salvation army connecting the dots 2-16-17...top performers who are they? the marines say the few....
TRANSCRIPT
Philanthropy Maximizers
William H. Crouch, Jr.CONNECTING DOTS
Top Performance
The Art of Asking
The School of Excellence
TOP PERFORMERSWho are they? The Marines say the FEW. And they are!• They stand alone. • They win by 31 lengths.• They change 4 tires in 18 seconds. • They fly at 650mph in tandem.
1980
Performers are measured this way
Year $Spent $Raised1 $1 $0.502 $1 $1.003 $1 $2.004 $1 $5.005 $1 $9.70
2017
Top Performers are measured this way:
• 120-150 Leadership Gift prospects in portfolio• 25% in Qualification• 25% in Cultivation• 25% in Pre-Solicitation of Solicitation• 25% in Identification or Stewardship
LEADERSHIP GIFTSExpectation of top performers in Leadership Gifts :
�80-150 prospects to be cultivated over 2 to 3 years�Leading to 30-45 asks each year�Yielding 10-15 gifts each year
THE WORLD IS MORE COMPLEX
John Stuart Mill (died in 1873)
• Economist • Political Thinker• Philosopher of Science• He was the last man to have known everything
TODAY
� 400,000+ Scientific Journals � Most information is only 15 years old� Avalanche of change and choice� 80/20 is now the 97/3� A new President
A FUNDAMENTAL ADJUSTMENT IS REQUIRED
How do we make decisions in this new era?
�We do this through understanding our emotional intelligence and our willingness to create new habits.
“Those who overcome others have strength. Those who overcome themselves are powerful.”
Chinese Proverb
THE ANSWER TO TOP PERFORMANCE
WISDOM
KNOWLEDGE SPEAKSWISDOM LISTENS
WISDOM COMES FROM…Who you hang out with
How you prioritize your lifeMastering good habits
Knowing your WHYCuriosity
Mentor you respectAccountability to yourself
OUR TOP PERFORMER ADVISORS
� Lew Humphrey: Top Gun Pilot (concentration)� Lisa Dyer: All-American Track Star (trust)� Phil Horton: NASCAR pit crew coach (pause)� Walter Gilbert: Plantation Owner (implementation)� Jim Wiseman: Toyota Executive (problem solving)� Jim Awtrey: CEO of PGA (overcoming mistakes)� Mike Scanlon: Applebee’s Franchiser (Sociability)� Mamie Sutphin: CEO RJR Foundation (celebration))
WISDOM ATTRIBUTES • Being resilient• Overcoming disappointment• Staying focused• Creating new habits• Operating with trust• Handling emotions• Relating to others• Solving problems
BUILDING CONFIDENCE
Wisdom plus knowledge builds confidence.
Reality: If I have the skill set (knowledge), but not resilience, appropriate assertiveness and self confidence (wisdom), I cannot close the deal!
(Arbinger Institute: Leadership and Self Deception)
The Difference
YYou can buy knowledge: You have to earn wisdom.
You have to determine if WISDOM is worth theInvestment!
THE TOP PERFORMER
FACT: The Top Performer is 400% more productive than others!
In the future, the Top Performers will follow four important awareness steps.
THEY KNOW THEIR WHYS
• Why – Simon Sinek
• Leading Edge – David Whyte
• Calling – Billy Graham
• Significance – Robert Cialdini
THEY COMMIT TO SELF AWARENESS
• Knowledge of tendencies• Managing emotions• Developing mindfulness• Assert their own needs• Empathetic to others• Ability to tell stories• Disciplined to create new habits
THEY USE TOOLS TO IMPROVE
• Concentration (canopy)
• Anxiety (breathing)
• Fear (mindfulness)
• Managing Stress (6 x 6 report)
• Nutrition (portions)
THEY DISCOVER THE PURPOSE OF OTHERS• To impact lives and contribute to society• To make things better• To do things the right way• To challenge the status quo• To build trusting relationships• To simplify• To create clarity• To seek mastery and understanding• To find a better way
PATHWAY TO TOP PERFORMANCE
My “WHY” Self Awareness
Adopt Important
Tools
Discover Donor’s
Why
Shorten Cultivation
Achieve Greater Results
WORDS OF WISDOM FROM GRANDDAD
• Make up your bed every morning.
• Never leave a dirty dish in the sink.
• Polish your shoes before you leave the house.
A Salvation Army Challenge� If you want to personally dive deeper into becoming a top
performer, using knowledge + wisdom, TO DO THE MOST GOOD, and…
� If you want to learn of more sources available to you to build personal confidence in Jesus’s name, and…
� If you, equipped with your spiritual edge, want to get in the tank with other sharks (top performing professionals) then…
GROW YOURSELF
� LISTEN TO GOD: BE STILL AND KNOW
� READ WIDELY
� DEVELOP TRIGGERS TO NEW HABITS
� TREAT YOUR BODY AS THE TEMPLE OF GOD
And never forget!
“If you will be my witnessI will give you power”
