Jim Cathcart's new TV series debuts on TSTN!
Dish Network features TSTN, The Success Training Channel, and it is also available on the web via this link. There is a special seasonal discount right now for new subscribers.
This exciting new show has 12 half hour episodes covering the following topics:
1. Relationship Selling: Managing relationships as business assets.
2. Reputation Management: Reputation Creation, Expansion and Management.
3. The Metrics of Sales Success:
What to measure and how, Behavioral Economics, Doing what pays off.
4. The Eight Competencies of Relationship Selling.
5. UpServing for Greater Sales:
Increasing satisfaction in order to increase transactions.
6. Enlisting Everyone in Selling (Sustaining a Sales Culture):
gaining full cooperation and involvement in sales.
7. Face to Face Selling- Confirming the Sale:
Presentations, Persuasion and Communication.
8. i-Contact Skills for Today’s Digital World:
(alternatively: e-contact Skills)
9. Sales Negotiation:
10. Selling to the Differences in People:
11. Selling In Fast Times- (The Time Value of Action):
How to sell when change is faster than you are.
12. Sustaining the Selling Mindset (Think Sales):
Thoughts shape actions, certain mindsets generate sales; others restrict sales.
Follow the link by clicking on the TSTN banner above or just go to TSTN on the web to access this and many other great shows on this exciting new channel from Splash Network.
Let us know how you like the show and any suggestions you have for making it even better.
Wednesday, September 20, 2006
Inaugural Summit generates Rave Reviews!
101 Leaders Summit - 2006
for Non Profit & Charity Leaders
Date: September 8, 2006
Venue: Sherwood Country Club in Thousand Oaks, CA
Event Summary
The 101 Leaders Alliance, founded in 2003 by Jim Cathcart, recently held it first Leadership Summit to rave reviews!
The 2006 Summit gathered a diverse representation of 70 people from regional businesses, charities, schools, government and community services and professional services.
The "Three Pillars of Content" : Presenters introduced ideas and dialogue to inspire new attitudes and new approaches towards -
1) generating more revenue, 2) building greater support and 3) developing your leadership team.
Attendee Comments
The following comments were made by attendees during a casual focus group following the event:
“The event maintained a good pace and was high energy.”
“I was excited at the magnitude of the content.”
"It was impressive that NBC News sent a video crew to cover the event."
“There was a good mix of head & heart.”
“Presentations stayed focused and high level.”
“The panelists were fabulous.”
“I discovered what great resources exist in our community.”
“Good practical sharing and exchanging of ideas.”
“Great venue and flow of activities.”
"The food was delicious!"
“Good networking opportunity.”
" I need a bigger hat for all the new information in my head."
" The gifts, books, and CDs we received all day made it even more fun."
" The event ended exactly on time. How did you do that?"
" Everyone got a chance to participate and you listened to our input."
Attendees
Thank you each for your active participation...
805 Living Magazine
A.G. Edwards
Alliance for the Arts
American Heart Association
Biola University
Boys & Girls Clubs of Conejo & Las Virgenes
Cal State Univ. Channel Islands
California Lutheran University
Casa Pacifica
Cathcart Institute, Inc.
Christian Foundation of the West
Chrysalis
Conejo Las Virgenes Future Foundation
Crescendo Interactive
Cupid's Coach
Frumi & Associates
Go Be Do Productions
Herzog Wine Cellars
Hoefflin Law
Infinite Strategies Coaching
Interface Children & Family Services
Kruse Design Services
Lefko Group - Facilitators
New West Symphony
Our Redeemer Lutheran Church
Patrons Association of LA VC
Principle Based Enterprises
Rotary Club - Conejo Valley Centennial
Senior Concerns
SEV YMCA
Simi Valley Buick
Sonic Ventures
Stirling Behavioral Health Institute
Structure Development, LLC
The Ackert Advisory
The Jewish Federation Valley Alliance
United Way Ventura County
Ventura County Community Foundation
Ventura County Sheriff's Department
Presenters
Thank you each for your valuable insights and contributions...
Sheriff Bob Brooks
Ventura County Sheriff
Jim Cathcart
Professional speaker & author
Founder of 101 Leaders Institute
Marty de los Cobos,
VP for University Advancement,
California State University Channel Islands
Art Hobba
President of Principle Based Enterprises,
Organizational Development Specialists
Mark Lefko
President of Lefko Group
Specialists in Off-site Corporate Retreats
Linda Livingstone,
Dean, Graziadio School of Business & Management,
Pepperdine University
Charles Maxey
Dean, School of Business
California Lutheran University
Hugh Ralston
President, Ventura County Community Foundation
Charles Schultz
President of Crescendo Interactive,
Total Planned-Giving Solutions
Jeff Tanenbaum
Professional Fund Raiser & Business Coach
Partner in 101 Leaders Summit
for Non Profit & Charity Leaders
Date: September 8, 2006
Venue: Sherwood Country Club in Thousand Oaks, CA
Event Summary
The 101 Leaders Alliance, founded in 2003 by Jim Cathcart, recently held it first Leadership Summit to rave reviews!
The 2006 Summit gathered a diverse representation of 70 people from regional businesses, charities, schools, government and community services and professional services.
The "Three Pillars of Content" : Presenters introduced ideas and dialogue to inspire new attitudes and new approaches towards -
1) generating more revenue, 2) building greater support and 3) developing your leadership team.
Attendee Comments
The following comments were made by attendees during a casual focus group following the event:
“The event maintained a good pace and was high energy.”
“I was excited at the magnitude of the content.”
"It was impressive that NBC News sent a video crew to cover the event."
“There was a good mix of head & heart.”
“Presentations stayed focused and high level.”
“The panelists were fabulous.”
“I discovered what great resources exist in our community.”
“Good practical sharing and exchanging of ideas.”
“Great venue and flow of activities.”
"The food was delicious!"
“Good networking opportunity.”
" I need a bigger hat for all the new information in my head."
" The gifts, books, and CDs we received all day made it even more fun."
" The event ended exactly on time. How did you do that?"
" Everyone got a chance to participate and you listened to our input."
Attendees
Thank you each for your active participation...
805 Living Magazine
A.G. Edwards
Alliance for the Arts
American Heart Association
Biola University
Boys & Girls Clubs of Conejo & Las Virgenes
Cal State Univ. Channel Islands
California Lutheran University
Casa Pacifica
Cathcart Institute, Inc.
Christian Foundation of the West
Chrysalis
Conejo Las Virgenes Future Foundation
Crescendo Interactive
Cupid's Coach
Frumi & Associates
Go Be Do Productions
Herzog Wine Cellars
Hoefflin Law
Infinite Strategies Coaching
Interface Children & Family Services
Kruse Design Services
Lefko Group - Facilitators
New West Symphony
Our Redeemer Lutheran Church
Patrons Association of LA VC
Principle Based Enterprises
Rotary Club - Conejo Valley Centennial
Senior Concerns
SEV YMCA
Simi Valley Buick
Sonic Ventures
Stirling Behavioral Health Institute
Structure Development, LLC
The Ackert Advisory
The Jewish Federation Valley Alliance
United Way Ventura County
Ventura County Community Foundation
Ventura County Sheriff's Department
Presenters
Thank you each for your valuable insights and contributions...
Sheriff Bob Brooks
Ventura County Sheriff
Jim Cathcart
Professional speaker & author
Founder of 101 Leaders Institute
Marty de los Cobos,
VP for University Advancement,
California State University Channel Islands
Art Hobba
President of Principle Based Enterprises,
Organizational Development Specialists
Mark Lefko
President of Lefko Group
Specialists in Off-site Corporate Retreats
Linda Livingstone,
Dean, Graziadio School of Business & Management,
Pepperdine University
Charles Maxey
Dean, School of Business
California Lutheran University
Hugh Ralston
President, Ventura County Community Foundation
Charles Schultz
President of Crescendo Interactive,
Total Planned-Giving Solutions
Jeff Tanenbaum
Professional Fund Raiser & Business Coach
Partner in 101 Leaders Summit
How To Generate More Net Revenue
"It is not what you bring in that counts, it is what you keep when it's over." Jim Cathcart
1. To maximize revenues: 1) generate more gross revenue, 2) incur less
expense, and 3) reduce the work required to produce the revenue.
2. Plan with net revenue in mind, by doing a bottom-up budget. Add your
least acceptable net revenue goal to your expenses to arrive at your
gross revenue goal. Then set a stretch goal. Remember, with
expenses set, everything over your target will go directly to the bottom
line.
3. Consider all expenses: product costs, people costs, lost opportunity
costs (what could have done instead?),
direct costs, indirect costs, and more.
4. Ask, "what sponsors might be willing
to pay this expense for us, or provide
these resources to us at no cost?"
5. Break larger revenue goals into smaller
pieces To raise one million dollars you can get: one million dollar
donor, two half million donors, four quarter million donors, or even one
million one dollar donors. Which is the best approach based on your
situation, your skills and your resources?
6. Consider all of your revenue opportunities and select those that are
aligned with the goals, mission, values and strengths of your
organization, including its resources. Revenue opportunities include: a
raffle, a silent auction, a live auction, a membership offer, an enrollment
event, a subscription, a monthly pledge, a bequest or endowment, a
naming opportunity, a sponsorship for others who are in need, a
scholarship, etc.
7. Determine the value of “silent auction real estate” by dividing your
revenue goal by the
number of items intended
for the event.
Communicate this to your
procurement committee
for more effective results.
8. When procuring items for silent and live auctions, consider the
adjusted value of the items after any consignment costs.
9. Consider all direct and indirect costs when pricing a product or service.
A $400 painting that requires $150 for framing, someone's time for
handling is no longer a $400 item. Price it accordingly with the "profit"
added on.
10. Don't try to do it all by yourself. Ask constantly, "who else could do this
for me/us?" Multiply yourself through others. None of us is as strong or
as smart as all of us. Dividing up goals also makes them less daunting
and more achievable.
LEADERTIP SHEET #4
www.101leaders.com
© 2006, 101 Leaders Institute
1. To maximize revenues: 1) generate more gross revenue, 2) incur less
expense, and 3) reduce the work required to produce the revenue.
2. Plan with net revenue in mind, by doing a bottom-up budget. Add your
least acceptable net revenue goal to your expenses to arrive at your
gross revenue goal. Then set a stretch goal. Remember, with
expenses set, everything over your target will go directly to the bottom
line.
3. Consider all expenses: product costs, people costs, lost opportunity
costs (what could have done instead?),
direct costs, indirect costs, and more.
4. Ask, "what sponsors might be willing
to pay this expense for us, or provide
these resources to us at no cost?"
5. Break larger revenue goals into smaller
pieces To raise one million dollars you can get: one million dollar
donor, two half million donors, four quarter million donors, or even one
million one dollar donors. Which is the best approach based on your
situation, your skills and your resources?
6. Consider all of your revenue opportunities and select those that are
aligned with the goals, mission, values and strengths of your
organization, including its resources. Revenue opportunities include: a
raffle, a silent auction, a live auction, a membership offer, an enrollment
event, a subscription, a monthly pledge, a bequest or endowment, a
naming opportunity, a sponsorship for others who are in need, a
scholarship, etc.
7. Determine the value of “silent auction real estate” by dividing your
revenue goal by the
number of items intended
for the event.
Communicate this to your
procurement committee
for more effective results.
8. When procuring items for silent and live auctions, consider the
adjusted value of the items after any consignment costs.
9. Consider all direct and indirect costs when pricing a product or service.
A $400 painting that requires $150 for framing, someone's time for
handling is no longer a $400 item. Price it accordingly with the "profit"
added on.
10. Don't try to do it all by yourself. Ask constantly, "who else could do this
for me/us?" Multiply yourself through others. None of us is as strong or
as smart as all of us. Dividing up goals also makes them less daunting
and more achievable.
LEADERTIP SHEET #4
www.101leaders.com
© 2006, 101 Leaders Institute
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