility Connection

• Two Groups of People in this World.– Those You Know– Those You Don’t Know

• Each group has advantages and disadvantages and is important to your business’s growth.

• Let’s look at each group a little deeper.


People You Know

• More Credibility

• More comfortable

with this group

• More likely to sell your

product or convince

them of your ideas.

• Smaller Group

• Smaller Profits

Advantages

Disadvantages


People You Don’t Know

• Larger Group

• Higher Profit Potential

• More Visibility

• Less Credibility

• More Difficult to Talk

to

• More Difficult to Sell to

Advantages

Disadvantages


Bridging the Gap

Unless the people you know, know some of the people that you DON’T know.

Getting the people you know to introduce you to the people you don’t know.

That’s where Focused Leadership comes in.


Focused Leadership

• Focused Leadership helps you do two things:– It helps you identify your network, or “Circle of

Influence”. • Finding out who YOU know, and who THEY know.

• Putting your Credibility Connection to work.

– Gives you a clear path for moving forward with your network, once it is identified.• Identification vs. Implementation


Before We Begin…• Print out the chart found in the Supplementals PDF.

• Also get a pad of paper for taking additional notes.

• <Pause this presentation until you are ready>

• Be prepared to answer some questions and fill the chart out with your information.

• You need to be ready to jump into action before proceeding.

• <Pause this presentation until you are ready>


Identifying your network!

• Fill out the top box with your information.

• List 8-20 people you know, most admire and want to

do business with.

• Pick your top 5 individuals to work with.

– Friendly, Self-Starters

• Fill out the top five bubbles with their information.


Terminology

• Top Five = “First Level” to you

• All the people under each “First Level” = Their “Leg”

• Upline/Downline = All the people above/below an individual



• Focus on one leg at a time.

– Exhaust each first level name to discover relationships

down as many levels as possible.

– Go as deep as possible before moving on.

– Make a note of every connection you find.

• Only after exhausting each leg do you move to the

next one in turn.


Filling Out Your Chart

• With your Top 5 filled out, pick one person to start with.– Pick the person:• You know most about• Has the largest group of friends, and/or• Has the best leadership skills.

• Pause as needed• Use the chart provided and look at our chart

as a guide to filling out your chart. This presentation and all associated material ©2011, Focused Leadership Training, Inc.

John Smith(000) 000-0000

Other information to add here:E-mail address, fax number, etc…

Mary Jones(111) 111-1111

Gary Brown(222) 222-2222

Phil White(333) 333-3333

Bob Black(444) 444-4444

Charlotte Green(555) 555-5555

Tellers (5)Get Names

Mike Baker(brother)Chef

Son in Little League

Wife Sings in Choir

Neighbor (Surgeon)

BridgeClub (3)

Pastor @Church

Grandson Lawyer

1 in Scouting

Friends w/ Mayor

Volunteer at HSBob (best friend)

Director and wife

Seminary Alumni



• Ask probing questions to dig deep in to each leg of your chart.

• Improvise and adapt to your prospect’s answers and the avenues these lead you to.

• No set of questions is applicable for every prospect, so stay on your toes and pay close attention for clues to possible connections.


John Smith(000) 000-0000

Other information to add here:E-mail address, fax number, etc…

Mary Jones(111) 111-1111

Gary Brown(222) 222-2222

Phil White(333) 333-3333

Bob Black(444) 444-4444

Charlotte Green(555) 555-5555

Tellers (5)Get Names

Mike Baker(brother)Chef

Son in Little League

Wife Sings in Choir

Neighbor (Surgeon)

BridgeClub (3)

Pastor @Church

Grandson Lawyer

1 in Scouting

Friends w/ Mayor

Volunteer at HSBob (best friend)

Director and wife

Seminary Alumni


Special Presentation

Focused Leadership Interview

With

Mark and Karen


KarenOther information to add here:E-mail address, fax number, etc…

Sara

Scott Sandy Joyce

Martha

GroceryStore

Sons (3)

3 Friends

Therapist

Chamber of

Church

College

Other Churches (2)

3 fellow employees

Rest Homes (40-50)

CommercePatients / Family

(1 is Kevin)

Diet Program(get more info)


(Central WA)

Neighbors (2-4)

Turning a “No” into a “Yes”

• Let them see how they fit into your

organization.

• Ask to talk to some of their connections.

• Ask if they want their prospects under you or

them.

• Teach others to succeed.


Planning with Focused Leadership

• Put your chart up where you can see it each day.

• Look at who you have to work with and then… work

with them!

– Bring along support, if you feel you need it.

– Show them where they fit in your organization.

– Build your organization by building theirs.


Tracking Your Progress

• Make sure to give your prospect a copy of this chart to build on and expand.• On you copy, use a red pencil to track their progress:

– Mark a vertical line on one end of their name, just as a mark to show that they have been given a presentation.

– When she (or he) signs in and buys a product, draw a horizontalline across the top of her name.

– When she has sponsored some people and has a downline, youdraw a vertical line on the other end of her name.

– When she has received her first paycheck, you would draw aline across the bottom.

– Eventually there will be a red box around her name, and thenyou know you’ve completed the major things that you need to do.

• Hang the chart on the wall so you can instantly see how many red boxes you have and if there is a red box that isn’t complete.– You will instantly know what work needs to be done with any one of your prospects, so you

know WHAT to do with them and WHO to talk to them about.• Prospects who come to your office will see their chart on the wall with one or two

lines around it. This can be a great motivator and planning tool.


Focused Leadership

• Focus on being a leader.

• Keep working the program

• Do more than just one chart


Focused Leadership

• Focus on being a leader.

• Keep working the program

• Do more than just one chart

• Continually expand.

• For more information:

• Read the Supplementals PDF (But always

remember to listen and improvise.)


Good luck… and Stay Focused!


Stay Tuned for Bonus Material

Stay Tuned for Bonus Material

Bonus Material

• Your Circle of Influence can be used for

many things.

• We’re just going to go over a few

possibilities.


• A Letter of Recommendation, is very much like Focused

Leadership.

• Do your homework and sit down with the same outline and

write down their names. Go through the same questions and

find out all the contacts that person has.

• Don’t forget his competitors are a good source for contacts.

• Be creative with the questions you ask.

• Ask for an introduction.


Job Search

More Ideas…

• Now, you can kind of see where this is going… Two more quick examples:

– Politics

– Dating


wait

Most Importantly…

Explore!

and

Have FUN!


focused leadership final

Business

focused leadership training

associated material

wifethis presentation

bonus presentation

tothis presentation

best leadership skills

groups of people

credibility smaller