Jim Cathcart's Blog

My Blog has migrated! to http://cathcart.com

2009-01-03T16:34:00.000-08:00

By Jim Cathcart

During December 2008 I converted all of my blogs and websites to ONE comprehensive new website/blog at http://cathcart.com. Or just type in "cathcart.com" and most browsers will take you there.

The new site has 138 blog posts on it (all of the older ones plus some new ones) and

it has over 50 pages of data, lists, photos, video clips and links for you.

Please explore it and let me know what you think. I'm eager to make it the perfect resource for you and self-expression vehicle for me.

Email me your comments at jim@cathcart.com.

Have a very happy 2009!

In the Spirit of Growth,

Jim

Motorcycling Mulholland Highway

2008-12-20T15:43:00.000-08:00

By Jim Cathcart

This week the 10th annual Tiger Woods Chevron World Challenge Golf Tournament is being played here at Sherwood Country Club and after a morning workout followed by roaming the golf course with the players I decided to go for a motorcycle ride. A day of self-indulgence, Ahhhhh. Life is sweet.

I recently bought a FlipVideo Mino video recorder. It's small enough for a pants pocket and has a mounting clip for my motorcycle's handlebars. Plus it records sound and self-focuses and adjusts for lighting. It's perfect for what I did today.

I mounted it to my motorcycle, first on the back for a rear view and then on the front as I rode through Sherwood and Decker Canyon Road and up to Mulholland Highway. I then rode to The Rock Store, the famous motorcycle cafe hangout where all the movie stars like to congregate. Jay Leno is a regular there. Here's a photo of him that I took with my phone when he drove up in a Deusenberg one Sunday. Followed by a shot of the typical gathering of bikes there.

Well today I affixed my trust FlipVideo to my bike and took off to ride my favorite roads. I've uploaded a portion of the ride to YouTube so you can see what it looks and feels like from the cockpit of my FJR1300 on a typical solo ride. (I ride slower with a back seat passenger.) On this ride I rode slower in the curves when there was shade because the road was wet & cold there.

Above is a Yamaha factory photo of my bike.

Anyway, it was a great ride and I hope you get a bit of the joy that I experienced today by watching this 4 minute video.

Hope you enjoy it.

Heartbreak Hiking Fools on Lang Ranch Trail

2008-12-03T10:18:00.000-08:00

By Jim Cathcart

In an earlier post I mentioned my hiking habit. The title was "In Praise of Mountain Hiking". Well, my group is called "The Heartbreak Hiking Fools" after one of our least favorite and most pain-inducing hikes on Heartbreak Trail.
Today we hiked Lang Ranch trail, aka Phelan's Pholly (after Des Phelan who found the trail first).

Yesterday I bought a new FlipVideo camera and took it along today to capture the trail, the level of exertion and the group.
Here is the video, with 16 short pieces strung together without transitions. You'll notice the abrupt changes in scenery.
The entire hike to the top took me 36 minutes and 23 seconds but the video is only about 7 minutes long. I hope you enjoy it.

Read my earlier blogpost if you want to form your own hiking/biking/exercise group. It has many good ideas for how you can create a group that requires very little maintenance yet lots of fun.

www.cathcart.com

Motivation: Boys & Their Toys

2008-11-25T13:20:00.000-08:00

By Jim Cathcart

What motivates you?

Last weekend I rode my motorcycle, a Yamaha FJR1300, from Thousand Oaks, CA to Phoenix, AZ and back. I was there to attend a conference of the National Speakers Association. I'm a past president of NSA.

The motives that caused me to attend were:

The need to stay up to date on developments in professional speaking
Concerns about the economy and seeking ways to deal with it
A desire to spend time with my trusted colleagues and friends
and an excuse to go for a long motorcycle ride. (Probably in that order.)

I met with publishers, speakers, authors, internet marketers, trainers and humorists. We all compared notes on what we were doing differently in this volatile marketplace. It was well worth the trip.

While attending this event I got in 17 hours of motorcycling (much of it across the vast Coloradoan Desert), borrowed the guitar from cowboy guitarist Doug Smith, and played about twenty oldies songs for my colleagues at one of the dinner events.

I also met with my buddy John Schaefer and got to see his Titan Custom motorcycle. Take a look at these photos! His bike cost more than twice what I paid for my first home!

Mine is the blue Yamaha, his is the extreme custom. I don't know whose Lamborghini that is but I'm grateful for the eye candy of having it there.

No, I didn't ride in my business clothes, and I'm not telling you this story to brag. Well, not completely anyway. What I want you to notice is how much fun I was able to have while attending a business conference. You can do the same in your own way.

Look at the events you have coming up: business meetings, outings, projects to work on, assignments to complete, etc. Then ask yourself, "How could I incorporate a little fun into the experience?" (And maybe save some money at the same time. My ride cost me hundreds less than a plane trip with all its attendant expenses.)

Could you do the work in a more enjoyable place?

Could you involve some other people in the experience to increase your learning or ease your workload or change the nature of your experience? (I once had a book to read for work and my sister and I read it aloud to each other alternating chapters. We both learned and it was more fun.)

Could you combine your workout with a needed discussion, maybe meet a colleague for a run or visit to the gym?

Are there some uncommitted times available for you to insert a bit of fun into your work?

Would it help for you to take the long road to the event so that you get some "windshield time" afterwards in which you can reflect on what you've learned?

Is there a free evening where you could go to dinner with new friends or colleagues and build some relationship assets?

The key to all of this is for you to be pro-active. It only gets better when you decide to make it so. Now, get out there and have fun...whistle while you work.

P.S. Stay tuned to www.cathcart.com for the big changeover. We will be converting my website and my blogs into ONE new website with blogs and videos galore.

CanDoGo motivational video clips

2008-11-18T14:09:00.000-08:00

By Jim Cathcart

Last year I joined with Tom Hopkins, Tony Alessandra, Patricia Fripp and many others to contribute short video and audio messages to CanDoGo.com. This is a website that, at that time was selling training and motivation clips to be included into a company's sales management software. The idea was to have brief idea clips from top sales trainers at your fingertips.
Well, I have some exciting news. CanDoGo is now free!

Yep, they have decided to change their revenue model and to offer their messages for free. Check them out and let me know if I can help you to further improve your own skills or motivate your team to more innovation and initiative.
Jim

Here is the message I received from Michael Norton this week:

"I want to help you win:

CanDoGo’s exclusive Expert Sales, Leadership and Motivation Advice is now free!

That's right, free advice from Zig Ziglar to turn temporary setbacks into new successes. Free advice from Tony Parinello in reaching the Very Important Top Officer. Free advice from Dr. Tony Alessandra on building relationships and from Jill Konrath on selling to big companies. Free advice from Tom Hopkins. Free advice from Dr. Denis Waitley. Free advice from Andrea Sittig-Rolf, from Keith Rosen and from dozens of other experts.

CanDoGo offers more than 10,000 short, concise pieces of advice in video, text, and audio from over 150 of the greatest leaders, authors, speakers and motivators. Tips on leadership, motivation, sales techniques, networking, negotiation and much more, all there at your fingertips right now to achieve, succeed and thrive.
Visit the redesigned www.candogo.com. No registration required. Find what you need and plug it right into your workday. Forward the tips to your friends and family.

Everyone can benefit. Tell your friends and colleagues. Why not forward this email to them?

Enjoy, and best wishes on your road to success!

Michael Norton

Founder and CEO, CanDoGo

Rethinking: 10 Strategies for a Challenging Era

2008-10-20T15:34:00.000-07:00

By Jim Cathcart

In October of 2008 our markets and institutions experienced a permanent shift. That's twice now since the Millennium that the game has changed. On September 11, 2001 I was shocked into the awareness that not only had we experienced a tragedy of epic proportions, we had also experienced a permanent shift in our daily life and business patterns. Never again could we trust at the level we had trusted before. That was true for our military and domestic defenses and now we find it true for our economy.

Now is a time for us to rethink virtually everything.
We have entered a challenging era, one in which previous assumptions about what was safe and what would work are no longer reliable. We must increase our scrutiny of our businesses and our lives before some government agency does it for/to us.

Here are 10 areas worth re-examining:

The value we deliver to our customers. What do they really get by doing business with us? Is the cost worth the outlay or can we make it more valuable to them without unduly increasing our cost of delivery? How can we increase their satisfaction right now? I call this "Up-Serving", looking for ways to be of more service without more cost.
The customers and markets we are pursuing. Is there another group or subgroup that could benefit from and afford our offerings? Are we seeking the optimum consumers of our services? Can we offer more or different products/services to our existing customers? Should we be pursuing customers who were never on our radar before?
The safety of working here. Is this a place where workers can relax in the assurance that we are looking out for them as well as our owners? Do we seek ways to show our people how much we value them? Do they truly know that they are appreciated? Do we listen to them, really? Do we protect them?
The margin of profit from each of our endeavors. Are we truly spending $100 time on $100 activities or do we often expend prime time on low payoffs? Let's become more efficient and more effective simultaneously.
The attitude we show day to day. People who work with us and buy from us are acutely aware of our own fear or confidence. We need to be intentionally and consciously building optimism and inspiring innovation. The only posture to operate in during challenges is Proactive & Positive. We need to be watching for ideas and opportunities on every front, especially from our own workforce.
Sales efforts from every level. Nobody is exempt from sales efforts unless they plan to leave the organization. At times like this we need every clerk, assistant, technician, accountant, machine operator, driver, courier and cook to be "Thinking Sales." How and where can we see an opportunity to help someone else at a profit? All of us circulate in the world and become de facto ambassadors for the company. That means we are walking sales reps even though we may never make a sales presentation, nor ask anyone to buy. Let's train everyone to recognize sales opportunities and show them how to pass along the leads for our best responses. Incentives will help too.
Our own work patterns. What worked last year may not work next year. We may have to begin doing some things we thought we had outgrown. It may be that we will need to re-ignite some old practices in order to generate new business. What time each day does your truly productive work begin? What do you regularly spend time on that has a low payoff value? Where is the highest and best use of your time?
In what ways are we "spoiled"? Have you grown accustomed to certain luxuries or freedoms on the job that no longer make sense? What items that were once goals & dreams have you lately come to consider as entitlements? Lean and mean is the need right now. Roll up your sleeves more often and do what must be done.
Our primary relationships. Everything we do is done through others on some level. When we change the nature or mix of whom we spend our time with, we also change our results. Give some strong consideration to who you'd benefit from associating with and who might be holding you back. Cut back on the limiting relationships and increase the high payoff ones. (See my other posts about Relationship Intelligence).
Our expenditures. This is where most organizations begin their reactions to challenges. But most organizations don't do very well. Those who thrive in tough times are the ones who realize that nobody ever saved their way to more income. You don't increase sales by cutting expenses, you do it by increasing the payoff from each expenditure. Look for ways to increase high payoff expenses and eliminate low payoff expenses. Ask what items and efforts could be re-purposed toward sales.

The biggest challenge in meeting tough times is MINDSET.

As FDR said, "the greatest thing we have to fear is fear itself." Mindset is the beginning point for all behavior. We must cultivate an abundance mentality: there is opportunity out there and we will find it. We don't have to fear our competition, we simply need to value and serve our customers. We needn't worry about customer's being loyal to us, we will begin by being more loyal to them.

The second challenge is SKILLSETS. We must assure that everyone obtains the skills they need in order to:

increase sales,
improve service,
identify opportunities,
generate innovative solutions and
sustain optimism.

You don't just become better by deciding to. You must have the training, information and inspiration to do so.

The third challenge is SYSTEMS. We must systematize processes and set standards that cultivate the right habits for success.

When we do these things, challenge will be our friend. Let me know how we can help you communicate these messages, train people in these skills and refine the systems needed to make success a habit, even in tough times.

Jim Cathcart

www.cathcart.com

Storytelling to Teach Success Principles

2008-09-16T15:03:00.000-07:00

By Jim Cathcart

I recently spoke at the National Speakers Association convention in New York City to about 200 of my peers on the subject of using stories from your own life experiences to teach the lessons in your speeches and seminars.

It was just over 9 minutes long and is presented here for your enjoyment.

Feel free to pass this along to others.

Drop me a note once you've seen it and let me know if ever I can help you craft your own presentation or deliver a speech to your organization.

To schedule me for your group contact your favorite speakers bureau or contact my management team at info@cathcart.com.

To see all of my topics, video clips and books visit www.cathcart.com.

Sky Diving - Tandem Jump

2008-09-11T12:57:00.000-07:00

By Jim Cathcart
(See also the full action video link at the end of this post)

It seems that the "rites of passage" experiences have all found their way to my path.

Though I never had the "Middle-Age Crazy" phase I have nonetheless done all the ethical things that go along with that process. My regular readers already know that I'm into motorcycles, cars, rock and roll, and mountain hiking. Well, yesterday I added sky diving to the list.

What a day! After a brisk mountain hike with my usual crew (36:03 to the top), I joined my friends Neil & Louise Paton in their private plane, a beautiful Cirrus, and flew to Lompoc, CA for the sky diving.

The sky remained overcast for almost two hours (we flew in on instruments) but finally cleared enough for the jump. Louise got the tandem jump as a birthday present from Neil and they invited me to go along. So I called in and quickly reserved my own tandem jump with SkydiveSantaBarbara.com. In a tandem jump you just follow the instructions of your jump master (the guy directly behind you.) He pulls the rip cord and makes all the life or death decisions. (And believe me, you are aware that they are life or death decisions!)

We flew for about 25 minutes before the jump. Our jump started at 13,000 feet (the towns were microscopic from up there.) And we opened the chute at 5,500 feet. I jumped first and Louise and her partner soon followed.

My jump master was Victor and I was strapped and hooked to his chest. He wore the chute and reserve chute and he would be pulling the rip cord. My job was to keep my back arched against him and legs together and feet back...and pray. All of which I did with fervor. When they opened the side door on our little plane he said, "put your legs out the door and keep your feet back". The next thing I knew we were airborne! There was no decision point with the fateful query, "Are you ready?" We just jumped. And boy did we jump!

I kept my eyes closed as we exited but then forced them open once we were somewhat leveled off. The 120 miles per hour descent is truly forceful but there's no ordinary sense of falling. However, check out the cheeks (and the hair) in this photo! We flew for about a full minute and then opened the chute. As it jerked us to a slower descent I could see our cameraman below us, on his back falling toward the Earth still filming us! Then he opened his smaller chute and quickly landed and resumed filming us from the ground. I saw my friend Neil on the ground about 4,000 feet below us and shouted hello to him. He later said he heard me clearly.

Then my new best friend Victor guided us to the landing where we came to a cold stop just as smoothly as standing up from a chair.

Wow, no exertion, no impact, just standing up. I was impressed. The thrill was fabulous, the experience memorable for a lifetime, and the lesson?

Heck, I don't know. It was just a great thrill ride. I've wanted to do this all my life and now my bucket list is one item shorter, but then, they do have more jumps available....hmmmm.

I'll reflect on all of this later and share my thoughts with you. For now, please enjoy the story and photos. I'll see you soon.

www.cathcart.com

Tandem jump from 13,000 feet at Lompoc, CA with Skydivesantabarbara.com. The first minute shows me before the flight and as we ascend. The second minute is me free falling at 120 mph. The third minute is the cameraman opening his chute and landing, then it switches to his footage of me landing. 4:42 total time.

P.S. If you would like to see all 88 of my photos from the jump I'll be happy to send you a link to my Shutterfly account. Just drop me an email request.

B.F.O. - Blinding Flash of the Obvious

2008-08-31T15:57:00.000-07:00

By Jim Cathcart

I just returned from a motorcycle ride over the Santa Monica Mountains and along the length of Malibu. It's Labor Day weekend and tens of thousands were at the beaches. But I was lost in a world of thought. I've been pondering ways to describe more succinctly what it is that I do.

This is a process I've been involved in for three decades now. How do I explain simply and easily how I help others? I've tried "Business Growth Specialist", "Professional Speaker and Trainer", "Business Advisor", "Executive Coach", "Psychological Researcher", "Business Author" and simply "Consultant." But none of these quite clicked for me. All were accurate but none truly captured the whole picture.

Well today I had a BFO, a blinding flash of the obvious.

I'm a Motivation Expert.

For 31 years I've done motivational speaking all over the world, written 14 books on personal and professional development, conducted training on Relationship Selling and Customer Loyalty, owned a psychological research firm and collaborated with a team of researchers to help people understand how to make better choices in business and in life. I've earned every designation and award that a professional speaker could aspire to and yet, it has eluded me that I am and have been simply "A Motivation Expert." (duh!)

I know motivation better than most people because I've studied it for more than 35 years. I've also practiced it in direct applications with client companies and my own teams around the nation. I know and am known by all of the top experts in this field and have the professional credentials and body of knowledge to back it up. How do we miss these things?????

I've consulted with colleagues on hundreds of occasions and I seem to have a knack for defining what they do and how they can best communicate it. Why not for myself? I don't know, but I am humbly grateful for the insight God blessed me with this day.

Now, I can finally answer the question, "what do you do?"

I'm a motivation expert. I am an author, speaker, trainer, consultant and coach who focuses specifically on how to get people to do what needs to be done when it needs to be done whether they feel like it or not and still do it well. So I write books and articles, create training systems, deliver keynote speeches, conduct training programs, advise and consult with executive teams, and coach individual executives and top performers. I help them motivate themselves, their coworkers, their prospective clients and their families. I teach "Intelligent Motivation for a Challenging World."

(I just captured the domain name: "themotivationexpert.com" to stake my claim a bit more firmly.)

So, my friends whenever you need assistance in getting people (including yourself) to do what needs to be done, I'm your guy. I always have been, but now it's easier to explain it because I just noticed what the rest of the world has seen for decades. I'm a motivation expert.

Now, go out there and do something that matters. :-)

Jim

Three Blogs all with new posts

2008-08-31T11:14:00.000-07:00

By Jim Cathcart

Hey Folks, I've mentioned before that I have 3 Blogs now, and lately I've made some really interesting posts to each of them. Please take a look and drop me a note if you wish.

I am still exploring the best ways to get all the news out to all my friends and contacts.

High Value Relationships Blog: www.highvaluerelationships.net

New post about my article in this month's issue of Success Magazine.

Relationship Intelligence Blog: www.relationshipintelligence.net

New post about our visit to Colonial Williamsburg last week, with photos.

My personal Blog: www.jimcathcartsblog.com

That's this one. New entry about my being inducted in the "Legends of the Speaking Profession."

Thanks for reading and staying connected.

More is on the way!

Jim

www.cathcart.com

My direct email is jim@cathcart.com

"Legends of the Speaking Profession"

2008-08-27T15:09:00.000-07:00

By Jim Cathcart

Every industry has its ways of saying "I value what you do" to its members. In the field of professional speaking the awards include:

Certified Speaking Professional (CSP) - an earned designation from NSA, the National Speakers Association based on professional education and experience.
Speaker Hall of Fame (CPAE) - the Council of Peers Award for Excellence, bestowed by the Hall of Fame Board of Governors within NSA.
The Cavett Award - named for the founder of NSA, Cavett Robert. Given for a lifetime of unselfish service to the speaking industry in the spirit of its founder.
The Golden Gavel - given by the 230,000 members of Toastmasters International each year to one person they deem to be an example of speaking excellence.

I have had the great honor to receive all of these awards in my 31 years of professional speaking. And, this past weekend, I was honored by a group of veteran speakers at the "Veteran Speakers Retreat" with the award called:

"Legends of the Speaking Profession" - for a career of "creativity, improvisation, risk-taking and willingness to share."

It is a great affirmation of my contributions bestowed by the people I've known and admired these many years. Frankly, I'm a bit uncomfortable with the word "Legend" applied to me but grateful nonetheless.

Other "Legends" include: NSA's first president, Bill Gove, Charles "Tremendous" Jones, Cavett Robert, Jeanne Robertson, Larry Wilson, Don Hutson, Norman Vincent Peale, Earl Nightingale, Joe Batten and Dr. Ken McFarland plus around 30 more.

My wife, Paula, and I attended the Retreat in Hagerstown, MD, where by coincidence I had been the keynote speaker last year for the Chamber of Commerce's 80th Anniversary Banquet.

It was a special time spent with some of the speaking industry's top performers. True masters of their craft.

The inductees for 2008 were:

Jim Cathcart
Danny Cox
Ed Foreman
Mike McKinley
and posthumously-
Joe Batten
Dr. Ken McFarland.

I consider the other "Legends" to be much more worthy of that designation than I.

And, I'm really pleased to be counted among them.

For further information on this award contact Ed Helvey, a long time colleague and friend who coordinates the activities of the Veteran Speakers Retreat. His email is: ed.helvey@gmail.com.

I, too, now love New York!

2008-08-07T14:06:00.000-07:00

By Jim Cathcart

For the past week I've been in New York's famous Times Square at the Marriott Marquis hotel to attend the annual meeting of the National Speakers Association (3,700 members) and the International Federation For Professional Speakers (the worldwide network of associations for speakers.) Total attendance at this week-long event was around 2,000 (in a down economy!)

Here is what it looked like at the opening general session. By the way, the theme for the convention was "NSA Rocks!" and it really did.

The convention is the professional association's big yearly event where they offer several days of general sessions and breakout workshops on every imaginable topic related to speaking, training, consulting, coaching, performing, publishing, storytelling and communication in general. NSA is one of the best (certified via awards from ASAE and MPI) convention associations in the world.

As a past national president of NSA and recipient of its CSP, CPAE Speaker Hall of Fame and Cavett Award, I was involved from start to finish on boards, committees, panels, workshops, doing introductions, bestowing awards and giving presentations. But the highlight of the event for me was the "free night", Sunday. I and several of my colleagues got together to hold an "Informal Jam Session" in the Astor Ballroom. We brought guitars, keyboard, harmonicas, tambourines, ukeleles, flutes, songbooks and microphones.

Then for FIVE HOURS we rocked the room! I sang for most of the five hours and sounded like a frog the next morning. Many professional speakers joined in and displayed their impressive musical talents. Here are some photos for your enjoyment.

Those in the pix are myself and Patrick Henry, Alan Berg, Daniel Burrus and Rob Peck.

No, I don't want to live in New York City, but there are few places I've been where I've had this much fun!
Thank you NSA and New York.

Cathcart now has his own town!

2008-07-22T15:52:00.001-07:00

By Jim Cathcart

OK, everyone who has their own city or town please raise their hand.

Yep, that would be me holding up my hand.

Yesterday I got a fun envelope in the mail. My colleague Neil Dempster, a speaker from

Scottsdale, Arizona sent photos from his recent trip to Canada. He had driven through the tiny town of Cathcart, Ontario on his way to a speaking engagement.

Being the generous guy that he is, he searched for a place in Cathcart to buy a disposable camera so he could send me a picture. Seems they haven't grown quite large enough yet to have a place where one could buy a camera, so Neil drove to the next town and returned to take the photos you see here.

So, the next time you are in Ontario, Canada please stop in and tell the fine folks in Cathcart that I said "Hello". I plan to make a trek to Cathcart myself as soon as I can.

BTW, for those who are into genealogy and heraldry, Cathcart started as a place in Scotland.

It was a castle (Cath) by the Cart River in Glasgow. We went there years ago and traced our family roots. The family's motto is "I hope to Speed." (Me too.)

Happy travels everyone, may you discover your own town soon.

Jim Cathcart

www.cathcart.com

Am I Cool yet?

2008-07-15T16:59:00.000-07:00

By Jim Cathcart

I dug through all my old photo albums today for snapshots a colleague could use for the upcoming National Speakers Association convention, themed "NSA Rocks!"

It was an exercise good for the heart and the funny bone. Man, it's been a fun journey.

I hope you enjoy these blasts from my past and remember some similar ones from your past.

The top photos are me and Paula at the Ozark Folk Festival in Mountain View, Arkansas in 1970. The two below it are from 1968 showing me and my friend Bob Teague as "The Harper Brothers." We performed three nights a week at local bars and clubs around Little Rock.

The next photo is Jim Jr. at about 2 years old with Paula. Obviously being programmed by us to play the guitar.

Then I found this photo of Jim Jr.'s son Jason looking at his future. Guitars seem to run in the family because we make sure to pass along the passion as well as the skills.

Next we fast forward to 1989 when I was the president of the National Speakers Association. At our Dallas annual convention I rode into the foundation fundraiser party on a motorcycle, dressed in an Elvis outfit! Then I got on stage and sang "Happy Birthday Sweet 16" to NSA.

Who says business has to be boring?

I've had a lifelong love of motorcycles. My first big bike was this BMW R69US that I bought new in 1968. Today it would be a collector's dream. Then in 1995 I had a Kawasaki Vulcan 1500 and my sister photographed me in front of the Hard Rock Cafe near my La Jolla office.

Life is sweet and I've been amazingly fortunate. Thank God for all my blessings. And thank you for indulging my ego. Am I cool yet? (Or does asking that question eliminate the possibility of being cool?)

Now what do we do?

2008-07-13T12:24:00.000-07:00

By Jim Cathcart

I've experienced a nice new mini-trend lately. At the end of my keynote speeches at conferences in Aspen and Orlando the client had scheduled an implementation session.

In Aspen they took an hour working at small roundtables to allow the 300 people to discuss the ideas covered in my keynote and make note of what they will do to apply the ideas. This was facilitated by their company leaders and each table reported their best ideas. The recording and notes from this session were posted along with my keynote and slides on the company's website for everyone to download or review, even those who didn't get to attend the meeting.

My next client, in Orlando, assembled a panel of seven company leaders onstage after my speech. For the next hour I facilitated a discussion of the specific steps and key points that the 680 person audience needed to apply to get full value from my message. Then my speech and notes were posted online for the entire company to review.

In both cases my topic, Relationship Intelligence (tm)- how to create & grow High-Value Relationships, was vitally important to the company and they wanted to assure that my listeners truly applied the message after the convention. All it took to orchestrate this was:

Scheduling a one hour follow-through program immediately after my speech
Involving the company's leaders in an open discussion with the attendees
Recording the event and posting it on the website

The follow through "back home" becomes much easier when this process is followed. Each team leader can select the ideas that apply most directly to their team and continue to focus on them until implementation is complete. If more structure is desired then a system for follow through can be designed easily.

As for me, the role of keynote speaker becomes even more enjoyable because I know that the ideas will be applied rather than merely heard. The old complaint that "motivation doesn't last" becomes moot because the action and application focus will assure a lasting impact.

It is natural that people would ask, "Hey, I really liked your message. We can use that. So, now what do we do?" Let's assure that we present our people with opportunities to implement the ideas we bring to them. As my friend Kevin Buck says, "Without reflection there is no true learning." So, make time at your next meeting to discuss application of the messages and then hold people accountable for taking action.

For more ideas on how to assure that the learning sticks, give me a call or drop me a note.

Jim Cathcart www.cathcart.com

P.S. the next time someone says to you "motivation doesn't last", tell them, "Neither does a bath but it's still a good idea now and then."

A Way Out Of A Confrontation

2008-06-25T10:24:00.000-07:00

By Jim Cathcart

Many years ago when my son was in high school we had a disagreement. I don't remember what it was about but he had chosen that moment to take a stand against my authority. Whatever the subject was it didn't call for extreme effort on my part or Jim Jr.'s. It was just a case of a teenager resisting the authority of a parent.

The reason I'm telling you this story will become apparent soon.

Our discussion had reached a decision point. Either he was going to comply with my demands or we would have an escalating argument. He chose to dig in his heels and defy me.

After a brief reflection on the situation I said, "Jimmy, are you SURE you want to defy me on this? You do realize that I have all the power, all the resources and the ability to force compliance if I choose to, right? In other words, Son, you are going to lose this fight. Do you still want to defy me?"

His posture softened a bit as he considered his position and then he said something that completely changed the situation.

He said, "But Dad I didn't know what else to do."

He had wanted to resist my authority but not to the point of creating a conflict. He just didn't know yet how to do it. He had the intellect but not yet the skills to handle such a negotiation.

Well, I melted. I just hugged him and almost cried.

The next time you find yourself in an escalating conflict with someone, whether it is an unsympathetic technician, a service provider, a partner or a family member...pause.

Take a moment to "helicopter up" and get some perspective on your situation. Let go of your emotions temporarily and just observe what is going on.

Then once you can see more clearly, re-engage with a different approach. It might just take all the anger out of the air and lead to a better conclusion. The fact that we are right or that we mean well doesn't necessarily mean that we are handling the situation correctly.

Last week I was caught in a seemingly endless process of trying to get tech support to solve a problem with synchronizing my new computer with my phone, router and printer. The problem had persisted for days and I was losing productivity by the minute. When the tech rep started me through the same process for a third time, I interrupted and said, "Is it likely that we will get a different result this time?" She said, "It's possible but not likely." I replied, "Is there someone who trained your team that you could refer me to? I want to see if there is a better way to approach this problem and it appears that we have reached the limits of your training, is that true?" She reluctantly admitted that it was true. So we ended our conversation and I went on to another source with higher skills.

If I had not taken time to reflect on the scenario then I'm pretty sure that call would have ended with harsh words and hurt feelings.

So, here's today's advice Boys & Girls;

When what you are doing isn't working, Stop. Pause and reflect.

Ask yourself what is missing. Notice more about the situation.

Then either stay the course, if appropriate, or take a new direction.

It may not be that the person doesn't care, nor that they don't respect your needs.

It may just be that they didn't know what else to do.

For more on this and other interpersonal techniques check out my Relationship Intelligence (tm) Blog.

Speech and Living Room Concert in La Jolla

2008-06-05T16:55:00.000-07:00

By Jim Cathcart

Recently I notified you of an upcoming performance for the San Diego Chapter of the National Speakers Association. Well, it was fantastic!

On May 30th I gave a keynote speech at the Hilton San Diego Resort to a group of 300 staffing professionals. The theme of their convention was "California Dreaming" and I was the opening speaker. When I was introduced, instead of playing a sound track as they had done for the previous speakers (convention chairman, etc.), once I got to the stage all dressed like a typical speaker in my blue suit, white shirt and tie...they brought me a guitar!

The audience giggled and I said, "OK, if it turns out that I can actually play this thing, will you agree to go nuts with applause?" They laughed and said yes.
Then I started singing and playing California Dreaming by the Mammas & Pappas, and true to our agreement they gave me wild applause. And they sang along.
When I put the guitar down I told a story about the importance of dreams and the need to challenge yourself with bigger dreams.
"If you aren't a little scared about whether you will succeed then your dreams aren't big enough."
I concluded the speech with a repeat of the song and they all joined in the fun. Standing ovation, tons of smiles and a great event all around.
And then......

That evening I went to Greg Godek & Karyn Buxman's home in La Jolla where twenty members of the National Speakers Association had assembled for some fine wine, great food and professional development. It was billed as "Jim Cathcart Un-plugged" and I spoke for about 30 minutes on how my speaking career had evolved over the years. We all discussed how my career transitions and theirs could be handled better. It was a good learning discussion.
And then......

I picked up my guitar, as promised, and played songs we all knew. After 38 songs! I was exhausted and happily hoarse. We all had a wonderful time and vowed to do it again soon.

Here is a sample of the songs we sang. (Yes, I'm aware that this seriously dates me.)

California Dreaming

I believe in Music/ I’d like to teach the world to sing

Don’t Be Cruel

Bye Bye Love

Riding Free (my motorcycling ballad)

Thank the Lord for the Night Time

Solitary Man

Sweet Caroline

Blowing in the Wind

Where have all the flowers gone

American Pie

Fire & Rain

Don’t Think Twice

Folsom Prison / Understand Your Man

His Latest Flame

Leaving on a Jet Plane

Bird Dog

All I have to do is Dream

House of the Rising Sun

Proud Mary

GLORIA

Little Latin Lupe Lu

Louie Louie

Country Roads take me home

I’ve got friends in Low Places

Surfing USA

Gentle on my Mind

Rhinestone Cowboy

If I were a Carpenter

Secret Agent Man

Suspicious Minds

Puff the Magic Dragon

We’ve Gotta Get Out Of This Place

If I had a Hammer

This Land is Your Land

Alice’s Restaurant (a bit)

Hotel California

If I'd had enough voice and energy left we could have done 100 more songs. As you can see from the photo, the women in the audience responded especially well. :-)

At the NSA national convention this summer in New York I'm joining several of my colleagues for a music night with a full band of us amateurs. We will have guitars, keyboards, drums, horns and microphones. With 2,000 speakers at the event this could turn into something huge.

Here's my question for you:

When is the last time you had a simple and fun "Jam Session" with your people? How about combining some of your business training with a kick back event like this? You could do it Karaoke style if you prefer, or just do a "living room concert" as we did. The net effect is a great sense of camaraderie and happiness all around. And it takes very little planning or staging.

Find your song, create an opportunity and let the music flow!

The Ultimate Taxi - Aspen, Colorado

2008-06-05T15:18:00.000-07:00

By Jim Cathcart

Yesterday I was in Aspen, CO for a speech on "Behavioral Economics" to a group of insurance executives at the St. Regis Hotel (what a great venue!)

While I was there, on the advice of my friend Mike Howe I booked a taxi ride.
That's right a taxi ride. But not just any taxi, this was a yellow cab owned by Jon Barnes and appropriately dubbed "The Ultimate Taxi."

Ultimate Taxi Website

Jon has created a theme park on four wheels. Here is the description from his website.

The World Famous Ultimate Taxi is a 1978 Checker with 493,768 miles on the odometer. The Taxi has been modified with 4 Red Lasers, 1 Green Yag Laser Projector, Wildfire Blacklight Effects, Color Kinetics C-30's, LightWashers, LightOrbs, Mini-Strobes, Color Changing Fiber Optics, a Mirror Ball, a Dry Ice Fog machine, 14 Mini Stage Lights, a Killer 900 Watt Alpine 6 Disc CD System, the Yamaha PSR-620Keyboard, Yamaha DD-55 Digital Drums, a Nikon CoolPix 4300 digital camera, the Panasonic EZ-1 DV Cam, a Sony GRS700 Notebook Computer, a Sony Mini Dye-Sub Photo Printer , an Aironet 2 Megabit high-speed Wireless LAN, an SFX Haze Machine, a Nokia Cellular Phone, and 100 feet of Cool Neon EL Wire from elbestbuy.com.

Paula and I took the ride with our friends Connie Podesta and her husband Chuck Heinz. I'll post a few of the photos here, but you've got to visit the website and see the interviews on Fox and other stations to get a true feel for it. Also, until you ride in the cab you cannot truly "get it" as to how much fun this is!

During the ride Jon plays the keyboard, the electric drums, an electric clarinet and even shows a roller coaster ride on the computer screen!

Yes and he still drives...about 15 miles per hour. There is no way to leave his cab with a frown. You'll feel good all night.

Now you've just got to ask yourself, if he can do this with a taxi ride and become nationally famous for making it so much fun, How can I add some fun and creativity to what I offer so that the word of mouth advertising pays off even better than my paid promotion? If you need my help on thinking about that drop me an email.

Enjoy! And a special thank you to Jon Barnes.
Jim Cathcart

Jim Cathcart Forms An Alliance With SynergyStreet.com As Senior Advisor

2008-05-28T15:27:00.000-07:00

MEDIA ANNOUNCEMENT

For Immediate Release

May 28, 2008

JIM CATHCART - WELL-KNOWN BUSINESS GURU AND PROFESSIONAL SPEAKER – ACCEPTS APPOINTMENT OF SENIOR ADVISOR AND SPOKESPERSON FOR SYNERGYSTREET.COM

Charlotte, NC – Tony Holden, founder of a new social networking site for business owners and entrepreneurs at www.SynergyStreet.com, has announced that Mr. Jim Cathcart has accepted the appointment of Senior Advisor and Spokesperson for SynergyStreet.

Jim Cathcart, CSP, CPAE, one of the most widely recognized professional speakers in the world, is founder and president of Cathcart Institute, Inc. and an advisor to the Schools of Business at Pepperdine University and California Lutheran University. As the author of 14 books and scores of recorded programs, his students number in the hundreds of thousands. He is a past president of the National Speakers Association (NSA), winner of the Cavett Award, member of the Speaker Hall of Fame (CPAE), Certified Speaking Professional (CSP), a member of the exclusive Speakers Roundtable, 20 of the world's top speakers, and, in the year 2001, recipient of the Golden Gavel Award from Toastmasters International.

How SynergyStreet got connected with Jim Cathcart:

"Jim Cathcart is a master of growing High-Value Relationships. His own career is a reflection of this. When you list the names of the top speakers and authors in the business community you are also naming Jim’s contacts list. He’s in their address book and they are in his. I’ve seen him in action since 1989 and have been impressed with how widely admired he is among his colleagues and customers. He has received just about every honor that is bestowed upon professional speakers.”

Page Two

“Jim’s level of integrity, business acumen and reputation are what SynergyStreet wants for everyone. We know of no one more qualified to represent our community in the marketplace. We are thrilled that he has agreed to represent us as our Spokesperson and Senior Advisor. We encourage everyone to acquaint themselves with Jim by checking out his profile, blog and links to the storehouse of valuable information he has provided to the community at large and through his professional services as a speaker, author and trusted advisor." –said Tony Holden, Founder & CEO of SynergyStreet.com

What Jim Cathcart has to say about SynergyStreet: “Today is the day for you to connect with as many trusted friends as you can and SynergyStreet is the place to do it. We grew up thinking that ‘Knowledge is Power’ and then discovered that the internet makes most knowledge available to everyone. So where is Power today? It is TRUST. The person with the most trust and acceptance among others is the person with the most power to succeed. Nobody makes it alone; we all need each other more than ever. “

“With SynergyStreet you now have a system within which you can connect and collaborate easily and safely. As you build your own community of trusted colleagues and friends you expand your capacity for success. Our goal at SynergyStreet is to make it easy and fun for you to conduct business and grow friendships. Our focus is bringing you Commerce, Community and Collaboration to expand your potential to succeed.”

Page Three

Cathcart Institute, Inc. has published a wide variety of learning resources in the area of human development. All of these are available as live in-person training programs as well as published works. Topics covered include: Sales Skills, Leadership, Professional Development, Self Improvement, Relationship Skills, Public Speaking, Self Motivation, Managing People, Psychology, Personality Styles, Sales Management, Marketing, Customer Relations, Customer Service Strategies, Strategic Planning, and Communication Skills.

Speech Topics include: Relationship Intelligence ™, All Leadership Begins With Self Leadership, Relationship Selling™, The Acorn Principle™: (Helping People Grow), Guaranteeing Lifetime Customer Loyalty, and Behavioral Economics: Every Action Has A Value or A Cost.

Jim Cathcart's works are published by the world's top publishers: St. Martin's Press, Leading Authorities Press, Dartnell, Penguin Putnam, Macmillan India, Prentice Hall, Nightingale Conant and the University of Southern California. Relationship Selling is now translated into Chinese, Japanese, German and Finnish. Jim's works are available in print, on DVD, CD and online.

SynergyStreet considers Jim Cathcart to be exactly the kind of person who belongs on SynergyStreet.com and we welcome him as he welcomes you to our community. As Jim often says, “Join us and let’s discover just how much more successful you can be!”

End

Caption: Jim Cathcart - Senior Advisor & Spokesperson to SynergyStreet.com

www.synergystreet.com

For further information on this announcement contact:

Dianne Stewart

BSA Public Relations & Marketing

704 .844 .1064 / 704 .777 .4842

Di@BSAPR.biz

Attitude: Luck is controllable

2008-05-16T23:59:00.000-07:00

By Jim Cathcart

Two days ago I was in Las Vegas for a speech on "Relationship Intelligence (tm)" to the Chamber of Commerce at their beautiful new offices in the Towne Center complex. Sweet. Good venue, great people and a very good experience all around.

The night before my speech I stayed at the Rio Hotel and Resort. I dined alone and during my delightful dinner it occurred to me that somebody was going to become the luckiest person in Las Vegas that night. So, I figured that it might as well be me. :-)

Now, I'm not much of a gambler, nor did I have a big wad of cash with which I could play the odds, so I just took my "I'm lucky tonight" attitude and wandered the casino for a while. Finally one slot machine caught my eye and I invested $20 in it. On my third "spin" it paid off! $100.
So I hit "cash out" and took my winnings for a walk. Then I stopped at a second machine, inserted $20 and won $60. Cashed out again and walked. The third machine accepted my $20 bill and promptly returned $50 to me. Machine number four gave me $55. This was getting really interesting.

I placed $50 of my new winnings on a bet at the Roulette table and lost. I considered placing another bet but I didn't "feel" lucky, so...
I retired for the night. Just stopped gambling and went to my room.
Now you might be saying, "Jim, you need a better story. This one just stops cold."
But consider for a minute that I went to bed with "house money" in my pocket. Granted, it wasn't much but it was more than I had spent.
Consider further that I heeded the instincts that said to me "you're done for now."
We all have those intuitive moments but we often don't respect them.

On another occasion I sat down at a blackjack table in Reno, NV with only 20 minutes before my airport ride arrived. So I placed $20 on the table and announced to the dealer, "Linda, we have only 20 minutes to build an empire, please deal the cards!" She smiled and dealt.
While I was at that table I won over $250! Then I got into the car and left.
Maybe it's the short time frame that motivated me or just the knowledge that I wasn't going to bet much, but I know for sure that I was controlling my attitude. And while I was controlling my attitude, I was in fact "luckier."

It is my experience that self-confidence, that feeling of being able to handle what you are dealing with, is one of the most powerful emotions. A confident person attracts support. They gain cooperation from others and obstacles often disappear for them. Confident people seem to talk themselves out of traffic tickets more often than others do. They also get more dates and make more sales. Confidence is contagious and attractive. Others love to be around confident people.

Where does confidence come from? It comes from intention and honesty. Confidence is not blindly repeating "I think I can" and acting falsely. It is knowing that you can handle whatever happens; good or bad. It is also being not only willing, but insistent on knowing the truth about your situation and yourself. When we know the truth and are clear in what we want then our intentions guide us well.

Intention is another way of describing Goal Setting. In an earlier blog post I said that we need to tell the world what we want. Only then can it reorganize itself to bring us our desires. And it truly does. When we are clear on our intentions we tend to get the things we desire. It's like using your car's turn signals to let the rest of the world know where you intend to go, so that they can get out of the way, or help you.

What do you want? Take your time and be clear about what you want. Write it down. It helps.
Now, I just have one question for you, "do you feel lucky?"

I'm doing a speech & "concert!"

2008-05-07T10:52:00.000-07:00

By Jim Cathcart

OK, I just have to tell you about this one. On May 30th I'll be speaking for the San Diego chapter of the National Speakers Association, my colleagues. NSA is a 4,000 member professional society with chapters all over the world. For 20 years I lived in San Diego and I've been honored to have the chapter's member-of-the-year award named "The Jim Cathcart Service Award."
So, these are my "peeps", friends and colleagues I've known for years.

Well, on Friday the 30th I'm going to play guitar and sing to them! Yep, I'll deliver a speech and then pick up my guitar and do a couple of hours of oldies in a sing-along concert. You may be aware that I play and sing for 1/2 hour or more every day, so this is a happy extension of my hobby into my "work." Here is a link to my blog post about Rock n Roll & Guitars.

The following is NSA San Diego's program announcement. If you are in the area and would like to attend the event please send them an email and they can let you know if there's still room. Though the meeting is for "NSA members only", I am permitted a few guests.

Program: "Jim Cathcart Un-Plugged:
A Unique Evening of Education & Entertainment”

Date: Friday, May 30

Time: 6:30pm to 9:30pm

Location: Chapter president Karyn Buxman's home-and-concert-hall.

Directions: Mapquest link is provided online: www.NSASD.org

Travel note: Watch for nearby construction on La Jolla Blvd.

Dress: California casual

Cost: $35 per person. Such a deal.

Dinner: Heavy hors d'oeuvres & wine will be served.

Note: This is an NSA-members only event.

Registration: Pre-registration required. Register online at http://www.nsasd.org/events/member.htm

“Jim Cathcart Un-Plugged: A Unique Evening of Education & Entertainment”

(1) Presentation: “Finding, Developing & Re-Creating Your Brand”

(2) A “concert/sing-along” with Jim Cathcart on acoustic guitar

(3) Heavy hors d'oeuvres & wine

Join your speaker friends at our May chapter meeting, as we host the incomparable Jim Cathcart as he makes a rare Southern California appearance.

RE: THE PRESENTATION: “FINDING, DEVELOPING & RE-CREATING YOUR BRAND”

After a phenomenally successful 31 years in the speaking biz, Jim Cathcart is re-creating his brand. Huh?!? Wouldn't you like to find out WHY he's doing it . . . and how YOU can re-create your brand to enhance your success?

Jim will discuss:

How to build a career position that gets better with each phase
Selecting your best topic
Naming your products and speeches
Positioning yourself for your chosen markets
Reinventing yourself every few years
Staying current and exploring the cutting edge

RE: THE “CONCERT/SING-ALONG”

Jim is an accomplished amateur singer/guitarist.
He'll be playing favorites from the 1960s, 70s & 80s.
Singing along is not required . . . but the peer pressure WILL be intense.

BIO

Jim Cathcart moved from Arkansas and Oklahoma to La Jolla in 1983. He was a “motivational speaker” who had just created a new partnership with USD college professor Dr. Tony Alessandra. Jim joined NSA in 1976 and was presenting more than 120 speeches a year by 1982. For five years (1980-85) he and Tony built Cathcart, Alessandra and Associates into a very successful business. Then they went back to being separate businesses while still occasionally co-authoring and collaborating.

Jim has authored 14 books with major publishers, and has sold millions of dollars worth of his audio programs with Nightingale-Conant and others. He served as NSA's national president in 1988-89. He created NSA's Professional Competencies program and he has received the following awards and designations: CSP, CPAE/Speaker Hall of Fame, The Cavett Award, GLAC's Lifetime Achievement Award, Toastmasters International's “Golden Gavel” Award, and he will receive the “Legends of the Platform Award” this summer.

As the author of the original Relationship Selling book Jim received worldwide acclaim; and his book The Acorn Principle is a national bestseller. He was one of the first five speakers in NSA to create a video demo; he has pioneered in many other areas as well.

Today Jim lives in Lake Sherwood, California-just over the hill from Malibu near Thousand Oaks; his administrative operations are handled by SpeakersOffice, Inc. in Carlsbad. He is an avid trail runner and mountain hiker, sport touring motorcyclist (he's toured the Alps twice on a BMW) and a singer/guitarist. At age 61 he is more fit and fun than at any point in his life, and he's still as excited about speaking as ever!

NSA San Diego renamed its Member of the Year Award the “Jim Cathcart Service Award” in recognition of his many years of support to this chapter and our profession.

Jim's main website is www.Cathcart.com and his blog is http://relationshipintelligenceblog.com.

REGISTER NOW FOR OUR MAY MEETING!

Friday, May 30, 6:30pm to 9:30pm
This is an NSA members-only event.
Only $35. Includes hors d'oeuvres & wine, presentation & concert.

Questions? Contact chapter Program Chair Greg Godek:

858-456-7177
GregGodek@aol.com

Bring your questions, your notepad, your curiosity and your spirit of fun to see Jim Cathcart in a rare musical appearance, as he rejoins us here in San Diego once again for an evening of learning and music!

======================================

High Value Relationships - Definitions

2008-05-03T17:18:00.000-07:00

By Jim Cathcart

You've seen a lot from me lately on "High-Value Relationships" and I haven't even warmed up fully yet. The reason is, that phrase gave a new sense of meaning to everything else I've been teaching and writing about over these past 31 years.

When I look at my books on Relationship Selling, they are not just about people skills, they are about intentionally and consciously creating relationships with positive potential. They are about the intelligent orchestration of your life's relationships to get you closer to your "Desired Outcomes."
In my psychological research for The Acorn Principle I studied the impact and value of primary relationships and how they make us who we are.
My television show on TSTN.com is titled "The Purpose of Selling", which is: "To build mutually profitable relationships."
As I've become more involved in my community and the country club I belong to, it has become obvious to me that the approach I've taken to the establishment and expansion of High-Value Relationships has been of great value to my reputation and my business as well as my social life.
When I review my calendar to see how I've spent my time over the past few years I see lots of evidence that the conscious and intentional approach to "Relationships as Assets" has led me to some great friendships and many happy moments.

Your life is a series of relationships and the more intentional and conscious you are about the formation and development of them, the more likely you will be to reach your goals.

What is Relationship Intelligence (tm)?
It is taking an intelligent approach to the selection, cultivation and maintenance of your connections with others. It means weeding out the relationships that take value away from you and building on those that bring you value. Another way to look at it is; Treating Relationships as Assets. You look at your social circle, business circle, family circle and other key connections with an eye toward your Desired Outcomes (goals.) If a relationship contributes to your advancement or enhances your life you preserve it. If it doesn't then you change it or eliminate it. It is being conscious and intentional about your connections with others. (I'll be repeating this phrase often.)

Isn't that kind of mercenary and uncaring?
Not at all. You do it every day. When you see someone who looks angry, dangerous or scary then you avoid them. If you have to deal with them in order to get what you need then you simply manage the interaction carefully and then move on to people you like to be with. I'm simply suggesting that you take that conscious and intentional approach to a higher level and start applying it to all of your relationships.

What is a High-Value Relationship (HVR)?
A High-Value Relationship is one in which both participants receive substantial benefits.
This could be mutual support, friendship, business referrals, revenue, sales, intellectual stimulation, spiritual inspiration or any number of other benefits. The key is that YOU consider the effects to be valuable and so does the other person. Each person is fully in charge of their own determination of value.

Does it have to be a business relationship?
Certainly not. A marriage is a High-Value Relationship and so is a teacher-student relationship. As long as both parties gain from it.

Why do I need HVRs?
Because relationships are the essence of your life and the more of them that are HVRs the more you will get what you want from life. If all you do is hang out with people who don't care about you and who have no joy then your life will suck. Count on it. So, be intentional in choosing who you invest your energy and time with.

What are the qualities of a HVR?
There are three essential qualities in every high value relationship: 1. both parties are committed to the success of the relationship (it can't be one sided), 2. there must be enough trust for the truth to flow freely, and 3. both of you need to understand what you can expect from the other person. You need clear agreements.

Do relationships have a life expectancy?
Interesting question, yes, relationships have life cycles related to their purpose for existence but many relationships evolve into broader areas and become even more important than originally intended. Likewise, some relationships that started off as vitally important tend to fade over time.

How do I know which relationships to invest in?
You don't usually. So it is best to be optimistic about all your contacts with others. Who knows, the clerk who serves you today may be the son of the business executive who gives you the opportunity of a lifetime tomorrow. Emerson said, "Everyone in some way is my superior, in that I can learn from him." A good attitude to hold.

What gives a relationship its value?
Your Desired Outcome determines the value potential of your relationships. If you want to become the Mayor of your city, many relationships suddenly become important to you. If you want a sale, the potential buyer becomes more important to you. And the degree to which you also can be valuable to the buyer or voter will determine whether there is a relationship or merely a transaction between you.

How can I reasonably treat all my relationships as HVRs?
You can't. So the starting point is your "Inner Circle." This is the 5 to 12 people who you get your major results through at this time. Think about who you work with most closely and rely upon most. These few people represent your "team." If they are championship-level people then you have high capacity for performance. If they don't possess much talent or skill then your success is currently inhibited.
Take a close look at who is in your present Inner Circle and assess what each brings to the party. If you are missing some vital abilities then Go Shopping! Find some people to bring actively into your life and begin to cultivate your relationships with them.

What is a relationship?
Another really good question! You hear a lot of admonitions to build relationships so it is important to define what one is. I believe that a relationship is a connection between people in which value is exchanged. The greater the value they exchange the stronger the relationship tends to be. Value could be encouragement, education, purchasing goods or services, support, love, or collaboration. The participants are the ones who determine the value.

For more on this topic, please explore the posts on my Relationship Intelligence Blog. I'd really enjoy hearing your thoughts on this topic too. Leave me a comment here, drop me an email or give me a call if I can be helpful to you.

In Praise of Rock and Roll & Guitars

2008-04-30T20:09:00.000-07:00

By Jim Cathcart

Dan Clanton was my college room mate and best buddy back in 1964-5-6. We met during registration in our freshman year at "Arkansas State Teachers College." Ironically, though neither of us originally intended to ever become a teacher, both of us ended up as trainers and speakers.

An important element in Dan's profile is He Plays Guitar! Even back then, he knew enough to help me learn to play a few songs I enjoyed. I ultimately bought a broken guitar for $1 and later a nice Classical Guitar for $60 and followed Dan's instructions. At that time I was in my late teens through early twenties and music was everywhere! I listened to the radio and played "records" (I know, I'm a relic!) every day.

The Beatles were the big hit and Elvis was still at the top of the charts. Folk music had become big and groups like Peter, Paul & Mary, The Kingston Trio, The Four Preps and The Mommas & Poppas were getting more popular every day. The "British Invasion" of Beatles, Rolling Stones, Dave Clark Five, Gerry & the Pacemakers, The Animals, Herman's Hermits and the Kinks all had hits around that time. (Baby boomers are saying "Man, Yeah!" while GenXers are asking "Who?") Yes, The Who were big also. :-)

I played almost everyday and regularly gathered my friends together for an evening of singing a beginner's version of what was on the radio that day. As you'd expect my skills improved and before long I was performing in clubs and lounges for pay. Not much pay but they gave me an audience and a chance to hone my skills "live and in person!"

For a short while I had a two man group called "The Harper Brothers" (we made up the name) and my partner played an upright Bass while I played guitar and banjo. Three nights a week in beer joints for a net of about $600 a month each. One place paid us $15 each per night plus tips. We didn't care, we were "musicians" and we had an audience.

My goal at the time was a career as a singer/guitarist. I was going to leave Little Rock, Arkansas and move to Nashville, get a day job, take music lessons in the afternoon and play the clubs at night until I got "discovered" and then became famous. Nice plan, but life had other designs for me.

When Paula and I married in 1970 I was playing the lounge at Steak n' Ale restaurant "The Jolly Ox Pub" and during the day I worked as an investment salesman for IDS. Business paid off more than singing so I left the entertainment business for many years and just played and sang at home. And then...

A few years ago, here in Lake Sherwood, California, one of our friends invited us to a "Hot August Night" party at their home and requested that I bring my guitar. :-) Oh, Yeah!
In preparation for the party I got a Neil Diamond songbook and started practicing songs from his Hot August Night album. One song led to another and I ended up playing guitar almost every day. By party time I had a repertoire big enough to keep a crowd singing along for most of the night. My skills were minimal but the parties were great fun. We held a "Guitar Night" at our home and then another. Then a neighbor started hosting them and now it's part of our social calendar about once a quarter. We play in the parlor, on the beach and anywhere we can gather a group.

My son and I both play and we stimulate each other to learn even more. Some good friends have joined in the fun and our social calendar has expanded in very exciting ways.
Naturally, I don't know the more recent music but happily my son knows and loves much of the music from my era. So, he's teaching me guitar techniques now.

Last year I did a speaking engagement for a music company and acquired three high quality guitars (acoustic electric Takamine's and an Ovation Adamas 12 string). Now I'm happily playing for a half hour or more every day. In my office there are two guitars on stands and in our living room is another plus two music stands with stacks of songbooks from my favorite artists.

Why am I telling you this? Because I want you to see the enormous joy it brings to my life and then think about what might bring that kind of joy into your life. It may not be music but whatever it is, it should challenge you to keep on learning, while giving you enormous happiness as you pursue it. Luckily my "hobby" increases my contact with others. Some endeavors tend to isolate you too much for my tastes.

Think about what gives you joy and what you'd like to become much better at doing. Don't wait till you have lots of spare time, just start doing a little of it every day. Put your "tools" in a handy place so it's easy to get started and to stop if other needs arise. Stretch and grow, find some people who can be your teachers and role models. And Rock On!

PS Dan Clanton is now touring with a group of singer/guitarists and has released a recent CD of his own original songs.
PPS I wrote a song about motorcycling back in 1968 and recorded it in 2004. It is on my website. The title is "Riding Free." And I'm even adding a song or two to some of my speeches when appropriate. The first photo in this article is of me on stage at Opryland in Nashville playing in front of 1,000 people at a convention during my keynote speech.

High-Value Relationships & Relationship Intelligence

2008-04-21T11:47:00.000-07:00

by Jim Cathcart

The Acorn E-Letter is my weekly message that goes out to thousands worldwide who have signed up for the free subscription via my website Cathcart.com. In it I share a simple thought for the week along with some comments or a short story.

But for those that want access to more of my insights and discoveries, my Blogs are the best place to go. I currently have three Blogs, each with a different purpose.

This Blog (Jim Cathcart's Blog on Blogspot.com) is my "Personal" Blog. In it I share my news and views and interests and more. It contains a mixture of information on everything from Leadership to Motorcycling to Mountain Hiking to Motivation to California Wild Fires. Please subscribe to the RSS or Atom feed if you are interested in this and leave me your comments from time to time. I like staying connected with you.

My Relationship Intelligence Blog (on WordPress.com) is the Blog for information on my books, research, professional development tips, motivational ideas and sales techniques. I'm writing a new book on this topic and much of it will be posted here for your review. I'd love your feedback.

Blog number three is my High-Value Relationships Blog (on blogspot.com). This one overlaps a bit with my Relationship Intelligence Blog mentioned above but it differs in that it focuses specifically on How to create and grow High Value Relationships. I'd like for it to be a forum for all of us to explore the best ways to turn our relationships into personal and financial assets.

I've created an obscure fourth Blog on political topics at TownHall.com, the title of that Blog is "Thinking it Through".

All of these are simply my attempts to offer you as much value as I can. I'm listed on Facebook, MySpace, LinkedIn, SynergyStreet, Plaxo, YouTube and much more. Where practical I've added resources you can access via those networks.
When you like what you see, just sign up for the RSS feed to "subscribe" to future posts and anytime you feel it's too much for your inbox, just unsubscribe with a couple of easy clicks.
My goal is to have a large community of eager learners and active thinkers who would like to make the world a better place. Let's get and stay connnected. Please let me know how to be of the most value to you.

And watch my posts for occasional freebies like the current $9.95 ebooks that are free through my recent post on my Relationship Intelligence Blog.

Why should conventions offer Speaker's Books to Attendees?

2008-04-17T12:40:00.000-07:00

Why Is It So Important For Audience Members To Get A Book?
By Jim Cathcart, CSP, CPAE

In 31 years of full-time speaking, I've accumulated hundreds of hats, T-shirts, vinyl folders, carry bags, pens, and luggage tags. Like many convention goers, I often give these to friends, coworkers, charities and relatives as they accumulate.
Meeting planners spend thousands of dollars at each meeting on these specialty items in hopes of:

Pleasing the recipients
Driving home their theme (“team work”, “quality”, “doing fine in 2009”, etc…)
Building loyalty and gratitude among the recipients

Trouble is ... it rarely works.

Out of over 2,600 conventions I've attended, I've received a book or recording of the featured speaker on less than 20 occasions (that's under 1% of the time). Yet in each case I have read and kept the book or listened to the recording. On some occasions I’ve played the recording for my family! In other words, I continued to learn from the author/speaker on my own time, long after the meeting was over. So, which message reached me better and influenced my performance more: the giveaway items or the learning materials?

If you are paying thousands dollars to bring in a speaker, let's make sure the message hits home. Encourage all your colleagues to acquire a book or audio tape for every attendee, every time!

The benefits of books, instead of hats, carry bags or T-shirts, etc. are many:

Audience members love to get autographed books (and speakers love to sign them!).
The meeting chair is a hero for getting them all a book.
Books build celebrity value for your speakers and audiences listen better.
The learning continues (for about the same price as the other giveaways).
Quantity discounts save you a lot of money.
The speech goes better from the start and the announcement of the free books builds enthusiasm in the audience.
People keep the book for years and often share them with their family.
Fewer notes need be taken.
You can honor your sponsors or host organization with a sticker or custom cover on the book.

You can easily do a special sticker for the book, "Courtesy of XYZ Company", which the author can sign in advance, or even print a special edition if you wish with a foreword from your Chairman or President.

Tell all your colleagues about this. Let's make it a standard part of every convention! Conventions ought to be the beginning of a learning process, not just a one-time celebration or gathering.
Just ask, "What are we giving attendees as a reminder of this meeting? How about an autographed book or CD?"

For more ideas like this, drop us a line at jim@cathcart.com.
To see Jim Cathcart in action visit this website http://www.Cathcart.com or contact your favorite Speakers Bureau.

Tom Antion's "Butt Camp"

2008-04-16T16:08:00.000-07:00

by Jim Cathcart

This past weekend I attended Tom Antion's famous "Butt Camp" (how to make money on the internet while sitting on your butt.) Tom has earned millions by practicing what he preaches and I've known him for years. In fact we are business partners in the Professional Speaking Institute, co-founded by myself and the late Bill Brooks.

Tom inspired me, once again, to revamp and extend my internet presence. I've started daily participation in the main social networks like LinkedIn.com and Facebook.com.
Next I'll be posting more videos online and offering more products in digital form.

Right now I have two $9.95 e-books available to you at no charge on my other blog: Relationship Intelligence Blog.

Watch your email and stay tuned to these blogs for lots of news. If you'd like to join my Discussion Group on Facebook just go to my profile and sign up for the Relationship Intelligence Group. Then you can read and comment on the ideas and concepts there.
I appreciate your attention and look forward to finding more ways to be of value to you.

In the Spirit of Growth,
Jim

Cover Article of Feb 08 Perspectives Magazine

2008-04-02T14:47:00.000-07:00

by Jim Cathcart

Bragging Blog: I just had the honor of being the subject of the cover article in Perspectives Magazine. You might enjoy the article because it contains many of the main points from my keynote address to their group at a recent Miami convention.

Back Issues
Tracey Timpanaro
625 Slaters Lane, Ste 104
Alexandria, VA 22314
Phone: 281.646.0051
Fax: 703.739.1041
E-mail: tat66@apcc.net

The article about me and one by me are listed below.

A shift in focus
by Stacey L. Bell
The key to success in sales is to focus on building relationships, according to business guru Jim Cathcart.

A sales preparation checklist
by Jim Cathcart
Our APCC 2007 keynote speaker offers 21 ways to increase sales now.

If you'd like a copy of the article in PDF format please drop me an email at info@speakersoffice.com.
Jim

I've created a Second Blog!

2008-03-14T13:32:00.000-07:00

by Jim Cathcart

Yesterday I created a new Blog on WordPress.com to focus on
my new seminar and speech topic and upcoming book:

Relationship Intelligence - How to Select, Develop & Sustain High-Value Relationships.

Here is the link: Relationship Intelligence Blog

Please visit the Blog and leave me a comment as to what you think of it.

I've made it purpose-specific unlike this Blog which is my personal space to rant, report and rave about what matters to me and those I care about.

The new Blog assembles my Relationship Intelligence content into one spot and allows you to efficiently find articles and ideas you can use to increase the "RI Factor" in your own organizations.

Meanwhile back here at Jim Cathcart's Blog, let me know what you'd like to see more about and I'll happily respond. Have a great week!
In the Spirit of Growth,
Jim

Jim Cathcart
Website: http://www.cathcart.com

All Relationships Are Assets

2008-03-11T15:37:00.000-07:00

by Jim Cathcart

In the 1980s I lived in Oklahoma, Tulsa to be exact. My speaking and training business was relatively new and one of my anchor clients was the Oklahoma Bankers Association. They hired me for a total of 27 different presentations over a few years and I wrote a monthly article in their magazine. Ultimately I was hired by the American Bankers Association to be on the faculty of their Executive Development School for new bank presidents. The reason I had this client was Mary Nixon. She was in charge of an OBA Women's Division meeting at Shangri-La Resort and hired me to deliver the keynote speech.

The speech was very well received and Mary referred me to her colleagues who then hired me for many other speeches and seminars. This, of course, led to my being hired by many individual banks to address their company meetings and conduct training sessions with their executives. In other words, it grew wonderfully and I loved my times with them. The reason Mary knew about me was Joe Willard, the General Agent for Massachusetts Mutual's Tulsa Agency, my other anchor client (for six years.) Joe had hired me to speak to his agents and word had spread that I did a good job in motivational training.

The reason Joe hired me was Tulsa Junior College. I was conducting a night class for them on Time Management and Goal Setting and Joe wanted his agents trained to be better goal setters. The reason I was teaching at TJC was the US Junior Chamber of Commerce where I held the position of Senior Program Manager for Individual Development and Leadership Training. I was a speaker and trainer for them who flew around the country delivering leadership training programs. I got that job because Harold Gash, an Arkansas based distributor of Earl Nightingale's motivational training, had heard me deliver a speech to the Arkansas Jaycees and subsequently another to a political campaign team. Harold believed in me as a speaker. He said, "Jim, you have more potential than any young man I've ever known! You should be a speaker." Wow! He believed in me far more than I believed in myself at that time. Without his encouragement I wouldn't have applied for the US Jaycees position.

I met Harold because I had joined a Jaycees chapter and the man who invited me to join was acquainted with Harold. It goes on...and on. So I won't bore you with the full chain but I hope by now you've discovered my point: Relationships Are Assets!!!
All relationships.

You know people who know or will meet others who may open doors that will change your life. There are good ones and scary-bad ones out there. But all of your relationships are assets of some sort. It is helpful to remember this as you communicate with others each day. Every little act you do or fail to do adds an impression into the file that constitutes your reputation. And reputations should be planned in advance and managed intentionally. The more consciously and relentlessly you cultivate each relationship and bring value or joy to those you connect with, the more assets you will be amassing for future opportunities.

Now fast forward with me from the Tulsa days (1975 - 1982) to 1985 when I was living and working in La Jolla, California. One day my phone rang and it was Michael Redwine calling from Brussels, Belgium. His boss was coming to America to interview companies for possible sales and management training for his firm in Europe. I met with his boss, Peter Kutemann, in my La Jolla office and we hit it off very well. That led to me taking six trips to Scotland, England, Brussels, and Monte Carlo to conduct training for Peter's firm.

One day at Peter's Brussels office I asked him, how did you hear about me? He said that Michael Redwine's father in law, who worked for the Press Association in Oklahoma, had once hired me to do a last minute fill-in speech for another speaker and I had impressed him greatly. So they tracked me down in California somehow and called to meet me. I was stunned at the remote chain of events. And then I remembered that Michael's father in law had learned about me from Mary Nixon's recommendations through the Oklahoma Bankers Association.

So later as I rode through the streets of Monte Carlo on the back of Peter's motorcycle and joined his management team for a delicious dinner at an outdoor restaurant along the route of the Monaco Grand Prix with the Mediterranean Sea glistening in the background, I remembered that...
All Relationships Are Assets.
And you never know where they will lead you.

copyright 2008 Jim Cathcart
www.cathcart.com

The Basis of Relationship Intelligence

2008-03-03T16:29:00.000-08:00

From: Jim Cathcart

Here’s my newest and most exciting speech topic and the subject of an upcoming book I’m writing.

Relationship Intelligence ™

How to Select, Develop & Sustain
High-Value Relationships
Build Stronger Teams,
Make More Sales,
Strengthen Customer Loyalty,
Motivate Yourself and Others,
Get More Done!

New insights into the Science, Psychology
& Economics of Business Connections

A new book for 2008 by Jim Cathcart & David Ryback

The Basis of Relationship Intelligence

Relationships are Assets: In any setting, relationships are assets, both business and personal. As such, they can and should be created, managed, nurtured, measured, and even discontinued, intentionally and consciously.

It’s All About Who Cares: Business cannot exist in the absence of relationships. The stronger the relationships, the more potential for success in the business. It’s not who you know that counts; rather it’s who cares whether or not they know you. The more they care—whether the “they” are associates, prospects, customers, vendors—the greater the potential for success.

Relationships Comprise the Business: The business is not the stuff, it is the relationships between the people: It then follows that the business exists whenever and wherever two or more people communicate to achieve the desired outcome. This applies to virtual businesses as well. A “virtual” business may have no brick-and-mortar “home” yet be highly successful. But it must have a relationship network of individuals focusing on a desired outcome. So, focus on the relationships when you want to grow the business.

The Rules of Engagement Depend upon the Desired Outcome: When the purpose of a relationship changes, the expectations and “rules” that apply also change. In that sense, the purpose defines the nature of the relationship, which holds true until the purpose or desired outcome is met. Then that particular relationship ends, or transforms into a new one that is driven by a new purpose. Therefore, the purpose, or desired outcome, gives meaning to the relationships.

The Desired Outcome Defines the Business: All relationships can be evaluated with regard to the desired outcome, which may be as simple and seemingly rules-free as casual friendship or as complex and legally binding as the organization of a federal institution. A marriage contract is one that overlaps broadly between personal and legal aspects of a relationship. The success of a business relationship always refers back to the desired outcome, which might change over time, requiring ongoing revaluation.

The Key to Success is the Inner Circle: Any business, including “mom-and-pop” operations, is run by a select few, which we refer to as its “inner circle.” Inner circles, those committed to reaching the desired outcome, are the key to the success of any business. The Relationship Intelligence within the inner circle is of utmost importance, for without an effective inner circle, the business will not succeed. The potential for success of any business can accurately be predicted on the basis of the Relationship Intelligence of its inner circle.

Relationship Intelligence Works @ Work: Fortunately, Relationship Intelligence is learnable. Skills for self awareness and self leadership, understanding and communicating well with others, and adapting to changing situations and differences in people are all known processes and proven wisdom. So, even the least relationship intelligent among us can learn to become better.

The Formula for Relationship Intelligence

Here is The RI Formula (c): RI = A + P / DO
Awareness + Performance
over
Desired Outcome

(The greater the desired outcome is, the more important it is that your awareness and performance are at a high level.)

Both Awareness* and Performance** need to cover the three areas of "SOS": Self, Others and Situation

*Self Awareness, Others Awareness and Situational Awareness
**Self Expression, Hearing Others and Adapting to Differences in Situations and People

Awareness and Performance when displayed as a grid produce four Modes of Operation (MO). It is vital that your mode matches your desired outcome. For example: if you want a doctor to heal you, then you must assume either the Passenger or Navigator mode and let the Doctor do his or her job. But if you want to lead a team to victory then you must assume the Leader mode. (Or Driver mode if someone else is calling the plays.)

High Awareness and High Performance = Leader mode (simply needs opportunity)

High Awareness and Low Performance = Navigator mode (needs motivation)

Low Awareness and High Performance = Driver mode (needs education)

Low Awareness and Low Performance = Passenger mode (needs education & motivation)

In any group there is an Inner Circle that determines its direction.
This is displayed as a wheel with you at the center and the members of the circle around you on each spoke. Seeing all the key relationships in a "sociogram" format like this allows you to keep the relationships in perspective. The Inner Circle model shows three vital elements: The players, their relationships and the mix of possibilities they bring to the circle.
Once you identify and assess the Inner Circle, you can estimate the success potential of the entity.

MUCH more to come. Your feedback is welcomed.
Jim
jim@cathcart.com

Mitt Romney's concession speech

2008-02-07T10:59:00.000-08:00

by Jim Cathcart
www.cathcart.com

A couple of hours ago I listened as Gov. Mitt Romney addressed the Conservative Political Action Committee in what was his "concession" speech for his candidacy for President of the United States. As a professional speaker I tend to listen with a different ear than others. What I heard today was a very impressive speech. Even if I didn't like the man I would have been impressed with today's presentation.

Governor Romney, as you may know, is not only a successful political leader but also a very astute leader in business and civic affairs. He proved that with his own business and then with the Olympics as he turned around a failing international event and created a notable success. But let's look at Romney the speaker.

He made two speeches during this campaign that impressed me more than most others I heard, either from him or his opponents. His first was when he addressed the issue of Faith. Many in the press had made an issue of his Mormon faith and he was forced to address it publicly. It was not only his delivery that got me but also his content focus. He talked not so much about what the press was featuring but about what mattered. They were featuring the fears and dangers of having one faith dominate the political decisions. He, realizing how divisive and superficial that is, spoke to what mattered most; the importance of one's beliefs. He even raised the debate to a higher level by addressing the essential nature of belief in a Higher Power and freedom of religion as part of what makes America strong. He turned the debate away from his personal church selection to the importance to all of us of having that same choice available. A brilliant approach and an inspiring speech. By the way, he delivered it with conviction and humility. It was not a scolding speech but rather a reassertion of what mattered to all of us.

Note that I have not highlighted his eloquence nor the use of catchy phrases though a case could be made for both. Instead his eloquence comes from his choice of message and his tone of delivery.

His second "great" speech was the one he gave this morning. His task was to concede from the presidential race while still advancing the causes he believes in. His audience was CPAC, a Reagan legacy organization that espouses Conservatism. The speaker who would soon follow him on the platform was his primary opponent John McCain. Many in the audience were his supporters and many were not. He also knew that the world was listening. So that's the setting. Now let's look at the speech.

This one belongs in the "great speeches of the day" lists. From the opening to the close Governor Romney lifted us up. He spoke of our country, its place in the world, and our uniqueness as the only country in history who, after winning a war, doesn't take away their opponent's lands. He pointed out what makes us strong and great, and then he enumerated many of the profound threats we are facing. He named names and was clear in his meaning. He highlighted the fragility of our culture and how vital it is that we preserve its fundamentals: two parent families, individual freedom, small government, low taxes and a very strong military. He noted the current and looming dangers that we will face and our children will face. All of this reinforced our belief in the vital importance of choosing the right president.

At that point in his speech we were one. We all felt like Americans, not party members. We realized how great it was to have the privilege to choose our leaders and to practice our faith. We recognized the horrible dangers of allowing radical Islam to gain strength and we saw the ultimate challenges that will come from China and others. We understood and felt, a key word there "felt", the importance of rising above our political preferences and we were ready to do what works. At that point he noted that he was doing what he was asking us to do; he was putting his personal preferences aside so that we could focus together on taking the right actions.

Whether you loved or hated John McCain at that point was irrelevant. What mattered was the outcomes represented by McCain vs those that were probable under a Hillary or Obama presidency. In other words, he brought us together as an audience. Then he concluded crisply and courteously. He came to do a job, he did it well and then he stepped back into the crowd who would work together to do the job before them. A brilliant speech, beautifully delivered.

I congratulate Governor Romney and thank him for his contributions to all of us. We will continue to see him in a leadership role. He wasn't campaigning for himself but rather for our country and we could prove it with his speech today as our example.

God I love this country! And I love the freedom of speech.
A proud and grateful public speaker,
In the Spirit of Service,
Jim Cathcart
Professional Speaker and Author
Jim Cathcart's Blog

How to become a Speaker

2008-01-24T16:12:00.001-08:00

by Jim Cathcart, CSP, CPAE
Professional Speaker, Author, Speaker Hall of Fame, Past President of the National Speakers Association (NSA)

I've been a speaker for over 30 years now and have delivered more than 2,600 speeches for audiences around the world. Regularly I have audience members ask me how they can become a professional speaker or generate some bookings to deliver their messages.
This has occurred so often that I created an entire company just to address their need. Bill Brooks, CSP, CPAE and Tom Antion, CSP joined with me to create The Professional Speaking Institute and to build a knowledge base on how to build and sustain a professional speaking business.

For more information on the Institute go to this link: Professional Speaking Institute.

To give you an easy and free way to look at how I approach this whole subject take a look at these video clips that I posted today on YouTube.
The first one is "How to get started as a professional speaker". It is five minutes long and tells you how to define your message, identify your market and get the experience ("mileage") you will need to become successful as a speaker.

Here is the link to the video.

The second one is titled "How do you get known in the speaking profession?"
It is just 3 minutes and 21 seconds long.
Here is the link to the second video.

If you like these samples then let me know and I'll direct you to the other resources or chat with you about my professional coaching services. And if you want information about the National Speakers Association (our professional society of speakers) here is their link: NSA.

The speaking business has grown enormously over these past thirty years and it now contains thousands of speakers, hundreds of speakers bureaus and a multitude of suppliers who support the meetings and conventions industry.

In the words of my speaker Mentor, Earl Nightingale, "If you will spend an extra hour each day in study in your chosen field, you will be a national expert in that field in five years or less." You can do it. I'm happy to help.

Things to Celebrate in the New Year

2008-01-04T14:14:00.000-08:00

by Jim Cathcart

Last year was my business' 30th Anniversary. In contemplation of how to best celebrate that milestone I did a scan of my "top 30s". These were things like: my 30 best customers, 30 favorite memories, 30 top employees and coworkers, etc. Without realizing it until much later, I had stumbled onto a very effective checklist for reflecting on any of life's transitions (like the beginning of a new year.)

As you look toward the next phase of your life and business consider your answers to the questions implied in this list. Whether it is a reflection on one year, ten, or fifty, take time to write your lists under each category. Carry the list with you and every week or so, take a casual moment with a favorite beverage and just reflect. My favorite is over breakfast as I begin a new day.

"Without reflection there is no true learning." Kevin Buck

(In your list please substitute your number where I have inserted "30".)

Thirty Things to Celebrate and Think About
1. 30 People I should take time to Thank
2. 30 Biggest Customers
3. 30 Best Customers & Why
4. 30 Most Fun Experiences
5. 30 Biggest Profit Items
6. 30 Mentors who helped me
7. 30 Life Lessons I've learned
8. 30 Changes that have paid off for me
9. 30 Top Achievements in my life
10. 30 People/Organizations I'd like to work with again
11. 30 Best Meeting Planners I've worked with
12. 30 Greatest moments in working with Speakers Bureaus
13. 30 Top Employees and Vendors I've worked with
14. 30 Milestones in my life
15. 30 Things I'm grateful for
16. 30 Things I'd like to do next
17. 30 Places to return to
18. 30 Colleagues I admire
19. 30 Best feedback messages I've received
20. 30 Coolest Moments of all
21. 30 Best Habits I've formed
22. 30 Books/Recordings I've learned from
23. 30 Favorite topics I'm interested in
24. 30 Ways I can say "Thank You"
25. 30 Favorite Songs
26. 30 Leadership Ideas I like
27. 30 Sales Ideas I can use
28. 30 Fitness Ideas I can use
29. 30 Ways to recharge my batteries
30. 30 Ways I can serve my customers even better

May God continue to bless you as you count these blessings and create more.

Copyright 2008 Jim Cathcart
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2008 is Your Year!

2008-01-02T15:18:00.000-08:00

by Jim Cathcart

Now is the time, this is the place and YOU are the one!
Reflect for a moment on how far you've come in your life.
Now notice that you were able to do all of that without knowing everything you know now. Since now is your new starting point, look at how much more you can achieve!

Your mind may be presenting you with reasons why this might not be true. It may be saying, "But what about the economy? If only I knew the right people, had less debt, didn't have my current problems to solve, had more spare time, was in better shape, didn't face this project deadline, knew where the opportunities were...etc."
Don't blame your mind for this, that's its job; showing you the potential obstacles. But please recognize this process for what it is, just the natural mental process for moving toward a goal. First it sees the goal, then it starts identifying the obstacles and threats...so that you can eliminate them. Seriously. That is how minds work.
If we permit our fears, warnings and alarms to stop us in our tracks then no progress will ever be made. We must advance intelligently despite our concerns. Yes, "despite" them.

2008 is your year. No kidding. It is very likely that you will live all year. It's also likely that you will encounter many opportunities in addition to those that surround you today. So, how are you going to use this year? To wait or to work?

I suggest you make this your "year of engagement." Pledge to yourself right now that this year you will be involved. When doubts occur, take action by getting in touch with someone else or attending an event or starting a project or volunteering to help someone. Raise your hand, speak up in meetings, stand up and be counted, let your voice be heard. Let people know what you think. Stand out from the crowd.

On New Year's Eve I had a delightful conversation with a neighbor about fitness. He mentioned that he didn't have "the self-discipline" that I have. I told him that though I do exercise almost every day, at least 80% of the time, at first I don't want to get up and go exercise. Therefore I have formed the habit of getting myself to show up. Not to exercise, just to show up for exercise. I've found that when I can commit to just getting dressed for the workout and stepping out the door, everything else seems to take care of itself. So, I don't dread the workout or the cold weather or the inconvenience of it all. I just dread the process of getting dressed and walking out the door. That is easy to overcome. So, I find myself working out six days a week on average, and I have no weight or fitness problems and seldom get ill.
What happens when you Show Up is...everything.
Until you speak out or take initiative or just begin something, the rest of your world waits to pitch in to help you. Even your mind won't give you the best ideas until it senses that you have made a commitment to get something done.

So let this be the year when you get into the habit of making your moves. Let yourself and the rest of us know that you want "in" on what's happening. We are eager to help you succeed.

In the Spirit of Growth,
Jim Cathcart

copyright 2008

Top 100 Minds - Executive Excellence Publishing

2007-12-24T15:19:00.000-08:00

by Jim Cathcart

Well, here's a great way to start a Christmas holiday: I just received notice that I was chosen as one of the Top 100 Minds on Personal Development by Executive Excellence Publishing. The Publisher is Ken Shelton, I've admired the many publications he has produced, such as Leadership Excellence, Sales Excellence and more.

Though my articles have occasionally been published in EEP publications I am by no means one of their main authors, so this was quite a pleasant shock.
The criteria for selection are listed below in Ken's article and the list appears below it, twice, one version in larger print than the other for your viewing.

Thanks for being a reader of my blog and Merry Christmas to you and your family!

Tiger Woods, Christmas and Emails

2007-12-17T11:09:00.000-08:00

by Jim Cathcart, CSP, CPAE

Yesterday Tiger Woods won his fourth Target World Challenge tournament here at Sherwood Country Club and donated $1,350,000 to his foundation for kids.

What an impressive guy! Paula and I were among the 18,000 happy participants who witnessed as Tiger came in 22 under par for four days of play. His closest competitor was 7 strokes behind him. And those seven strokes paid half a million dollars less!

Think of your own career performance and how significant one or two "strokes" per day can be. I'm inspired to pay much more attention to each thing I do. How could you take your "game" up a notch or two next year?

This Christmas season (yes, I'm a Christian, but even if I weren't I'd still refer to it as the Christmas season because that's literally what it is. All religions deserve our respect. It is the fact that we believe in a higher being that unites us. We shouldn't let our approach to it divide us.) As I was saying, "this Christmas season"...presents us with a wonderful opportunity to show each other that we care.
Our appreciation of the connections we enjoy is what helps keep those connections alive. Please take time to thank the folks you know, care about and benefit from. Especially those who risk their lives for us every day.

I am one of those who LOVES email. It's bizarre I know, but I love the convenience and flexibility of it. We can connect all day and night and add graphics if desired. Cool. I'll endeavor to limit my emails to you but please understand that, if it didn't matter, I would not have sent it. So, please at least scan our messages before you hit delete. Sometimes there is a special gift in it for you. Like in this one.

During 2007 I wrote five new e-books in a "Relationship Selling Series". You are welcome to obtain one for free just for reading this Blog. I'll list them below and you can send me an email to jim@cathcart.com with the title of the one you want. I'll reply with the ebook attached. These books sell for $9.95 each but your choice of one is my Christmas gift to you, my reader. By the way, for the non-sales folks, the book on Sales Psychology, Understanding the mind of your buyer, would be the least "sales-y" and most transferable to other disciplines.

Jim Cathcart's newest e-books:
1. Introduction to Relationship Selling (a comprehensive overview)
2. Sales Readiness: How preparation leads to opportunity
3. Finding the Buyers: How to reach those who want what you've got
4. Connecting with your Customer: Understanding the buyer's needs
5. Sales Psychology: Understanding the mind of your buyer

Have a great Holiday and call on me anytime I can help.
PS: my sixth ebook will be titled "Sales Presentations: Solving problems, filling needs and increasing the desire to buy. Coming soon!

Gratitude is easier this way

2007-12-10T11:58:00.000-08:00

by Jim Cathcart

http://www.gratitudecampaign.org/fullmovie.php

The link above will take you to a video clip that shows, powerfully, how to say "thank you" non-verbally (in sign language)
so that all those times when you wish you had said "thanks" are no longer passing you by.

HOW TO SIGN "THANK YOU"

The American Sign Language sign for "thank you" is quite simple. Actually, the sign we're using for the gratitude campaign literally translates as "thank you from the bottom of my heart."

To make the sign simply place your hand on your heart as though you're saying the Pledge of Allegiance. Then pull your hand down and out, bending at the elbow (not the wrist), stopping for a moment at about the belly with your hand, palm up.

This should be one smooth, straight movement.
(Careful not to make this an arcing movement that returns to and touches the belly - that's the sign for "pregnant"!)

This is a very inspiring campaign and a touching message worthy of being shared with everyone.
I personally recommend it heartily.
Jim Cathcart

Saved Again! Thank you Fire Fighters

2007-11-26T12:19:00.000-08:00

by Jim Cathcart

I can't imagine how tough it must be to face a raging inferno and boldly enter it as a firefighter or police officer.
As you have no doubt heard, the fires came once again to Malibu (just over the hill from Lake Sherwood where I am). But this time the Fire Department had reserves nearby and was ready to respond instantly. Even with that, 51 structures were lost and many people's dreams disappeared in flames.
My good friend and fellow hiker, Rocky Morton, sent these photos. Rocky is the brunette on the radio in the photo. She is part of the Sheriff's department in LA County. A narrative of the photos from one of her team members is pasted below.

Here are two pics to contemplate:
Water Drop - In this image, we are looking down into Malibu Bowl after our evacuations were complete. Fire Dept. is desperately trying to save the dense cluster of houses just around the knoll at the right of the image.
They ultimately saved more than they lost. The S-64 Skycrane is making a water drop on the flames in the center of the image. A Skycrane is 18 feet 7 inches high from the wheels on the landing gear to the top of the rotor mast. The pilot made a DIRECT HIT on those flames, meaning the helo is directly over them. So, you can use the helo to get an idea how high the flames are. Do the math.

Fire `n Water - We're near the bottom of Corral Canyon. While the fire blazed behind us, the sun seemed to ignite the ocean as well.
Evacuations
are complete all the way to Point Dume (the rightmost point in the image).
Teams had plenty of non-ambulatory residents, cats, dogs, and horses to worry about too.

(Jim here again) Folks we owe so much to those among us who choose to serve. Whether in an Armed Forces uniform, police blues, or in fire fighter garb, they have stepped up to place their own welfare secondary to ours. And they deserve our continuing gratitude and respect.

Mom told me that when Pearl Harbor was attacked in 1941 her coworkers flocked to the recruiting offices to sign up for military service. That response from "The Greatest Generation" was what we see today from these professionals.

People only do selfless things when there is a higher reason. A parent willingly endangers their own life to protect their child, a friend offers their last ration so that someone else can survive, these are acts of love.
Not just fondness or affection, Love. "Greater love hath no man than this, to give up his life for another."

When I see bravery such as this I'm reminded how important it is for us to have a belief system that extends beyond ourselves. When we trivialize the importance of faith or criticize others for expressing their faith publicly such as offering a blessing at a meal, we reduce the likelihood that someone will, in the future, step up to protect us. If there is no God then this life is all there is. If this is all we've got, then why should anyone put themselves at risk for others?

In this season of Thanksgiving and Holy Days we will all benefit from reviewing our beliefs and expressing our thanks. Let each Christmas Tree, Menorah, Church, Synagogue, Mosque, Nativity Scene, Wrapped Gift and yes even Fire Trucks remind you of the power and importance of faith in our beliefs. We need to not only thank each other more often, but also thank our Creator for the myriad blessings we receive.
Thank you for being my friend and reader and Thank God for this wonderful life.
And once again, thank you to our Fire Fighting friends.

A Sweet Gift for Mom

2007-11-19T14:13:00.000-08:00

by Jim Cathcart

Mom deserved a special gift for Christmas, after all in more than 80 years on this Earth she had more than earned my gratitude and unfailing love. I could think of so many reasons to appreciate her besides just her "mom-hood", :-).
She had raised my sister and me with no experience around babies and despite my Dad's job that kept him out of town all week for most of the year. When I was in grammar school she took in my Grandfather and Grandmother as well. Grandfather Cathcart had a stroke that left him unable to talk or move. He was in a hospital bed in our front bedroom for about seven years.

Mom is an amazing person in many other ways too. She left an emotionally abusive stepmother and went out on her own at age 15 in Little Rock, Arkansas. She got a job right away, found a boarding house and made a good life for herself. She served in the Women's Volunteer Army Corps during World War II and traveled to Des Moines, Charleston, Springfield, Massachusetts and ultimately to San Francisco.
She and Dad married upon his return from the war and they settled in Little Rock. That's where I was born in 1946.

Mom's maiden name is Laura Elizabeth Fudge. Yes, really. To make the name even more remarkable, I married Paula Sue Dugger whose mother had the maiden name of Flowers. Fudge and Flowers, what are the odds?

Well, Christmas gifts aren't as simple as they used to be because Mom says she doesn't "need or want anything". She modestly defers our inquiries and just says "give something extra to the grandchildren." Nice, but I'm not falling for it. I still plan to give my Mom a Christmas gift each year. So, I got creative.

I contacted a number of candy companies about producing a special limited run of personalized candies for me. And when Mom received the gift she cried tears of joy.
She said, "every time I look at the candy wrapper I start crying again." Here is what I did.

I created a line of candy called "Laura Elizabeth Fudge." In truth it was chocolate bars and truffles but you get the point. Then I designed the labels to tell the story of her life as if it were a chocolate candy company. Since she was born in 1919, I had the company "founded in 1919". The employees of the company "signed" their names to the label (these were her family members including her parents, siblings, me, my sister Kathy and my wife Paula.)

Here is the label:

And here is the back cover:

In the legend I mentioned her birthplace of Rochelle, Louisiana and praised her sweet nature. Then I had the labels blown up to a larger size and framed in an 8 x 10 frame for her. The production run was small but I produced enough candy to provide her plenty to share with friends and neighbors plus a special stash that I could give to my friends and clients. The entire experience was great fun and surprisingly inexpensive. Most of all, the fun of it was Mom's reaction to the gift.

She thought I had actually formed a candy company in her name. She worried that I had taken a huge risk in a field I knew little about. But my reassurance allayed her fears and she smiled and cried with joy. I get a glow each time I think about this experience. Hopefully, this will stimulate an idea for something you can give to your own special people that will produce similar benefits.

Have a very happy Thanksgiving and a Blessed Christmas Season.
Jim Cathcart

Riding Free - In Praise of Motorcycling

2007-11-10T16:40:00.000-08:00

by Jim Cathcart

Since I was a preteen in Little Rock, Arkansas I have been in love with motorcycles. I know, there are dangers and everyone I've met has at least one story about someone who was injured on one. But somewhere in me there is an almost genetic predisposition in favor of motorcycles. I even like seeing the word in print! M-o-t-o-r-c-y-c-l-e. Nice.

Jack Edwards lived just down our street and had a Triumph. It was midnight blue and had loud pipes that all our neighbors hated. But it was music to me. He'd let me watch as he worked on his bike in the driveway and I can still recall the wonderful smell of the engine, leather and petroleum products. I couldn't wait to grow old enough to have one.

When you reached age 13 the state of Arkansas would issue a learners permit for bikes. That Christmas my wonderful parents blessed me with a Harley Davidson "Topper" motorscooter. It had a 165cc engine and an automatic transmission. Top speed was about 50 mph if you were going downhill with a tailwind. But I loved it! It was my ticket to the world.

After acquiring my full license I started the routine of going for daily rides after school and on weekends. I'd ride until I got lost and then find my way home. Risky perhaps, but in the 1960s the risk was low. I discovered virtually every street, road and alley in central Arkansas. Then I got a newspaper route and rode my scooter to deliver the papers. That little vehicle changed my life. Or more accurately, it changed the size of my world.

I wasn't particularly "cool" for riding it. After all, it was almost silent and had no power. But it took me where I wanted to go, even if I didn't yet know where that was. My parents were relieved of the need to shuttle me to and from sports events, movies, school and more. They liked the convenience and Mom, bless her heart, never made me feel that she worried about me while I was out for a ride.

I kept the Topper until High School when it was decidedly un-cool to have a scooter. So, one weekend when something on it broke I relegated it to a corner of the garage and never got it running again. Sorry about that.

Years went by and I always pined for another bike but didn't get one until one day in 1968 the temptation was just too great. I went to Doug Reynold's Suzuki shop, a brand new hole-in-the-wall-sized dealership to kick tires and possibly buy a used small bike.
But when I walked in the door there it was.

No, not another Topper, but "The Rolls Royce of Motorcycles", a BMW R69US! That was the king of the road for folks who didn't like to work on their motorcycles. The Harleys, Indians and Triumphs were way too high-maintenance back then. Doug asked me if I'd like to take it for a ride. Gulp! My heart was in my throat. Me? Ride one of the finest bikes in the world? Me?? Really??

Well, that was a "puppy dog" sale. (When the pet store owner suggests you take the puppy home for the night to see if you want to keep it, you have officially become a puppy owner. Your family names it and it cannot go back to the store.) The same was true for MY new bike. I still remember the price, big at the time, $2010.00. I had to finance it for $60 a month. :-) But that same day I was the proud owner of one of the finest bikes on the road at that time.

Now my world was getting really big. I rode it to Oklahoma, all over Arkansas and occasionally into Tennessee, Texas and Louisiana. If my job had permitted I'd have ridden it all over North America. I kept the bike until late 1970 when I got married and promised my lovely bride that I'd not buy another until first we got a house of our own.

Fast forward almost a generation. We had bought numerous houses and moved to California. My business was my own and life was sweet but, you guessed it, incomplete. One day in 1990 when Paula heard me whimper with jealousy as a motorcycle rode by, she said, "why don't you just go get a motorcycle and get it out of your system?" God bless that woman. It took me almost a day to do so.

I bought a used BMW rode it everywhere within 1,000 miles of home and traded it for another BMW, which I rode to Cody, Wyoming and back. Then I traded for a Honda, then a Kawasaki, a Triumph (yes a Trophy 1200), another Kawasaki, then two Triumphs and today I ride a Yamaha FJR 1300.

Several wonderful experiences have grown out of all those motorcycles. While Jim Jr. was in college in Santa Barbara we lived in San Diego and I'd frequently ride the 220 miles north to pick up Jimmy and take him on a 1,000 mile motorcycle adventure. When Paula and I celebrated our 25th wedding anniversary she got a new diamond ring and I got 14 days of motorcycling through the Swiss, German, Austrian and Italian Alps with her on the back seat! We loved it so much we repeated it and added France to the itinerary to celebrate our 30th. We've toured New England on a Harley Road King during the changing of the leaves. We toured Colorado, much of California and more. It has been a great way to share some pretty exciting adventures.

I've served on the pit crew of Championship motorcycle drag racer Ricky Gadsen and taken advanced handling skills instruction on Infineon (Sears Point) Raceway and Laguna Seca Raceway. Full speed under the supervision of World SuperBike Champion Reg Pridmore. Yeee Haaa! I've also attended Daytona Bike Week twice but haven't yet made it to Sturgis, SD for their annual event.

In 1968 after a long motorcycle ride I got out my guitar and wrote a song about motorcycling titled "Riding Free". (Lyrics posted below) I didn't publish the song until 2004 but it is recorded and linked here for your enjoyment.
The link takes you to a video interview of me by Selling Power Magazine's publisher, Gerhard Gschwandtner. The song is linked into that clip.

I've been booked for speeches and seminars by Harley Davidson, Suzuki, Kawasaki, BMW and Honda. My hobby has enhanced my business, my marriage and my life. And yes I wear a helmet even in states where the law doesn't require it. I figure I've ridden about 150,000 miles and my worst mishap was a 1995 spill on a country road where I cracked a bone in my wrist and picked up an "ass-fault" tattoo. A few weeks later I was healed and back in the saddle. I'm more careful now but happy to be "riding free" for as long as my mind and body will cooperate.

Here are the lyrics to Riding Free. I hope you've enjoyed this message, and, thank you in advance for resisting the temptation to send me stories of the dangers of motorcycling. Now go for a ride and have a great day!

Riding Free
By Jim Cathcart
Copyright 1968, 2004

I’m riding free, got the highway at my feet,
No place to be and no schedules to meet,
There’s not a thing in the world to tie me down.

The buses pass me by, their destinations on their face,
No names on me Man I’m not going just one place,
I go where I want to be, to any town.

Nothing but my mood to guide me,
I follow the road I like best,
One week I may go to Mexico,
The next I’m headed northwest.

Two wheels below me and open road ahead,
Don’t need much money ‘cause I’m carrying my bed,
I’ll work one day for my bread, then travel on.

Don’t put me down Man I’m doing what I like,
Yes I’m happy when I’m out here on my bike,
I’m seeing the world my own way, come on along.

Nothing but my mood to guide me,
I follow the road I like best,
One week I may go to Ohio,
The next I’m headed southwest.

Ninety miles to Little Rock, my roots and memories,
I’ll pause but new and winding roads are calling me,
My goal’s the ride not the place, I’m riding free.
My goal’s the ride not the place, I’m riding free.

www.cathcart.com

Note: Doug Reynolds Suzuki of Little Rock
is now a very large and successful dealership.
9800 Interstate 30
Little Rock, AR 72209
PH: (501) 562-6229

Free Seminar on Public Speaking

2007-10-27T16:05:00.000-07:00

How to Use Public Speaking To Grow Your Success
Public Speaking Seminar
featuring
Jim Cathcart, CSP, CPAE
Professional Speaker and Bestselling Author

Wednesday, November 14, 2007
1:30p.m - 3:30p.m.
Registration: 1:15pm
California Lutheran University
Lundring Events Center

ADVANCE REGISTRATION REQUIRED,
no charge to attend
To RSVP, please contact Susan Seale at
(805) 988-0196 ext. 110
or via email at sseale@vccf.org.

In celebration of the
National Speakers Association's
"Spirit of NSA Day"
to honor the 100th birthday of its founder, Cavett Robert,
this event is being cosponsored by
The Ventura County Community Foundation,
Resource Center for Nonprofit Management
and by the
California Lutheran University, School of Business,
Center for Leadership & Values
plus Cathcart Institute, Inc. on behalf of the 101 Leaders Alliance.

How to Use Public Speaking To Grow Your Success
Growing Demand by Growing Your Brand

Nationally Known Professional Speaker shares his Speaking Secrets.
Speaker Hall of Famer and past national president of the National Speakers Association, Jim Cathcart will conduct a FREE seminar on "How to Use Public Speaking to Grow Your Success".

Cathcart, the author of 14 books including the Bestsellers "The Acorn Principle" and Relationship Selling, has delivered over 2,600 paid presentations around the world. Come and learn the techniques that professional speakers use to Capture Attention, Motivate and Inspire, and Incorporate Humor. Discover how to Overcome Fear and Speak with Confidence.

Bring your colleagues and friends to hear this world renowned speaker tell how you can do what he has done.

Jim Cathcart
In professional speaking, Jim Cathcart has done it all!

Past President of NSA, Cavett Award winner, CPAE Speaker Hall of Fame, CSP, Lifetime Achievement Award from NSA of Greater Los Angeles, Toastmasters International Golden Gavel recipient, author of 14 books, countless audio and video products, co-founder of three Institutes plus an online learning corporation. He has delivered over 2,600 professional speeches around the world, earned millions of dollars in speaking fees and more.

He has his own TV show on The Success Training Network, TSTN. And Jim is the author of NSA's professional development system known as "The Professional Competencies". He has been a member of Speakers Roundtable, 20 of the nation's top speakers and authors, since 1986.

Jim joined NSA in 1976 when there were only 200 members (today it has almost 4,000) and has served on virtually every committee and council. In fact, the San Diego NSA Chapter has named its member of the year award "The Jim Cathcart Service Award."

On the personal side, Jim is an avid motorcyclist, having toured Europe, Canada, and the Rocky Mountains on sport touring motorcycles. He has written and recorded songs and performed in clubs nationwide. He lives in Lake Sherwood, California in the mountains above Malibu where he regularly does endurance hiking.

Directions
California Lutheran University
Lundring Event Center
From the 118 Freeway to the 23 South

Exit Olsen Road. Turn Right and Head West. Turn [right] Onto Mountclef Boulevard. [Turn left into the parking lot for the sports complex. Enter the building at the far left corner of the parking lot.]
From Ventura (101) Freeway South

Take Lynn Road Exit. Go North Across the Freeway and Follow Lynn Road to Campus. Turn [left] onto Mountclef Boulevard. [Turn left again into the parking lot and enter the building at the far left corner of the lot.]
From Ventura (101) Freeway North

Take Hwy. 23 North. Exit on Olsen Road. Turn Left and Head West. Turn [right] onto Mountclef Boulevard. [Turn left into the sports complex and enter the building at the far left corner of the parking lot.]

To Register
This event is FREE, but registration is a must!! Space is limited.
This is NOT a promotional seminar to sell you something else. It is a special service offered jointly by Cathcart Institute, Inc., California Lutheran University and the Ventura County Community Foundation to help you become a better communicator.

Enroll now!! Space is limited so only the first responders will be assured a spot at this exciting event. To RSVP, please contact Susan Seale at (805) 988-0196 ext. 110 or via email at sseale@vccf.org.

Ventura County Community Foundation | 1317 Del Norte Road, Suite 150 | Camarillo | CA | 93010

Californian Building Boom Coming Soon

2007-10-25T10:19:00.000-07:00

by Jim Cathcart

As my regular readers know, I'm an avid mountain hiker here in the Santa Monica Mountains between Malibu and Highway 101. A few years ago many of our regular trails were ravaged by fires much like the ones that are still smoldering nearby today. In the months following the fires I saw the trails go through the various stages of renewal. It is quite inspiring to observe.

At first there's nothing but ashes and charred remains, but then sprouts emerge and shortly thereafter, flowers. The contrast is striking and encouraging. I saw this same effect once on a motorcycle tour of Yellowstone National Park just after fires had devastated much of the park.

With the President's arrival in San Diego a few minutes ago the rebirth of much of Southern California will begin, even as some are still fighting the fires.
The evacuation of Escondido was lifted moments ago and residents can return to their homes or, sadly, home sites.

Aid centers and resource networks have already sprung up to assist the victims of these fires. Every aspect of our society is reaching out to help in some way. It renews my faith in mankind and especially in America.

On top of all this I received an email this morning with news of the USS New York, a wonderful new ship that was built from the scrap metal of the World Trade Center. Here is a link to the article about it on Snopes.com, the site to check when you wonder about the reliability of an email message. Rebirth and renewal is all around us.

So, the next time you get the impression that all is lost or that evil has prevailed, just remember the line from the movie Jurassic Park, "Life always finds a way."
We are loved and there is a God. Our job is to live our lives fully and give all of ourselves that we can to each other.

God bless you and God bless America.
Jim Cathcart

Qualcomm vs Katrina - how people are dealing with the fire crisis

2007-10-24T11:04:00.000-07:00

by Jim Cathcart

San Diego, October 24, 2007
Fires have devastated the area and hundreds of thousands of people have been evacuated from their homes and businesses. This is the worst natural disaster in San Diego's history and much of Southern California is experiencing a similar crisis.

Depending on where in Southern California you live this may be the worst crisis you have had to face. It is certainly worse than the earthquakes and mudslides of recent memory. And, when it is your home or property that is devastated, then the tragedy is at its worst.

Here is a link to the Reuters story on the fires today, and
here is another link to the Resources Available to Help Fire Victims.
Both of these are available from Roger Hedgecock's website. Roger is a national talk show host and former Mayor of San Diego.

Now let's look at what the people are doing in response to this crisis.
Qualcomm Stadium, known for hosting both the SuperBowl and the World Series in recent years, has been made available as the largest of the evacuation centers in the area.
Thousands of evacuees have come there for food, shelter and safety.
Volunteers are abundant. People have come to help distribute supplies, communicate information, serve food, and just be available to help. Businesses have donated goods, government agencies have provided supplies and security personnel.
And the crowded stadium and the acres of packed parking lot are...happy.

Happy? How can people in such a tragedy be happy?
Granted they are not gleeful but neither are they angry and rebellious. They are making the best of a horrible situation. They recognize that everyone who can help is attempting to do so and the fires and wind are beyond anyone's control. Naturally, there are individual exceptions but the general situation is very positive.

Check out this link to ABC News' report on the atmosphere at the venue.
Musicians are performing for the folks, therapists are providing massages, and the community is taking care of its own.

This is not our Federal Government saving us from a tragedy. It is Americans doing what they do. We are helping each other and doing our best to take care of ourselves. We are not waiting for someone to rescue us. We do not demand to be served or even saved. We are just coping and cooperating. That, Ladies and Gentlemen, is America!

Now, contrast this with what happened after Hurricane Katrina hit New Orleans. They had chaos, anger, crime, looting and resources languishing from lack of use. They saw virtually no volunteering from among the victims and thousands of people sat and waited to be rescued without trying to help each other. Again, sure there were individual exceptions but the general situation was very negative.

Why? Was it FEMA? Was it the White House? Was it the Louisiana State Government? No.
The difference in the two scenarios reveals a much deeper origin. The origin was a victim mindset. New Orleans was filled with low income residents who had allowed themselves to become dependent on entitlements. They didn't take initiative, because until the storm hit, they didn't have to. Their mentality was one of being a receiver not a giver.

People say "we allowed them to become that way!" I say, don't be absurd. "We" didn't do anything to cause that. This is America; a country where education is available to everyone, even non-citizens in many cases. This is a place where people are eager to help ambitious and appreciative people who want to lift themselves up. We have agencies, foundations, scholarships, benefactors and teachers who would happily spend extra time helping someone who wanted to grow and improve.

What caused the victim mentality in New Orleans was individuals accepting their "fate" and giving up before even trying. It was parents not holding their children responsible for their choices. It was grandparents not insisting that their offspring go to church or synagogue to develop their faith and integrity. It was teachers allowing kids to leave school before they learned essential skills. It was neighbors not caring about each other or looking after their common interests. And it's not only New Orleans where areas like this are found. These breeding grounds of attitudinal cancer are all around us.

When we allow ourselves to relax our grip on the development of each new generation. When we ignore the importance of a strong belief system. When we deny the importance of others in our lives...we all suffer.

Alexis de Toqueville once said of America that our strength lies in our ability to spontaneously organize around a need and cooperate to solve it. He was right. As a free society we have the ability to choose what we do and who we do it for. But when we start thinking that it is all about us, then we ignore the strength available to us through others.

I need you. And you need me. Nobody makes it through this life alone...even if they try. Culture means common beliefs and interests. It means that we must honor the dignity of others and build integrity in ourselves. If I stop trying to improve then I have cheated all the potential recipients of my good works. If you start thinking only of yourself then sooner or later the world will stop thinking of you.

Qualcomm Stadium or the SuperDome in New Orleans: every day you are choosing the path that leads to one or the other. Please choose the path of responsibility and self improvement. All of us need what you can contribute to the world. And we will thank you generously as you contribute it.

California Fires today Oct. 23, 2007

2007-10-23T13:21:00.001-07:00

by Jim Cathcart

Today's news is filled with coverage of the devastation Californians are experiencing from San Diego (near Mexico) to Santa Clarita, (just north of Los Angeles). The area affected by the fires was reported this morning to be 385 square miles and that's not including the fire free areas in the region. Here is a link to some photos of the crisis in San Diego (150 miles south of where I live). These photos were taken by professional photographer, K.C. Alfred. My management team, SpeakersOffice, Inc. based in Carlsbad, near La Costa, had to evacuate their offices and their homes. The people are fine but the property is clearly at risk. Your prayers are welcomed.

As you can see, it is a horrifying mess. But there are good spots too. Thankfully my immediate family has been spared the flames. We live in Ventura County just 45 miles north of LAX airport on the way to Santa Barbara. Our home has been repeatedly coated with ashes and smoke filled the air here yesterday but right now the skies are clear and the wind has slowed considerably. The wind is the fear factor. It makes everything worse, and yesterday it was relentless.

On Sunday the Fire Department's Scooper Planes flew right over our home repeatedly to capture water from Lake Sherwood to use against the Malibu fires just over the hill from here. One of my neighbors, Tom Miller, took these photos outside his home.

I dropped in on the local fire department this morning and spoke with the Chief. I asked what kind of help they needed: volunteers, errand runners, clerical support, or just somebody to do the chores while they focus on fighting fires. He said that thankfully we are not in the path at present and their needs are covered. I left my cell number in case things change.

The coming weeks will reveal just how much our help is needed throughout this area. For now all we can do is stay alert, be ready to help or evacuate as the case may be, and keep our wits about us. This is a time when all other agenda items take second place. Human needs come first. And, please follow the directions of your fire and police personnel, they are striving to protect you and your homes.

We are not separated by gender, age, religion, politics, memberships, race or anything else at times like this. We are all Americans, neighbors, friends and fellow members of the human race. We're in this together so we must be willing to do our part to help everyone. In times like this, please let your local fire departments and public agencies know that you are willing to help. Even if you can't do much physical labor, you can still make phone calls, process information, do online information gathering, call friends to organize volunteer teams, pitch in to handle the simple chores that might keep the fire fighters and emergency personnel from being distracted, and more.

Tomorrow we will get back to business but today we need each other very much.
As Neil Diamond sings in his song "Brother Love's Traveling Salvation Show":
"Brothers & Sisters you've got two good hands and when your fellow man is in need, reach out one of those hands, 'cause that's what it's there for. And when you are in need reach that other hand to the Man up Above 'cause that's what He's there for."
Amen, May God watch over all of those who are in need today.

Here is a link to a YouTube performance that will truly inspire you. It lasts through two songs and is well worth the viewing.
In the Spirit of Service,
Jim Cathcart

Optimism vs Pessimism - Cathcart on Video

2007-10-20T15:59:00.000-07:00

The DVD and CD program "Window on the Secrets for Success" has just been released by Chesney Communications.

Jim Cathcart is the first featured expert in this video program.
His topic for this brief presentation is "Optimism vs Pessimism."
It is a classic message and you'll love it.
Click here to see it now.
and on YouTube, click here.

This video program includes interviews with numerous top authors and successful business experts. Sample the video and for more simply click through their website to access details and order the program. You can also order it directly from Cathcart Institute, Inc. at www.cathcart.com. Or call us at 800-222-4883.

Between the new TSTN televsion series featuring Jim Cathcart, the various YouTube postings of his speeches, training DVDs and seminars, and the recent video interviews of Jim done by Selling Power Magazine, there is much to see and enjoy.
Please share these clips with others, show them to your team as discussion starters and visit both www.cathcart.com and Jim Cathcart's Blog often for the latest updates.
Drop us an email if we can be of further service.

Sign up for the RSS (really simple subscription) feed so that you get the latest of Jim Cathcart's postings and news automatically. You can unsubscribe at any time.

In Praise of Mountain Hiking

2007-10-20T11:44:00.000-07:00

by Jim Cathcart

Since 2001 I have lived in the Santa Monica Mountains between Malibu and Thousand Oaks, California. As a lifelong fitness enthusiast I was drawn to mountain hiking by a local group called "The Heartbreak Hiking Fools." This good natured group took its name from one of its trails known affectionately, and accurately, as "Heartbreak" trail. They even have their own logo wear due to the generosity of one hiker who is in the uniform business.

I first got fit in my 30s while I lived in Tulsa, Oklahoma. As a young adult I had always been overweight, in fact at one point in 1975 I weighed 199.5 lbs. On a 5'9" frame that's a lot of weight! Well, 200 lbs was a point I was unwilling to reach so I went on a diet and exercise regimen that removed 52 lbs and many inches from my girth. Mostly I became a jogger and continued to run and do floor exercises for my second 30 years. My weight fluctuated between a low of 148 and a high of 173, a 25 lb range, not bad for three decades.

But in 2001 I had gotten out of shape a bit and so the mountain hiking seemed a good beginning for my fitness plan. Little did I know what "hiking" could become. It seems that the Heartbreak Hikers (HHF) are no ordinary group. Their ages range from the 40s to the high 70s. Most are professionals and many are retired. But when they hit the trails they don't even pause. Note, I did not say rest, I said 'pause'. Their hikes are more like forced marches...uphill.

When the group departs for the Wednesday and Sunday morning hikes (at EXACTLY 7am!) they have two hiking poles each and a timer watch. Every hiker is on a quest to beat their own best time for that day's trail and they literally don't even pause on the three mile uphill trek to the peak. Once they get there all is cordial. There's plenty of humor and they wait for the slower or newer members to arrive. Then the return hike is filled with stories and fun, and even an occasional pause to glance at the beautiful scenery.

During the week many members workout at the gym and some do spinning, pilates, and even triathons. But our real workouts are the hikes. Twice each week they push themselves through all kinds of weather, well OK, California weather, and their fitness levels are truly impressive. (2 hikes a week x 52 weeks x 6 miles roundtrip = 624 miles a year.) The number of infirmities and time off for illness among the group is very low despite most of them being beyond what would normally be considered their "fitness" years.

Here is what I have found about the value of hiking vs other forms of exercise.
1. The trail is always tougher than you are so there is no limit to how strenuous you can make the workout. You can always strive to beat your last "personal best".
2. Hiking uses all the muscles and tendons more than running. The uneven trails, rocks, hills, tree roots, sand, and occasional mud cause you to use every angle your feet, knees, hips and ankles are capable of. The more you use, the stronger and more injury resistant you become. Even your upper body gets a workout by using the two hiking poles.
3. Your balance and hand/foot/eye coordination are improved and tested constantly.
4. The aerobic value of strenuous uphill trail running is enormous.
5. The ability to be outdoors and, with proper clothing, to continue to hike in light rain, wind, cold and heat...causes you to feel truly alive. The beauty of the trails and views is really worth it.
6. The friendships with my fellow hikers has become vitally important to me.

Here are the rules we follow in the Heartbreak Hiking Fools, you might want to form your own group;
1. Everyone is responsible for him or herself. If you don't show up, nobody is going to call you. Nor will we send you a reminder or wake up call.
2. No whining. If you want to complain about something, find another group. We are here to have fun and stay fit.
3. We leave EXACTLY on time. If you arrive at 7am we won't be there. That's when we left for the hike. So meet at the trailhead by 6:59am or hike alone.
4. If you don't want to compete you don't have to. Some just come for the hike and don't really push it, but others are all out for a "win." Hike at your own pace and don't expect others to join you unless they want to.
5. If you bring a guest (and guests are always welcome) then you are responsible for your guest. If they get lost, you go find them. We'll see you at the coffee shop later.
6. Don't expect to impress us. The group is already pretty amazing, so just join in.
(We have rocket scientists, authors, business owners, politicians, marketing consultants, motivational speakers, physicists, sculptors, dentists, accountants, lawyers, pathologists, real estate developers, psychiatrists and financial advisers.)
7. Come to the coffee shop after the hike and celebrate your hike. No reservations, no agendas, no complaints just good clean strenuous fun.

I know, this seems too blunt and uncaring for some folks. That's understood, but it's kind of like The Marines, if you don't want that kind of culture, don't join. Just find a culture that works for your values.

By the way, if you haven't yet read Younger Next Year, by Chris Crowley and Dr. Henry Lodge, then get a copy today. It tells the truth about fitness like no book I've ever read.

I hope to see you on the trails!
In the Spirit of Fitness,
Jim

Chatting with Speaker Newt Gingrich

2007-10-18T13:43:00.000-07:00

There is a video clip on YouTube showing former Speaker of the House, Newt Gingrich exploring the difference between the part of our world that works, like Federal Express, and the part that doesn't like the government's approach to immigration reform. It's short, amusing and disturbing as well. To find the link just Google "Newt, Fedex" and you'll find the active link.

On October 16, 2007 I attended a lecture by Speaker Gingrich and had the chance to chat with him one on one for a few minutes beforehand. He was gracious and approachable as well as relaxed and fun to be with. This prolific author, consummate political leader and highly credentialed historian gave one of the most relaxed and yet persuasive speeches I've seen in recent years. He has an easy speaking style that encourages active thought. It's clear that he's been a professor for many years because he truly wants you to think, question and learn.

He points out in his book, Winning The Future, that we currently face five real and daunting threats in America.
1. The possibility of Islamic terrorists acquiring and launching nuclear or biological weapons.
2. That God will be driven from public life.
3. That America's sense of patriotism will continue to decline.
4. That our schools will not strengthen to meet the coming competition from China and India.
5. That our aging population will overwhelm the resources of Social Security and Medicare.

Much elaboration can be done on each of these and I'm willing to do so, but for this article I simply want to make you aware of these as priorities for all of us.
Despite any party differences we must address these issues before all others, as a nation, if we are to survive another generation as Americans.

Our enemies are not the type who would be content with territorial victories. They want world domination for their "religion" and they are content to take innocent lives in order to gain it. We must fight them on all fronts with all means until they yield.

Our faith in God gives us a depth of conviction that nonbelievers don't have. We must keep faith as a central element in our society and defend our first amendment right to practice our faith unrestricted by our government and courts. Without faith there is no higher purpose to life or to our country.

Americans who still hold allegiance to their former country are NOT Americans at all. They are foreigners who simply live here. They do not deserve any of our citizen's rights or privileges, just as we don't in their countries. All immigrants must learn to become Americans if they are to stay here. They need to learn our history, our Constitution and our language. If they do not, then in one or two generations we will no longer be America, but rather merely a land of competing languages and allegiances.

We've got to stop tolerating token education. We must demand that our students master their subjects and graduate with honor and dignity. If we don't then our country will become one of the lesser players in the world and our quality of life will decline accordingly.

People take care of their own money when given the chance. We know how to shop for good deals and how to avoid rip offs. This must apply to Social Security. Put people back in charge of their money through private accounts and give them choices. And, stop the government from borrowing Social Security funds. The system cannot endure as it is currently structured. It was built for a world in which the life expectancy was 62 and Social Security paid out starting at 65. It's time for REAL change.

Make sure your candidates agree on these topics and then hold them accountable when in office. We don't have the option to make these lesser priorities. This is America's primary agenda whether it likes it or not. We can endure and thrive but not on the path we are currently traveling.

Respectfully and urgently submitted,
Jim Cathcart

Video Clips of Jim Cathcart's speeches & interviews

2007-09-11T22:05:00.001-07:00

Cathcart Institute, Inc.

Video Clips of Jim Cathcart, founder of Cathcart Institute, Inc.
Author of The Acorn Principle, Relationship Selling and 11 other books.
Click each clip to view the video.

Turnover is evidence of errors in leadership

2007-09-10T14:15:00.000-07:00

by Jim Cathcart
copyright 2007, www.cathcart.com

If people are regularly departing from your team then something is wrong with your approach to leadership. How many people have come and gone from you in the past several years?

Am I saying that the problem is you? Not exactly, but if people aren't staying then something is missing. It might be that your compensation package doesn't hold up to the competition or size of the workloads. It might be that situational or geographic issues like long commutes could be the problem. Or it even might be poor selection processes; you just haven't been recruiting the right people.

But more often than not, heavy turnover is a symptom of poor leadership. I know, that hurts to hear. (Just bear in mind that I am not thinking of you personally as I write this.) Now, before your defense mechanisms start claiming, "but I have great motives and I'm a generous boss", or "I work harder and give more than anyone else around here," stay with me for a bit.

Good intentions do not make you a good leader. Great persuasion ability doesn't either. Hard work and personal dedication doesn't make you a good leader. Many things are required, but let's see if you even need to hear all this.

Question: Have you had trouble keeping good people?

If your answer is Yes, then you have a leadership problem.
Now we need to find out where the problem lives.

The Role of a Leader is to become progressively unnecessary.
Read that again.
At first everyone looks to the leader for direction, inspiration and guidance. But if they keep looking to you then you aren't leading, you are managing. Managers have to work indefinitely. Leaders grow their own replacements. They work themselves out of a job by developing the vision, motivation and skills of others.
If you have been "leading" for more than a year and nobody is in place yet to become your ultimate replacement, then changes in your behavior may be in order.

Here are a few thought stimulators to get you started in finding elements to improve.
1. Are your meetings fun, fascinating and full of energy?
2. Do people look forward eagerly to their next meeting with you?
3. Do you look forward eagerly to listening to what your coworkers think?
4. Do you find yourself complaining that others just don't "get it"?
5. When hiring do you look for people with talent or people who agree with you?
6. Do you feel like all the work is on your shoulders and others aren't stepping up?

Why do others not step up and take charge?
There are many reasons. Here are a few: (How many are you guilty of?)
You don't let them lead. You appoint them and then interfere with all their decisions.
They end up with all the work and none of the control. You don't delegate the necessary authority to go with the duties.
You don't celebrate or appreciate others effectively. They feel they are not valued.
They have seen others work hard only to have you change the plans at the last minute, thereby wasting all that effort.
You make decisions on your own and then announce them to the group, instead of seeking their input and approval. When it is "my way or the highway" most people will take to the highway to get away from you.
They don't want to do something just out of obligation or need. They want the joy and satisfaction of doing things that matter and doing them happily.

If you feel that nobody knows or cares as much as you, then you need to spend some serious energy developing the knowledge and caring in others. Otherwise, you will still be alone at the top next year and your team will have left you...again.

Stop the insanity! Change the way you lead. If you can't change then step aside. Life is too short for you to be constantly pressured and unhappy. Besides, you are probably making many others unhappy as well. So, make a change! Step aside and give up the power. Put someone else in charge and then assist (not control, just assist) them as they take the reins.

If you want to stay in charge then get some help to become more effective. Hire a coach or find a mentor. Turn to someone who doesn't fear telling you the truth.
Admit to the team that you see how you have missed the mark, but that you are willing to work differently in order to give everyone a chance to make a difference.

The greatest leaders of all time were people who listened to advisers and admitted their own weaknesses. They sought direction as well as gave it. To be the best leader that you can be you must make job one Telling Yourself the Truth!

Take a look at what is going on today. Ask yourself;
If nothing changes where is this headed?
At what point will there be a BIG problem if we don't change?
How much longer can I avoid telling everyone the whole truth?
What will the effects of that problem be after the initial crisis?
What can we, not I but WE, do about it? Don't try to go it alone.

Use all your strength, call on the people you care about and those who care about you and your "cause". Truly listen to them and consider following their lead instead of only asking them to follow yours.

Also, ask yourself, when is the time for me to step aside and be a supporter instead of "the leader?"
The purpose of your organization is to make life better for the people it serves.
How's that working for you?
If you aren't getting the results you want then now is the time to change the behavior patterns that created your current reality and start some new ones that will generate the outcomes you desire.

God's reply to our fears of causing Global Warming

2007-09-09T13:08:00.000-07:00

by Jim Cathcart, 9-9-07

I thought you might enjoy this item I wrote today in reply to one of my colleagues who is concerned that we may be ruining the Earth. No reply sought, I just wanted to share a different point of view from all the news we've been reading. Jim C

Oh arrogant human, God thought as he smiled. What makes you so confident that you can spoil MY plan?
Want to make me laugh? Tell me YOUR plans.
This world is designed to work, even when you don't.
It already knows how to adapt to volcanic eruptions, quakes, tidal waves, huge fires lasting months on end.
It cleans up oil spills even if you don't. It is the ultimate self-renewing resource.
I know what I'm doing. My system works for all elements within it.

How long do you humans live? Want to compare life spans with me? I didn't think so.
Your concerns are heard, and yes, of course I care. You are my children.
But, folks, I'm going to outlive you all. There will be more children and each will go through life's cycles as you have.
Civilizations come and go, continents shift, and (because I intended it this way) the weather patterns constantly change. What I've frozen during one year I might choose to bake in the next. Every inch of the planet will ultimately get its day.
Droughts always follow floods, fires always purge thick growth, species fade from existence and new species replace them.
This ALWAYS works...always, get it?

The problem is perspective. You think only in terms of your own lifespans. You see the world as yours, not mine.
Silly humans. Earths are for God.
You are not able to change my weather, even if all of you agree on a process for doing it. Believe me, it won't happen.
First, you won't ever all agree on anything. That too, is part of the plan. Second. You don't know enough to make the right decisions about things as big as global weather. I'll heat Earth when I choose and cool it too. When you do something that converts some of my elements into other forms you do not change the overall makeup of Earth. You simply processed it into a different form...temporarily.
I'll put it back in the form I want it when I'm ready. You cannot change the amount of carbon on Earth or the size or nature of the planet. Your "pollutants", which I simply call "reformatted elements", are not going to spoil things for me or my Earth.
Now, they may spoil things for YOU but that's not my problem.
So, be responsible, work together, think beyond your generations, and enjoy what I've given you.

Of course, you will benefit from smarter actions and less waste. Sure you will get more from the Earth when you care for it better. After all it is the right thing to do.
But don't ever get the impression that you can damage my world.

What would you do? Set a fire? I do that all the time.
Would you redistribute some element like oil products? I do that too.
Let's see you cause an earthquake or a volcanic eruption. Try changing my atmosphere.
Can't do it can you? Nope not even with nuclear technology. Why? Because that's the way I made it.
My world is smarter than you. It's not just a dumb rock, it is an intelligent living system, an organism just like you.
So, lighten up folks and enjoy the life I've given you.
Oh, and by the way, be nicer to each other.
See you on the other side.
Dad

Inner Circles - the critical players in your organization

2007-08-23T17:51:00.000-07:00

by Jim Cathcart
copyright 8-23-2007 All Rights Reserved

Circles, circles everywhere and all of them lead to outcomes.
Every group of people; a business, family, church, school or team has an "Inner Circle". These are the people through whom the major results are achieved. In the White House, in Congress, in Harvard University, in the San Diego Padres and at Google...there are small groups of people without whom the whole enterprise would suffer.

Even small businesses have Inner Circles. It's often Mom & Pop plus the most productive workers. As a sales person or a consultant, once you know who is in the Inner Circle of leadership then you know who to work with to affect major change in the organization.

In war, once you know the Inner Circle of your enemy then taking them out or removing their ability to function well is your key to victory. In sports it is the Inner Circle of certain talented individuals that inspire and lead the rest of the team to the championship. And you have an Inner Circle too. We all do.

Your Inner Circle consists of somewhere between a few and a dozen people. Groups larger than that are no longer "Inner" circles. Consider for a moment how many people you absolutely rely on in order to be productive each day. Regardless of their titles your Circle may contain; assistants, coworkers, your boss, a colleague, a key contact at one of your client companies, a supplier, a mentor or even your spouse. If any of these folks were to go away, your world and your productivity would reflect it right away. That's what I mean by "the people through whom you produce your results."

Take a minute and list the people in your Inner Circle. Keep it to twelve or fewer people. Don't worry if it is only four or five people. Write down their names and their roles or positions in relation to working with or assisting you. Seriously, take some time and write them down right now.

Next, draw a "sociogram", this is a format much like a graph or bar chart in which you put your name in the center and surround yourself with the names of the Inner Circle players. Think of a Hub (you) with spokes leading out to the others in a large wheel-like display. You are the one around whom the Inner Circle is organized and the spoke connecting you to each person represents your relationship with that person. Don't bother connecting them to each other just yet. That's for a later exercise.

Now do an analysis of three things about your Circle.
1. Examine the Mix of talents and viewpoints represented in this group. Is there a variety of complementary talents or does everyone seem to fit the same limited profile?
2. Notice the Individual Contributions each person brings to the team. What special qualities does he or she contribute? And...
3. Assess the state of your Relationship with each person. How well does that specific relationship work for both of you? Are you both committed to the success of the relationship? Do you tell each other the whole truth all of the time? Do you have a clear understanding of what you expect from each other? Do you have clear agreements to help you resolve potential conflicts?

The above analysis may be one of the most important thinking assignments you complete all year. After all these are the major players in your world and when you get everything right in connecting with them...success is imminent.

When every person in the organization is aware of his Inner Circle and then goes to work on improving; the mix, the talents and the relationships with each person...the organization improves almost immediately. After all, what is an organization but a group of people committed to a common cause? When you improve either the people or their relationships or both, you are bound to get overall improvement as well.

Try this exercise with your own Inner Circle and then go back to my earlier article on "Relationship Intelligence". Increasing the Relationship Intelligence of each Inner Circle is the quickest way to improve Teamwork, Productivity, Collaboration, and Innovation.

Relationship Intelligence

2007-08-23T13:49:00.001-07:00

by Jim Cathcart
copyright 8-23-2007 all rights reserved

Relationship Intelligence...at Work is the working title of a new book I'm creating with Dr. David Ryback. Here is the premise: Intelligence takes many forms. We've all been familiar with Intelligence Quotient, IQ, and in recent years such concepts as Emotional Intelligence and Social Intelligence have been popularized by Daniel Goleman among others.
We've stopped asking the dysfunctional question "How Smart Are You?" and begun to ask the more useful question, "How Are You Smart?" There are multiple "smarts" as Howard Gardner, Robert Sternberg and Thomas Armstrong have shown us in their books: Frames of Mind, The Triarchic Mind and Seven Kinds of Smart, plus their subsequent works. We now accept such concepts as: Intellectual Bandwidth, Physical Intelligence, Interpersonal Intelligence, Musical Intelligence, and more.

I've found, in my work with over 2,600 audiences over the past 30 years of teaching, consulting and lecturing, that there is also such a thing as "Relationship Intelligence". This is the capacity for understanding and operating successfully within the context of a multitude of human relationships. Individuals with a high Relationship Intelligence (RI) have much greater success in all types of dealings because they see beyond the momentary human interactions to the desired outcomes of the relationships. This is not just "people skills", it is understanding human interaction within the context of continuing communication and commerce.
It is, as I say in my works on Relationship Selling (tm), seeing Relationships as ASSETS and managing them accordingly.

The business community has come to embrace this concept more and more each year. One tool that has helped in this respect is CRM software. Customer Relationship Management systems have become so commonplace that an entire subculture has grown up around them. They now have international conventions strictly for the exploration of concepts and practices that establish, expand and sustain relationships over time.
What used to be simply a Rolodex of information, or a "data base" has now become a complex system among systems for keeping people connected. We've advanced into understanding and anticipating people's needs and interests so that it is today virtually a science.

Here is The RI Formula (c): Relationship Intelligence equals Awareness Factor times Communication Skill over Desired Outcome.

RI = AF x CS / DO

The "Awareness Factor" consists of reading people and reading situations, in other words: Emotional Awareness and Context Awareness plus Self Awareness.
AF = EA + CA + SA.
"Communication Skill" as used here consists of self presentation (self expression) and adaptability quotient. Adaptability Quotient measures one's capacity for adapting to differences in people and changes in circumstances. CS = SP + AQ.
All of this is meaningless until you factor in the Desired Outcome.
A relationship with no desired outcome is not a relationship at all. It is simply a momentary exchange between people. Add a desired outcome; such as a business agreement and suddenly the expectations and requirements on both parties reach a much higher level.

For example: when two people make eye contact in a hotel lobby (in the USA) it is natural for them to smile, say "hello" or acknowledge each other in some way. That is not a relationship. Assuming they ride together on the elevator and exchange comments on the weather, they are still simply in "transaction mode" re: each other. But let's assume that they soon discover that they are both headed for a boardroom wherein they will be introduced to each other and engaged in a discussion of a new business agreement, then a relationship develops.
Once they make this discovery their dialogue will take on a new dimension. They will become significantly more interested in each other. They will listen more carefully, interact more intentionally and take the entire experience more seriously. This is because they are now "invested" in the relationship. Meaning, if it goes well they stand to gain something and if not they stand to lose something.
In a business scenario this usually revolves around money and in a social scenario it revolves around feelings.

The more Relationship Intelligent each party is the more likely the relationships will be successful. If one is Emotionally Aware, meaning they understand feelings and the factors that affect feelings, then they'll tend to be more sensitive to others and better at tact, diplomacy, persuasion, etc.
If they are Context Aware then they will understand that the situation is part of the relationship. Dealing with a CEO is not the same as dealing with a receptionist. Dealing with an urgent situation is not the same as dealing with a routine one. And so on.
To be Self Aware means to know how you come across to others and to understand what is going on within oneself. If you don't know you, then chances are that you don't understand others very well either. It is vital to "know thyself" as Socrates told us. This leads to self acceptance and self improvement.

Assuming a high Awareness Factor, the next category is Communication Skill. Just knowing is not enough, people must also be able to USE their knowledge to achieve an outcome. Communication Skill is Self Presentation, the ability to effectively express one's ideas and listen well to responses, plus Adaptability Quotient. AQ is the combination of knowing how to communicate differently with different people and knowing how to adapt to changing situations. One might be great at getting along with people of all types but unable to cope with change and consequently they'd be handicapped in that relationship. Likewise the reverse, we can be good at adapting to change but inflexible in dealing with people and encounter many obstacles to success.

All of these are learn-able skills. You can learn to notice more and thereby increase your awareness. You can learn to listen well and communicate clearly. You can learn to read people and know how to customize your responses to the way each person would best receive your communication. Also you can learn to cope with and adapt to change.

What Relationship Intelligence does, is, for the first time, it puts all of these elements into context. It shows how they interact and combine in ways that will achieve the Desired Outcome.

The organizing factor here is the Desired Outcome. One simple way to make your relationships more productive today is simply to restate and agree upon the Desired Outcome at the beginning of each dealing. Just say, "To put today's discussion in context let's review what we are hoping to achieve through our dealings." Then as each person states and clarifies their hopes and goals, you increase the focus and eliminate much of the irrelevant discussion.

Watch for more on this topic and please let me know your own interpretations of this message. This message is available as a speech or seminar and I'll happily work with your organization to increase the RI of your people and your departments. Stay tuned!
In Spirit of Growth,
Jim Cathcart
www.relationshipintelligenceatwork.com

The World & What We Are Doing With It

2007-08-08T14:26:00.000-07:00

by Jim Cathcart

Situation: most people don't seem to live very much.
They work, they survive, they amuse themselves, but they die without having ever fully lived. Current statistics on heart disease, obesity, hours of TV watched daily and weekly, lack of exercise, etc. are quite distressing.

Likewise there has been a decline in intellectual growth. Schools have de-emphasized excellence in academic achievement and focused too much on social "comfort", trying to assure that nobody is offended or caused to feel inadequate. In doing so they have assured that many will in fact become inadequate when it comes to being able to direct and control their own lives.

Spiritually there has been a relaxation of standards as well. Character, once the cornerstone of education, is now relegated to a catch-all category that places more emphasis on "honoring diversity" than it does on doing the right thing. Integrity has given way to conformity and non-offensiveness. We have come to view the mere mention of religion or God to be an intrusion on the sensibilities of the nonbelievers.

Our connection with nature seems to still be there but between speed tourism and X games sports there isn't much sense of presence in the setting or quiet enjoyment of nature. "Nice river, I wonder if it has any number 5 rapids. Let's kayak it!" Naturally there is a place for bungee jumping and skydiving in life, but it's place number two or three, not the first place.

Socially we seem to be comparatively better off. We do, as a society, get together a lot. Unfortunately, much of it centers around watching TV or movies more than interacting. The social protocols of greeting cards, thank you notes, hostess gifts, and the like have been relegated to the more sophisticated and older segments of society.
As we urbanize more we also desensitize too. We often fear our fellow citizens as potential criminals and rage against them for the slightest misstep, as in "road rage."
We have become a society of people who often live near each other without ever becoming "neighbors." Many of us cannot name the families that live on either side of us or across the street. More "community" or "communing" is needed among us.
Electronically we seem addicted to staying connected. We disassociate from our surroundings while talking on the cell phone or sending instant messages. And those we are talking with are often the same people we just left a few minutes before. We now consider cell phones a necessity and a vital safety tool instead of a new convenience.

Financially we seem to be split between the entrepreneurs and the employees. The latter often focus on entitlements and use the legal system as a way to "get even" for perceived injustice or sometimes even mere inconveniences. Instead of finding meaning in their work and resolving problems as a part of life, they look for big rewards to pay for minor setbacks.

Nor are we a particularly emotionally mature society. We see frequent examples of our leaders behaving as rude, spoiled children. The press shows our leaders defaming our president and other top officials. City council and school board meetings often disintegrate into verbal slugfests. Insults and accusations of depravity, dishonesty, etc. are commonplace.

The media is at the core of our dilemma. We have permitted it to become a source of indignation rather than information and inspiration. The people who drive the media seem addicted to a degenerate view of life. They assume that sexual predators are all around us, and that everyone who makes a mistake or a bad decision deserves to be fired or put in prison. They take stories that are sensational (usually about a media personality) and fill the airways with minute by minute updates as if it mattered to the rest of us. They insist on our right to know, even on things we have no desire or need to know. And they lie. Many big stories that are believed by many yet today, were disproven completely many years ago.

On the positive side: we know more and have access to more than ever in human history. We CAN live more fully and effectively, we just haven't done so very often.

Healthcare is the best ever. And more people have access to it than ever. Government programs and insurance coverage provides access to amazing scientific technology never before seen by middle income people.
Health information is the best ever too. More doctors are now treating patients instead of diseases. One doctor in Oklahoma had a "shingle" that read "Dr. Jane Doe, Women's Diseases". Wouldn't you prefer to go to one who focused on "Women's Health"? Wellness, fitness, nutrition, studies by the Heart Assn, Cancer Society, and others have informed us as never before. There are wellness centers, resorts, fitness centers, personal trainers, American Council on Exercise, walks and marathons for charity, climbing walls, pilates classes, spinning, jazzercize, stretching classes, and dance exercise. On TV Dancing With The Stars has made us aware of the fun and beauty of performance dancing, and shown how much fitness it requires.

Learning is the best in history. Learning Annex, Phoenix University, Online Education, and other forms of adult learning abound. Video Professor shows us how to easily master the use of our computers. There are step by step self directed courses on Outlook, Excel, Word, Windows, etc.

The internet has become the neighborhood for many of us. It is the new main street of our village and the Mom & Pop stores of the past are now browsed via our computer 24x7. Our society is changing dramatically.

We can start a dialogue online today and be connected with people of similar interests in India, China, Europe and Canada within 24 hours.
And the information is FREE!

We can learn how to solve a problem by going online while the problem is still occurring! Emergency needs are met instantly in many cases.
People can get good guidance financially, interpersonally, psychologically, and scientifically in no time.
The answers are there for us, all of us. The internet doesn't discriminate. It doesn't care.
Anyone can find a way to connect with anyone else in the world in a short period of time.

We have appliances and conveniences never before known to mankind. Our interstates have live updates posted on huge signs. GPS systems show us where to go and when. Satellites send us hourly weather photos and we can Mapquest our way to anything, and even see an aerial photo of someone's home or office. Our homes are intelligent now as are our cars and offices. Our laptops and hand held computers and phones give us possibilities never before seen or even suspected by most of us.

And every human record has been and continues to be broken by someone new.
Grocery stores are filled with fresh foods from all over the world. And health standards assure the safety of the foods. Exceptions are corrected rapidly. Yet still many people have diets consisting of 90% of the same foods they always ate. The abundance around them goes unnoticed by many.
Bookstores are filled with answers, solutions, stories, facts, and fun for all ages. Affordably.
TV provides a gateway to the world for all of us. We can electronically visit any place on earth. And we can often go there too. Travel companies have made global travel affordable to many. Yet there are still people who have never boarded an airplane or left the city they live in. Potential is immense for all of us.

So, why should someone learn how to live more fully? Because that is their genetic assignment.
The goal of all living things is to live more fully. To be fruitful and multiply, to thrive, to grow, to expand, and to do.
Emerson said, "Desire...is possibility, seeking expression."
Christ said, "I am come that they would have life. And have it more abundantly."

Happiness is best found, not in momentary amusements, but in meaningful achievement. It's not the sugar that gives us joy, but the protein.
When we do things that have meaning, when we love, live, serve and savor, we experience joy.
That can never come from a bottle or a pill or a stolen reward. It only comes from Really Living!

New Podcast from TSTN featuring Jim Cathcart

2007-07-31T15:11:00.000-07:00

Here's a fun podcast just a few minutes long that is taken directly from my new shows on TSTN television. This is excerpted from the series of 12 episodes I created with them that are currently on the air.

http://www.tstn.com/programming/podcasts.aspx?item_id=15

Just cut and paste the above link into your browser and let the video stream run. You can bail anytime you want but hang in there for the few minutes it's on if you can, because I'd like to get your feedback.

What do you like about it and what would you change if you could?

Feel free to pass this along to anyone you'd like. JC

Who Should You Take Time To Thank?

2007-06-15T23:11:00.000-07:00

by Jim Cathcart, CEO & Founder, Cathcart Institute, Inc.

June 16, 1977. That was the day Cathcart Institute began. As our 30th Anniversary arrived the big question we asked was, "Who is responsible for this!?" :-)

With three decades of exciting achievements and joyful experiences it is important to remember who helped make it happen. As I reflected on our journey I noticed more and more people who had made a significant contribution. If I attempted to list them here there would be no room for this article. They were partners, coworkers, mentors, suppliers, fans, clients, friends, colleagues and even competitors. There were those who worked in our business and those who didn't. There were even some noteworthy folks who didn't even realize that they were part of my inspiration or motivation. We all learned from so many others.

Nobody makes it alone in this world. We sure didn't. You could argue that a personal service business like a training and consulting firm is often the lengthened shadow of one or two individuals. That might be true but those shadows get transformed when other people become involved. Hundreds of people deserve some credit for our successes.

How about yours?

How many people have inspired and motivated you? Who encouraged you during tough times? Who believed in you? Who challenged you?

Who coached and educated you? Who pitched in to help? From whom did you learn vital lessons despite difficult situations? Who touched you in ways that made a difference?

It is important that we make time to celebrate and acknowledge our milestones. These are times of reflection that remind us of the many valuable facets of our successes. Sometimes just celebrating our survival for yet another year, decade or generation can be enough encouragement to keep us in the game. Bouncing back is proof that we still have something to give. We can't all always succeed, but we can always try. And trying counts for something. Not giving up is an admirable trait as long as we are also listening to the marketplace while we persist toward a goal.

Say thank you often, and offer congratulations whenever you can. One of the greatest abilities we humans possess is the ability to acknowledge and appreciate. In fact, entire careers have been invested by some merely to get the acknowledgement or appreciation of someone else. There are few words sweeter to the soul than "I'm so proud of you!" and "I knew you could do it!" We not only need to hear these words, we also need to say them.

When we celebrated our tenth business anniversary, twenty years ago, I held a three day series of experiences that involved: former employees, friends and mentors, vendors, colleagues and coworkers. We had a picnic, went sailing, watched the sunset from a mountaintop, dined at my home, had cocktails overlooking the ocean, watched a slide show of our times together, gave gifts and mementos and held a small banquet. At the end we made a photo album of the experience and sent one to their homes with our gratitude. Never have I had as much fun! And everyone remembers it fondly. They knew for sure that their contributions were noticed and appreciated.

One of my clients prepared special magazine covers featuring each person and gave framed copies of them to each participant. Another client established what I called a "Gratitude Brigade" to assure that everyone got at least three separate forms of thanks. They combined personal visits, phone calls, handwritten notes, gifts and other forms of contact to assure that each person not only WAS thanked but, more importantly, they FELT thanked.

At an upcoming event each speaker is being presented with an art-quality pencil drawing portrait made from one of their photographs. You can bet that this gift will be proudly displayed for years to come.

Whether your milestone is an anniversary, a goal reached, a new era, or an ordeal endured and survived, it is important to find some symbolic way to imprint it along with your gratitude for the contributions made. As I mentioned above, it is not important that we thank people, what is important is that they feel thanked and appreciated.

In my 30 years as a professional speaker and consultant, I (with the help of many others) have authored 14 books, two of which became national best sellers, recorded scores of audio albums that sold millions of dollars worth, served as president of the National Speakers Association, worked with thousands of clients, spoke in all 50 states, most of Canada and circumnavigated the globe twice in one year! I was inducted in the the Speaker Hall of Fame, and Speakers Roundtable, received my industry's top awards: The Golden Gavel and The Cavett Award, authored the professional development program used by NSA, and addressed hundreds of thousands of the top business people in North America and Australia. I've had literally hundreds of articles published worldwide and I've had more fun than a person could reasonably expect in a lifetime! My best friends are many of the top thought leaders in the world.

But I'm just warming up. I have decades of creativity and service ahead of me. With good health I'm probably good for another entire generation, but I'll still need others all along the way.

If you've been connected with me in any way over these past 30 years I sincerely thank you. If not, then let's get together soon and see how much more successful YOU can be. I'm eager to be of service. There is no limit to what people can do when they join forces and keep the vision alive. Thank you.

In the Spirit of Growth,

Jim Cathcart

Two New Speech & Seminar Topics

2007-06-09T13:38:00.002-07:00

by Jim Cathcart

Hi Folks, I'd love your feedback on the items below.

We've got lots of exciting news. My online library is growing daily and I've refined some new speech & seminar topics as well. (This is a new treatment of an older title.)

1. The Acorn Principle - Growing Demand by Growing Your Brand
From Brand Awareness to Brand Preference to Brand Insistence
Your Personal Brand and Your Business' Brand
Emerging in a new marketplace (How to create & establish your brand)
Transitioning from an earlier position
The biggest brand error of all (inconsistency)
Riding someone else's horse, at first
How to look like good news to everyone you meet
Knowing your "Publics"
Defining the reputation you want
Earning the reputation you want
Managing your reputation - consciously & intentionally
The Future you see and the Person you'll be
Expanding your Brand
Things that are measured tend to improve
Brand Marketing: Surround, Penetrate, Saturate
Personal Service Businesses, Small Businesses and Large Enterprises
Becoming the person you will need to be

2. Sales Psychology - Understanding The Mind of your Buyer
How people will show you the ways they like to buy
How to know what kind of "Relationship" buyers prefer
Opening new mental "files" so that you can learn more
The essence of intelligence is noticing more
Methods vs Patterns vs Principles
The tip of the iceberg and the bulk of the iceberg
Behavior Patterns are only the beginning
Internal Diversity and External Diversity
Personal Velocity differences
Understanding Intellectual Bandwidth - processing capacity
Multiple Intelligences - How is this person smart?
Value Priorities - what matters to him or her?
Background Imprint - patterns from the past
Know thyself - If you don't know yourself, others will be in control
Adapting to multiple differences in people
What This Means To You Is... (translating your message to suit their mind)
Modus Operandi- Mode of Operation - whether to use information or motivation next

These are just two new topics that have evolved out of all of my research over these past 30 years.
(June 16, 2007 is Cathcart Institutes's 30th Business Anniversary!)

I have not produced separate promotional pieces for these topics since they extend my existing topics but , check out the following link to my new website. It is a video one-sheet with three short clips of narration followed by live performance.
Here is the link: http://youonyourwebsite.com/Cathcart/One_Page.htm

In the Spirit of Growth,
Jim

Jim Cathcart
Cathcart Institute, Inc.
Executive Office
2324 Crombie Court
Lake Sherwood, CA 91361
805-777-3477
email: jim@cathcart.com
Jim on Video: http://youonyourwebsite.com/Cathcart/One_Page.htm
website: http://www.cathcart.com
Jim's blog: http://www.cathcart.com/blog

Do your friends really know what you do for a living?

2007-05-31T17:13:00.001-07:00

by Jim Cathcart, founder of Cathcart Institute, Inc.

When my friend called and asked for a referral to someone who could deliver a keynote speech for his company's convention I was stunned. He wasn't aware of the fact that for 30 years I have been a professional speaker! He knew I wrote books and consulted with companies in helping them to grow, but he wasn't aware of the biggest part of my career; professional speaking. One visit to my website, www.cathcart.com, would have quickly shown him that I was a member of the Professional Speaker Hall of Fame, past president of the National Speakers Association and had received the Cavett Award and the Golden Gavel Award as one of the top speakers internationally. What a wake up call to me! I now make it a point to tell my friends what I do.

How many of your friends, neighbors and family members could accurately describe what you do for a living and how well you do it?

We spend so much time around those closest to us that we often assume they know much more about us than they do. I think it is a good idea to keep our friends informed. We join networks and attend functions in order to connect with prospects and discover opportunities, but do we provide overviews and orientations for those closest to us?

In an effort to keep you aware of my "news" I will be adding an announcement section to The Acorn Letter. The usual message will still be there for you and you can scroll right past my news if you aren't interested in it, but at least I'll know that I shared the latest information with you.

I encourage you to do something similar with your circle of relationships. Just start asking if they'd be interested in learning about what you do or can do for others. The most likely people to send you opportunities are those who already know and care about you. Keep them up to date.

Get all of your people to work together

2007-04-24T15:33:00.000-07:00

by Jim Cathcart
Cathcart Institute, Inc.

A few years ago one of my clients was a Country Club with 25 managers, 125 employees with a mixture of two languages, about 500 members and a world class facility including Golf, Tennis and Dining. They had experienced a lack of communication between departments and some of their managers weren't taking their roles very seriously when it came to attendance at special social events. Some of the managers never complimented but frequently criticized their employees. Others never confronted bad behaviors. Relations with the customers (Members) were less than ideal. The budget available for addressing the problem was limited but they couldn't afford to do nothing.

The General Manager decided to schedule a series of training lectures from various experts in an effort to change attitudes and, ultimately, behaviors. I was invited to deliver one of the lectures.

When I interviewed the GM to see what his goals were he told me of the situation described above. Upon looking at the plans for the lecture series I could see that it was not a coordinated series focused on the needs but rather it was a group of interesting general presentations on "teamwork", "time management", "communication", etc. So I made a radical suggestion.

I said, "Don't do the lecture series at all. Just put all your energies into addressing the real problems. Let me be your project chairman and I'll design a plan to turn the attitudes and behaviors around." After some discussion he agreed and I was hired to be the outside "Director of Training" for the balance of the year.

Upon closer inspection I found that there was no ongoing program to orient new managers to the Club and its ways. Sure, everyone got some training to do "their job" but there was no form of In-Processing that would assure they were all thinking in compatible ways. Nor was there any training or process in place that truly made them feel like everyone was part of the same organization, all as one. So each person quickly fell into the mindset of "I'll handle my department and you handle yours."

No teamwork, no handoffs, little communication, no sense of connection with other employees, and no sense of duty or commitment to serving the members and guests. These were the predictable results of assuming that everyone would "get it" on their own. But, at least, they were pleasant toward each other. And, a couple of the first level managers were exceptional performers with great attitudes despite the lack of direction from above. Of the entire group most were well qualified for their positions and were good people. Only a few had "issues."

I determined that the first need was to orient everyone toward the Club in ways that made them proud to be a part of it and feeling an obligation to do their part to make it better. So I got their promotional packet that was distributed to every prospective member and to the press during special events. This gave me the images and content upon which to build our first meeting. We decided to work with the managers at first and to let them carry the message to their coworkers.

The press kit cover said "Welcome to XYZ Country Club". In the opening meeting I established an open atmosphere and put the managers at ease, then I posed the question, "To whom are we speaking when we say "Welcome to XYZ Country Club"?
They said it was directed at prospective members and guests. "Anyone else?" I asked.
Yes, the media reads it too.

Then I asked what seemed to be a stupid question, "What does Welcome mean?" They said it meant that we want people to feel that we are glad they are here and we will happily help them with whatever they want or need. They said it also means that they should have no apprehension about being here, just relax and enjoy because they are "welcome" here. (Nice answer.)
So I followed up with a second question, in the spirit of Dr. Phil, I asked, "How's that working for you? Do people truly feel welcome here? Do they tell you so? How do we know if anyone feels that way?" You see, without measures and feedback we don't know what is working and what is not.

My next question backed them into a corner even more. "Do we want the people who work here to feel 'welcome'? Or do we just want them to do their jobs and quickly go home? " I said that any worker who did not feel welcome here would probably resent their job and coworkers. If we want someone's best efforts then we have to treat them with dignity and show them that we care about them. People who are often reminded how little they matter tend to become resentful employees and they resist doing any work that isn't absolutely required. So, everyone agreed,"Yes, we want everyone who works here to feel welcome too."
Now I had them. So I asked, "what do you do that lets them know they are welcome here?" Silence.
I tried another approach, "what do we do or not do that causes them to feel they are NOT welcome here?" Answers started to flow. In other words, there were plenty of turn-offs being handed out but almost zero turn-ons.
Once I had made my case for new behaviors I asked the group to embrace a single, simple new policy: We acknowledge people, all people, all of the time, under all circumstances. I explained that this meant greeting each other in the hallways or at least smiling and nodding hello. It also meant speaking with people doing landscaping and housekeeping work. And it meant that all staff at all levels would begin to acknowledge members and guests too. They agreed.

Within one week of the new policy people started communicating more. It took some supervision to get everyone to practice the new behavior but once they knew we were seriously committed to acknowledgment, then everyone started speaking and smiling more often. It's hard to ignore a friendly hello or a smile and eye contact, so the effects were felt almost immediately. A simple behavior had produced dramatic effects. But much more work was still needed.

Our next management session focused on the Why behind all of the things we do. I asked each of them to explain why their department was important to the organization and why each role within it was needed. This was hard for some, they had never thought that way. They could explain How all day long, but they seldom thought about why. And a Why overrules a How every time. The person who knows How may have a job but the one who knows Why will usually be their boss.

After several sessions like the above, each building upon the others, we got to a point where every manager and many of their coworkers could easily explain how the country club worked, what each part of it did for the members and the owners, and how every one of their jobs fit into the system. They knew why they did things in the ways they did and what the value of each behavior was. They agreed to become more accountable for their outcomes and more cooperative with each other. The group had become a team and they cared about each other as well as the club itself.

The lesson here is that Behaviors always follow Mindset. Change the Mindset and you will change the Behaviors.
But to sustain the Mindset you need Systems. And all systems within the organization should grow out of the purpose, mission and vision (the DNA) of the Club in this case.
Between Mindset and Systems are Skillsets. People need to be continually trained in the Skillsets that allow them to perform at an excellent level.
Mindset, Skillsets, and Systems are the key to transforming a group into a Team.
For more information on how you can use ideas from this case study contact me at jim@cathcart.com.

The US Economy

2007-04-16T10:32:00.000-07:00

by Jim Cathcart

My friends and investment advisors Bill & Mary Staton of America's Finest Companies recently posted the following in their monthly email report:
Brian Wesbury of First Trust Advisors sums up our thinking nicely, “Last year, U.S. exports, industrial production, real-hourly compensation, corporate profits, federal tax revenue, retail sales, GDP, productivity, the number of people with jobs, the number of students in college, airline passenger traffic and the Dow Jones Industrial Average all hit record levels. For the third consecutive year, global growth was strong, continuing to lift (and hold) millions of people out of poverty. In relative terms, the first five years of the current recovery have been much better than the first five years of the 1990s recovery.”

Now pause for a moment and reread the quote above.
Then answer this question, "What kind of shape is our economy in at present?"
Next question, "How does this compare to all the news you've been hearing and reading?"

My guess is that your impression of our economic status prior to reading the above, was that we were in a down economy and worse off than during the Clinton administration. The knee jerk response is "yes, but now we are at war and the economy is not the whole picture." Of course it is not the whole picture, but please get it that we have a robust economy right now DESPITE being at war. That is a big point.

In most situations the drains from fighting a war would sap the economy so much that it would be struggling for survival. The reason ours is not is that the current administration's economic policy of reducing taxes is working.

Our newly elected Democratic majority seems to be on a feeding frenzy to remove tax breaks and increase taxes on the business leaders, the ones who drive the economy. They claim that the "rich" are paying too little and the "poor" are paying too much. So they want to raise taxes.

Now, what's wrong with this picture? The economy is fantastically strong, jobs are plentiful, unemployment is way down and has stayed that way for years, tax income to the federal government is up due to the booming economy...so they want to "fix" it???

Folks, it doesn't matter what political party you embrace, the economy is driven by Ownership not by employees. Providing tax incentives to business owners is the quickest way to get increased salaries, increased tax revenues for the government and increased employee benefits. Successful companies with lower tax burdens tend to be more generous with benefits and raises. Struggling companies always tighten their belts and reduce what they pay to the employees, in order to survive.

Please do not listen to the politicians who are telling you we need more taxes. And for sure don't listen to those who claim that forced pay increases (via higher minimum wage laws) will help the workers. They won't. Never have and won't in the future. The more the employer HAS to pay to the government and to their employees the less they will invest in new technology, new products and new ways to grow the business. Businesses that grow require more employees (more jobs!) and they try harder to retain their good employees (more pay raises and benefits!).

Let's invest in education and raise the standards of performance so that everyone becomes productive. Leave the taxes low and get them lower if we can. That will stimulate business growth as we have seen it do for years now. Stop the insanity of the politics of good intentions and return to the policies of reason, logic and proven methods. Our economy is strong, please encourage your congressional leaders to stop tinkering with it in order to feel good about changing things (which, incidentally, don't need changing.)

Invest your energies in the issues that do need our attention: eliminating terrorism from the world, stopping the victimization of innocent people and expanding freedom and opportunity to all.

Self Leadership Skills - The Base Required For Success

2007-04-05T14:36:00.000-07:00

by Jim Cathcart

If you can't lead yourself then you aren't ready to lead others.
Stated more positively: When you learn to lead yourself the world is yours!

In 1977 I formed Cathcart Institute for the expressed purpose of "Helping People Grow."
Since then I've worked with psychological researchers, organizational development specialists, managers, authors, poets, trainers, olympic athletes, philosophers, historians, scientists and motivators to determine how people can gain more control over their lives and more capacity for self direction.

My assumption has been that by empowering others to lead themselves effectively I will expand the contributions they make to the world and all of us will ultimately benefit. When I'm hired as a motivational speaker my task is not to motivate others but rather it is to show them how to continually motivate themselves. If I only motivate them from the outside then they remain dependent on others to get them going. But by showing them how to sustain Self Leadership, they are free to grow on their own.

For Managers, the best thing they can do for their employees is to teach them to manage themselves. As each person becomes more self-managed, their supervisor is freed to apply energy to other opportunities.
I have often informed my new employees that I expect them to continually learn and grow on their own, to become more valuable to my company and their career with each passing day. Yes, I support their learning in some ways, but the responsibility to learn and improve is theirs, not mine. I let them know that just as they expect me to grow the company, I expect them to grow themselves. If either of us stops growing then we should part company.

For Parents, the task of getting children to complete their homework is often a decades long assignment, and an unpleasant one at that. But if they can cultivate in their children a love of learning, they may never have to worry about homework again. The kids don't do homework on their own unless they feel a personal desire to do so. Outside pressure only creates a temporary stimulus. Show them the benefits and joys of learning. Show your own love of learning through your actions and teach them techniques to make learning more enjoyable and easier, then you can stand back and watch them grow.

In Sales, the sales managers that teach their representatives to become their own sales managers are freed to focus on producing more and better sales. Those who do not are saddled with the eternal duty of keeping their team motivated. Share the information freely and hold people accountable for taking initiative. Keep the numbers of what is working and what is not obvious to everyone. Things that are measured tend to improve.

There is an underlying concept here: Responsible TO vs Responsible FOR.
If I'm responsible FOR you then all things have to begin with me. When I don't act then you don't act, but you get to blame me for your inaction.
On the other hand, when I'm responsible TO you to provide direction, support and encouragement, then if I don't do my part, you are still in the drivers seat. I'm just a resource. That is as it should be.

Examine your own patterns. Do you condition others into the posture of waiting for your lead or do you expect and allow them to take actions on their own? Often our own policies and practices can work to defeat our desired effects. For example: if people are instructed to not take any creative action without your prior approval then creativity will not happen. But with the freedom to use their own best judgement they are allowed to explore best solutions. We only get new ideas when there is enough room to experiment.

Trust your people enough to give them some room. Allow them enough margin for error that they can take chances, but not so much that you put the entire enterprise at risk. Teach standards of performance, core values, best practices, and legal limits, but leave room for innovation. At least allow them to stumble and possibly fall as they progress toward your goals. Teach them how to Fall Forward when they experiment.
Don't encourage them to be "Risk Takers" instead teach them to be "Opportunity Seekers." Show them how to explore within reasonable limits of risk.

For Self Leadership to emerge, there must be: Trust, Support, Open Information Flow, Clear Guidelines, Resources and Compelling Goals. People step up when they have a reason to do so (the root word in Motivation is "Motive") and when they have permission to act on their own.

For more on Self Leadership Skills, go to www.selfleadershipskills.com.

Sherwood Parlor Series- The lost art of discussion

2007-03-25T21:09:00.000-07:00

In the ancient days before television a practice flourished that was known as Discussion. In fact, people even hosted what were known as Discussion Salons. These were typically in someone's living room and the program for the evening was simply a lively dialogue among the participants.
Occasionally today we have great discussions with our friends and colleagues, but today it is less likely to be planned, and therefore less likely to occur at all. I say it's time to reverse the trend.
Let's get together and talk.

A few years ago my wife Paula and I moved to a new community. This one was 150 miles from our previous home and we didn't know many people. I found the uncertainty stimulating and decided to do something about it. So I contacted the Sherwood Country Club where we had moved and asked if they'd like for me to host a "Parlor Discussion Series" for the members and residents. They enthusiastically agreed. The club provided the location and catering. The attendees paid a small fee to cover expenses and I provided the topics, the special guests and the leadership of the meetings. (This may be something you can do in your home area.)

Evidently there was a thirst for "interesting discussions among interested people" because we had more people than our venue could accomodate at the first event. The topic I chose was "Friendship" and I invited one of my colleagues who had special insight into the friendships between Thomas Edison, Henry Ford, Harvey Firestone and Charles Lindberg.
About 26 people attended and we set up the room like a big living room with an oval of couches and armchairs.
I introduced my guest and told the group that the rules of our Discussion Parlor Series were few and simple: 1. treat this as your living room, relax and be yourself, and 2. be nice to each other.
They laughed in approval and we began the discussion. We talked about: how friendships are formed, types of friendships, the life expectancy of a friendship, what made them grow and/or dissolve, etc.

Since that time I've hosted 17 "Sherwood Parlor" events in almost five years.
We have had a fascinating assortment of guests and topics.

Prior topics have been:

Friendship,
Mentors & Role Models,
What Motivates People?,
Can Optimism Be Learned?,
The Importance of Laughter,
Leading in "Fast Time",
The Importance of Stories,
Adding Show-Business to Business,
How To Cultivate Curiosity,
Negotiation,
Inspiring Yourself & Others,
Why People Succeed,
Creating The Future,
Music Matters,
Thinking About Thinking,
and The Four Seasons Way (learning what makes a Luxury Hotel)

Guests have included: Bob Hope's chief comedy writer, Gene Perrett, Shuttle Astronaut, Col. Rick Searfoss, and an assortment of musicians, writers, speakers, executives, philosophers, etc.

This is not a speech atmosphere, nor does it require any special preparation.

In fact my guests usually only speak for a few minutes before we open to floor to everyone.

These are informal "living room" chats with a group of anywhere from a dozen to two dozen people who live here in the area.

The meetings convene at 5:30pm and adjourn promptly at 7:30pm so that everyone can still make dinner plans for after the Parlor. Starting and ending on time is vital. If you conduct an event like this the attendees will expect you to stick to your times and to keep the events interesting.

One way I keep things lively is by taking as much interest in the attendees as they do in my guest. I ask everyone for their opinions, questions or stories. Sometimes they are more fascinating than my special guests! At the end I summarize a few key points or ask the audience to do that for me. Then we go to dinner with my guest and invite the others to join us "dutch treat" if they wish. Usually about 1/3 of the participants will join our dinner party. We simply go across the street to the Tennis Club Dining Room and take as many tables as are available. It's an informal and spontaneous gathering, but it's always fun.

I encourage you to find some folks you would enjoy talking with, select a few fascinating topics, and schedule a parlor discussion of your own. You don't need to make a series of it, but you can if the interest is there. Let's get together more often and just talk.

The Secret to your Success - Leadership

2007-03-15T12:39:00.000-07:00

Open any newspaper or magazine today and you will find a mention if not a feature on The Secret (the book & the DVD). This phenomenal product was created by Rhonda Byrne and includes some of my good friends; James Ray, Jack Canfield, Denis Waitley and others. They are speaking about the concept known as "The Law of Attraction."
Simply stated this law says, what you focus your attention on tends to move toward you. This is even true on the simple physical level. When riding a bike, if there is an obstacle in the road, by looking at it you almost assure that you will collide with it. So we are taught to look at the unobstructed path around the obstacle, not at the obstacle itself. Try it sometime, in a safe area, pick a point in the road ahead of you and look at it while intending to avoid it. You will "hit" it instead. Then look just to the side of it and you'll avoid it.
On the metaphysical level this means that what you think about will "come upon you." If you think about success you will surely achieve it. If you think about your fear of not succeeding, failure will be yours. It takes much training to get our thoughts and feelings under our guidance. They are used to following their own lead.
But the payoff for taking control of what you think about, how you think about it and how you allow yourself to feel about it, is huge! This is the most important work you can ever do because it will allow you to do everything else you ever decide to do.
I've proven it in my own life repeatedly and I've seen countless others learn to do it too.
It comes down to Self Leadership. You need to take charge of yourself.

If you don't take charge of you, others will. Everyone is led, but only the successful few are self led. That's because they have decided to and committed to doing so.
Start today to notice how you think and feel. Start keeping a journal or log of your thoughts and feelings each day. Study the patterns over several weeks and see the links between your thinking and your outcomes.

Read inspirational messages each day. Listen to podcasts and recordings that uplift you and show you how to own your life. Write out your primary goals and look at them every day, several times a day. Train your mind to focus on what you want, not what you fear.
You can have the life you want, but first the Universe needs to know from your thoughts what it is specifically that you want. Send the messages clearly and live as the person who is about to receive them.
You deserve an abundant life. And the rest of us need the contributions you can make as you become more successful.

12 New Episodes on Jim Cathcart's TV Show

2006-12-07T15:28:00.000-08:00

The full 12 episodes of 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: How to sell when the prospect isn't ready yet to buy.

10. Selling to the Differences in People: How to sell in the way that people like to buy.

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
http://www.tstn.com/programming/ThePurposeofSelling.aspx?img=28&kbid=1240
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. You can subscribe and have your entire team watch this series of programs as an ongoing training series. The only cost is your one subscription. And with the other programs from world leading authors and experts you can design a curriculum that is truly powerful.

Watch for my new Website Video Clips

2006-11-18T11:40:00.000-08:00

I just spent two days in the studio creating a series of video messages to guide people through my website. Each is 1 minute or less in length so they won't be obtrusive or in the way.
Watch Cathcart.com and 101Leaders.com over the next few weeks for these enhancements.
Here is the link to my "video One Sheet" with clips from live performances.

http://youonyourwebsite.com/Cathcart/One_Page.htm

Let me know what you think of it.

I will also send out a few video emails that I think you'll enjoy.
If you would like to do some of these same upgrades to your own online marketing just let me know. I have a team who can create the items for you and I'd be happy to assist you as an online spokesperson if appropriate.

See you in the movies! :-)
Jim Cathcart

How to build your board & leadership team

2006-11-18T11:39:00.000-08:00

How to Build Your Board & Leadership Team
by Jim Cathcart, founder, 101 Leaders Institute
Chairman, Cathcart Institute,Inc.

Until you multiply yourself through others you are not using all your strength.
Our potential lies not only within us, but also within all who share our goals and concerns and those who care about us.

To build your leadership team there are several approaches to take:
1. Determine who is already on your team.
Look at your email log, your phone call log, your daily calendar, your checkbook register and other "tracks" of where you've been and who you have communicated with recently. Many of these folks are in your corner already. Note who they are.
2. Identify the people you want on your team.
Write down the names of the individuals who, in a perfect world, would be aligned with you. Set goals to connect with them and lead them to your cause over time. Consider this a multi-year project, "sooner or later I'm going to get you."
3. Determine the expertise level of your current team.
What level of expertise is on your team now? What would you like it to be?
Plan to train, develop, coach and support your team members so that they advance to the next levels of their potential. This will make them greater assets for you.
4. Assess the mix of talent and perspectives on your team.
Does everyone bring the same talent to the team? If so, go shopping for new and different abilities to recruit to your cause. Get a balanced team of varying viewpoints, skills and connections.
5. Grow tomorrow's leaders like you'd grow a garden.
Tend your relationships like plants; daily attention, adding nutrients, grooming them for growth. Think of every customer, supporter, buddy, vendor and colleague as a potential leader for your team. Nurture them over time to become more involved, more committed and more interested in your cause. All relationships are assets and all relationships have a future.
6. Make sure each meeting, bulletin, email broadcast, and phone conference is productive and interesting. Remember, there must be some payoff to them for helping you. Make your meetings fun and useful. Don't waste time and don't be boring.
7. Find out what they would like.
Study each individual's interests, values and goals. Help them get to where they'd like to go. Make the service a two-way street. You help them ge what they want and they open doors to what you want.

Copyright 2006 Jim Cathcart
www.cathcart.com
www.101Leaders.com

The Chairperson's Planning Guide

2006-11-18T11:23:00.000-08:00

The Chairperson's Planning Guide
by Jim Cathcart
(To be completed in writing)
"If it isn't written, it isn't a plan." Jim Cathcart
"Plans are nothing but planning is everything." Dwight D. Eisenhower
"No plan survives its contact with reality." Leland Russell

1. What is Your Primary Purpose? Describe your desired outcome. What will the successful effect be if you do what you plan to do?
2. Determine the Need. What is it that you plan to do and why does it matter? Who is concerned about it? Who will be affected by it? How urgent is it? How big is the need?
3. Relationship to Other Goals. How does this project fit into the other priorities you are working on? Does it help lead you to another accomplishment or away from it? Are there others who are working on related tasks? How might you combine efforts with them?
4. Establish Priorities. Define the importance of this project in relation to the other interests on your list. Should this come first, second, last? Is your method of setting priority based mostly on hard facts, other people's opinions, your own feelings, relative risks, or what?
5. Set Your Goals. Define specifically what you will do, by when and to what extent. Make sure it is measurable, achievable, challenging, and most of all...desirable. You and others must truly care about whether these goals are reached.
6. Brainstorm possible obstacles and how you will address them. See your problems before they occur.
7. Identify Your Resources. Who can help? What tools will be needed? What information will be needed? What skills will be essential to your success?
8. Define the Steps in the Process. Identify your milestones, checkpoints, and key events. Know every step that has to happen in every aspect of the project.
9. Budget and Schedule. Then Schedule and Budget. Determine the cost of doing what you plan. Specify the revenue that will be generated and when it will arrive. Also specify the costs you will incur and when you will incur them. Lay out a detailed time-line of the steps and budgetary effects, then revise and improve the schedule and budget to achieve the optimum plan.
10. Do It Now! Get started today. Stop planning and start doing. Call people, take action, get moving, produce measurable progress now.
11. Watch Yourself and Improve. Do an after-action review as each part is completed. Ask what worked and didn't. Determine why. Avoid blame, just analyze and learn from it. Ask the WIN question, "What's Important Now?" Revise your plan constantly to reflect the best approach now. When in doubt...stick to the plan! Follow your plan until shown concrete reasons to do things differently. The success of most endeavors is found in the persistent actions and daily improvements.
12. Celebrate! Take time to enjoy your success...but not too much time. There is more to be done and more people who need what you can do.

copyright 2006 Jim Cathcart, Lake Sherwood, CA, USA

Keys to Successful Presentations

2006-10-31T12:22:00.000-08:00

Public Speaking Tips
Keys to successful presentations
by Professional Speaker and Author Jim Cathcart,
Speaker Hall of Famer and cofounder of the Professional Speaking Institute.

1. Remember, it is not the speech that counts. It is the value of the message to the audience that matters most. If you can reach the audience effectively then your speech was successful. So, don't focus on your speech, focus on getting your audience to understand and accept the message.
2. Dress Appropriately. Don't dress to impress, dress to succeed. If you are speaking to farmers at their local co-op, don't wear a three piece suit. Go for business casual. But if you are addressing a formal awards banquet, put on your best formal attire. Don't dress to be attractive, dress to be persuasive. You want credibility first, charisma second.
3. Know why this group should want to hear about this topic from you at this time. Determine what the message will mean to them. How will they benefit from knowing what you know and agreeing with your suggestions? Answer their age old question "WIIFM- What's In It For Me?"
4. Don't open with a joke, unless you must. Your opening should be designed to connect with them, not just to amuse them. If you want to be credible then tell them why you are here today and what benefit they will get from the ideas you are about to present. Jokes are fine but don't make them the purpose of your speech, unless you are a humorist.
5. Organize your thoughts in threes. People retain things well when they are presented in small groupings. Three is a good working number. Break your message into three main points, illustrate each one with an example or a story, then conclude by showing them specifically what to do next.
6. When in doubt...tell a story. True stories are best, but fables, parables, hypotheticals are also just fine. Be sure that you bring your points to life by describing how people can use or understand what you are telling them. The greatest teachers through time were excellent story tellers; Jesus, Abraham Lincoln, Mark Twain, Will Rogers, Ronald Reagan, Confucius. When asked to describe her ministry, Mother Teresa replied, "Come and look! Come and look." Don't just talk about things, bring them to life for people.
7. It's OK to use PowerPoint, but it's not OK to depend upon it for your success. Let your visuals reinforce and enhance your message. Don't expect them to carry your message, that's your job. Use visuals sparingly.
8. Turn on the lights! Let people see you and make sure you can see them. Your best and most important audio-visual is your own face. Do not stand at a darkened lectern while slides give your speech. Stand in the light and talk with your audience. Put the slide screen off to one side.
9. Get away from the head table. Do not stand behind a table filled with others who are also facing the audience. Head tables are dead, relics of a bygone era. Have reserved seating up front if you must, but have only the speaker stand on the stage. Focus the audience's attention on the person they are expected to listen to. Keep others out of their line of sight.
10. Be real and have fun. If your notes fall to the floor, say "excuse me" and pick up your notes. If someone says something funny, laugh along with the audience. Relax, this is your chance to connect with people and to make a difference. Be yourself, not some speech teacher you thought you were supposed to be like. You'll do just fine. Trust yourself.

Copyright 2006 Jim Cathcart, Lake Sherwood, CA, USA

How to Motivate Volunteers

2006-10-31T12:20:00.000-08:00

How to Motivate Volunteers
by Jim Cathcart, Founder, 101 Leaders Institute.

"People do things for their reasons, not yours." author unknown
"A person convinced against his will is of the same opinion still." Benjamin Franklin

1. Give people a reason. There has to be a motive if you want motivation. Motives vary from person to person and time to time, but all actions are driven by some motive. Appeal to compassion, pride, fun, fulfillment, significance, conformity, or whatever appropriate motive might get people to do as you desire. Base it on their wants in relation to your goals.
2. Be specific. People can contribute Time, Talent or Treasure but they need to know exactly what you want before they can determine how to best get it for you. Tell them what you need and by when. Show them or describe to them the ideal outcome you are seeking.
3. Have the attitude of gratitude. Being grateful is the psychological equivalent of magnetism. People are drawn to others who are appreciative. Thank people, point out what they have done and how it mattered. Show your appreciation for what you receive. "Give without remembering and receive without forgetting."
4. Inspect what you expect. Be a good supervisor. Show that you are concerned, involved and paying attention, but do not hover over others as they work and micro-manage with constant corrections. Agree with them as to how you will monitor their progress, in that way they will expect you to be watching but not become bothered by it.
5. Sell the vision and purpose. Continually talk about the bigger purpose behind the actions. Walt Disney showed everyone his dream of Disneyland. He built models, drew pictures, told stories and dreamed aloud so that everyone could see the goal and feel its value. They say that the person who knows how to do something may have a job but the one who knows why it matters will always be their boss.
6. Collaborate with your volunteers. Treat them as your equals. Show them that you respect them and appreciate the value of what they are doing. Ask their opinion. You don't have to always follow their suggestions but you should listen to them and seriously consider them. Most breakthroughs are achieved through the suggestions of the workers rather than their leaders.
7. Celebrate their successes. When something good is achieved take time to point it out and comment on it. Saying 'thank you' and 'good work' goes a long way to keeping people motivated. Remember, they are volunteers.
8. Treat failures and mistakes as teachable moments. Instead of blaming, accusing and criticizing, use these occasions to do an after-action review of what happened, why it happened, and what effect it had. Then look for ways to avoid allowing it to happen again. Determine whether it was due to something: situational, personal, interpersonal, technical, or systemic. Then correct the cause.
9. Document the actions and outcomes;what was done and how it worked. Help people have a tracking system to assure that they know when they are on and/or off course. Things that are measured tend to improve, so be careful to set up measures. Know the progress and document what you have learned together.
10. Trust people a bit more than they deserve. Someone with no experience leading others would be ill equipped to take charge without some supervision, but with constant supervision, they'd never learn to lead. Give people enough room to take decisions and make mistakes but not so much room that you put everything at risk. There must be enough trust so that people find their own solutions, otherwise you will always have to supervise them. Remember; the role of a supervisor and motivator is to become progressively unnecessary. You will know you were successful when your motivation is no longer essential.

Copyright 2006 Jim Cathcart, Lake Sherwood, CA, USA

Jim Cathcart's New TV Show

2006-09-20T15:36:00.001-07:00

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.

Inaugural Summit generates Rave Reviews!

2006-09-20T15:30:00.000-07:00

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

How To Generate More Net Revenue

2006-09-20T15:26:00.000-07:00

"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

How to Say "Thank You" Effectively

2006-07-11T14:25:00.000-07:00

How to Say "Thank You" Effectively
by Jim Cathcart, founder, 101 Leaders Institute

The way to tell if your "thank you" message worked is to determine whether the recipient feels thanked. It is not important whether we "say" thank you. What matters is whether the person we thanked actually felt our gratitude. People who feel our thanks tend to be more likely to assist us again.

In fact, it is known in psychology that a person will feel more beholden to you if they do something for you than if you do something for them. Confusing isn't it? You'd think that by doing something for someone else, they'd respond with a feeling of gratitude or "I owe you one." But that's not how it works in the human emotions. We actually feel more connected to the people we have helped than to those who have helped us. So, our actions have a stronger impact on our feelings than the actions of others do. With that in mind, let's look at some effective ways to assure that people know you are grateful.

1. Call and thank them
2. Note specifically what they did that you are grateful for and why it matters to you
3. Write a thank you note to them personally
4. Acknowledge them with a toast at a dinner or reception
5. Thank them in a board or committee meeting "on the record"
6. Make a personal appointment with them and tell them what you appreciate
7. Send them an email thank you card or message
8. Send a greeting card
9. Arrange to have a total of three people thank them in various ways
10. Send a formal letter of thanks on your stationery
11. Give them a certificate, plaque or gift to commemorate their contribution
12. Provide a plaque that has a space for updates showing the year(s) of giving
13. Invite them to a lunch, breakfast or cocktails as a thank you
14. Provide them with attendance at a VIP event to show your gratitude
15. Find out what they love and give something related to that
16. Ask them or one who knows them, "what is the most special gift they ever received?" Give something like that
17. Ask them to do something more. Show that you want to keep them involved
18. Call and seek their advice and remind them how much you value their input
19. Hold a meeting where everyone brainstorms creative and non traditional ways to say "Thanks!"
20. Add the giver's name to a list of donors, contributors or key supporters
21. Do something permanent so they know you mean it.

The Golden Rule says we should "do unto others as we would have them do unto us" but they may not be like us. So, do what Tony Alessandra calls "The Platinum Rule": "do unto others the way others want to be done unto." Treat them the way THEY want to be treated. Thank them in the ways that they consider to be gracious and grateful.

In the final analysis what matters is whether they consider that you have appropriately thanked them. If you have then the transaction is momentarily complete. Now reconnect with them and start a new activity.

copyright 2006 Jim Cathcart

How to Hold a Good Meeting

2006-06-19T13:27:00.000-07:00

by Jim Cathcart, Founder of 101 Leaders Institute

One of the universal attitudes in society today is that
most meetings are a waste of time and
there is no such thing as "a good meeting."
It doesn't have to be that way. After all a "meeting" is
simply a gathering with others for a specific purpose,
kind of like a ball game or a party but with more
interaction and less physical.

1. Start and end ON TIME! It is not polite to wait for everyone to arrive before starting, in fact that is impolite. It disrespects the courtesy that others have shown by arriving on time. Kill the concept of being "fashionably late" and get people used to having 2 oclock meetings actually begin at, or very near, 2 oclock. And when the end time has arrived, even if the meeting didn't achieve its goals, offer people the opportunity to adjourn as they expected to, then reconvene when practical. Meetings that run overtime are evidence that the leader isn't skilled at running meetings.
2. Stay ON TOPIC! A meeting should have a purpose or it shouldn't be held. Let people know why you are meeting and what you hope to achieve. They will help you achieve it if they know what it is and why it matters. During the meeting politely acknowledge any off-topic comments and defer them to a separate meeting or time. Other items may be important but this meeting needs to achieve its own purpose first.
3. Start with an attention getter. You don't have to fire a cannon to get started but you do have to break the attention barrier appropriately. A good starter for most meetings is to loudly announce "Welcome Everyone! Let's get started." Then proceed as if you already had their attention. Those who are talking will stop if you continue to begin the meeting. If you wait for them to become quiet then you will put a chill on the entire group. Just start the meeting and let the group quiet each other.
4. Don't position anything as "before we start." If you are making housekeeping announcements, you have started. This IS part of the meeting, so get on with it. Also, do not start with a call for open comments or questions. You are the meeting's leader so LEAD! The group is waiting for you to show them direction and guide the discussion.
5. Eliminate distractions early. If a noise can be diminished by closing a door or a glare eliminated by drawing the curtains, do so right away. People won't hear your ideas if they are distracted by visuals or sounds or temperature problems. If others are talking and won't shut up, ask them politely to continue their discussion outside the room.
6. When introducing someone to address the group, tell them: why this speaker is addressing this group at this time on this topic. Don't just read their resume' and expect people to be impressed. Also, stay in place at the speaker stand until the next speaker takes over. Don't vacate the stage while they are walking forward.
7. When someone is finished addressing the group, thank them and step up to the lecturn or sound the gavel for the next topic. Waiting for them to stop on their own can often lead to long awkward moments and sometimes ruin your meeting. Take the cue that the time has expired and just say, "thank you Ellen, we have run out of time. Let's continue that dialogue offline after the meeting." Audiences despise meeting chairs who don't have the courage to do what is right. Instead of being courteous to the presenter try being more courteous to the entire audience when someone runs over time.
8. Don't try to cover every topic regardless of time frame. As the meeting unfolds, judge the best use of the remaining time and cover the important items during the meeting, leaving lesser topics for later. If your meetings are always overtime, either schedule longer meetings or learn to run meetings efficiently.
9. Lighten Up! Have fun in the meeting. Don't sacrifice progress for fun, but enjoy the process. If a senior or valued attendee comes into the room during the meeting, pause and welcome them. Keep it real, don't pretend that people don't notice.
10. Respect each other's time and topic. Keep the meeting on issue and allow each person their moment in the spotlight. Hear them out, keep them timely, and then move on. Most meetings run astray over mixing too many topics into one discussion. Print your agenda and hold people to it.
11. Let people know how it went. Send a summary or recap to the attendees. Remind them of decisions that were taken, commitments made, goals agreed to and other outcomes. Document the effect of the meeting so all can see what they achieved.

Copyright 2006 Jim Cathcart, Lake Sherwood, CA, USA

101 Leaders Institute announces first Summit

2006-06-16T12:53:00.000-07:00

Developing Leadership for Today's Challenges and Tomorrow's Opportunities.
Summit for Non Profit & Charitable Leadership

Scheduled for September 8, 2006 at the beautiful Sherwood Country Club in Thousand Oaks, California. This program is geared primarily to volunteer leaders and citizens, plus those who manage volunteers.
Topics covered will include:
How to grow your influence and increase your ability to achieve results
How to build an influential and committed board of directors
How to increase the net revenues from your events
How to continually grow the support of your community
How to conduct meetings that others will want to attend
How to motivate volunteers

To request an invitation, send information stating your leadership role(s), mailing address and email to: jim@cathcart.com

101 Leaders™
Improving the Quality of Life Along the "LA-Ventura" Corridor
From Calabasas to Ventura, Highway 27 to Highway 33: the world famous Highway 101 winds through a dozen thriving communities. This "LA-Ventura" area, along the inner slopes of the Santa Monica Mountains, has one of the highest quality of life ratings in California and one of the lowest crime rates in the nation.
This area is also blessed with an excellent educational infrastructure and contains universities, colleges and other providers who can develop current leaders and cultivate future ones.
In 2003 speaker and author Jim Cathcart founded The 101 Leaders Institute to identify, encourage, develop and learn from the people in the Corridor who are making a difference through personal leadership.

Concept: Effective leaders are talented at leading themselves as well as leading others. They possess the ability to successfully lead meetings, deliver presentations, communicate persuasively, think strategically, organize effectively, and motivate powerfully. However, personal leadership skills are often lacking in many who hold leadership positions. This endangers organizations and individuals. Education and training are needed as is recognition. By publicly celebrating the highly effective leaders across many disciplines those leaders will be encouraged to make further contributions and others will be inspired to follow their examples, thereby increasing the number of people who are making contributions in their various fields.

Process: By forming an ongoing alliance among the various providers of leadership education and publicly celebrating the joy and rewards of personal leadership more people will be motivated to step forward, access the learning and make personal contributions for the betterment of this region.

Strategy: Focus on the cultivation of personal leadership skills. To differentiate ourselves from other efforts to acknowledge community leaders and teach civic or corporate skills, 101 Leaders will emphasize the development and use of skills that transcend categories; communication, critical thinking, innovation, decision making, public speaking, leading meetings, organizing and managing projects, motivating yourself and others, selling your ideas, and managing resources and revenues. Actual application will be built into the training structures wherever practical. Emphasis will be placed on increasing ability rather than on knowledge alone.

The Summit: A key component of the 101 Leaders Institute is the Annual Leadership Summit. This event will be a combination of meetings, training, celebrations and expositions held at an upscale venue here in the 101 corridor. Inspiring speakers, panels, workshops and demonstrations will be provided for all who wish to cultivate more and better leaders.
Throughout the year 101 Leaders will be acknowledged publicly and privately in a variety of ways.
1. The 101 Leaders Yearbook, a perfect bound magazine-format book that lists the leaders and their profiles. This book will contain a comprehensive listing of all within the corridor who have been acknowledged and honored during the previous year. It will be distributed throughout the corridor. Within this publication will be leadership lessons and profiles of the educational resources in the region.
2. 101 Leadership Training, this series of seminars, workshops, roundtables, speeches and learning resources will be structured by professional trainers and educators to provide specific skill development and inspiration to all who aspire to become future 101 Leaders. Training will be offered throughout the year and will include the resources of Colleges and Universities in the Corridor as well as using the leaders themselves as adjunct faculty.
3. Local Awards events, in each community its local leader recipients will be acknowledged by their friends and neighbors through existing community events. These will be supported and encouraged by 101 Leaders.
4. The 101 Leaders Press Fest, in conjunction with the Leadership Summit a press-junket event will be held to allow all media to have access to the alliance members and leaders. Specialty media as well as general interest publications will be welcomed. The goal is to position this area as a hot-bed of leadership talent and the resources for its development.
5. The Annual 101 Leaders Gala, this awards ceremony will be held in concert with the Leadership Summit beginning in 2007. Honorees, their coworkers, employers, friends, families and interested others will gather to hear world class keynote speakers and to see all the recipients receive their Awards. Honorees will fit the 101 Leaders profile and be acknowledged for personal growth and achievement in a variety of categories.
6. Sponsorships, Advertising, Internships and Special Projects will be offered to allow everyone to benefit from the 101 Leaders initiatives.
7. 101 Leaders.com, this website will become a knowledge base of the people and the things they do to attain 101 status. This Learning Center will be linked to all the resources available to aspiring and existing 101 Leaders. It will also be our digital press office with information on all aspects of the institute and the recipients. Alumni of 101 Leaders will have their own portion of the website for continuing communication and growth. Members of the 101 Leaders Alliance will also have their own website at 101 Leaders.org for continuing communication and coordination.

101 Leaders™ - Improving the Quality of Life Along the 101 Corridor
Jim Cathcart, Chairman & Founder
101 Leaders Institute
Executive Office
2324 Crombie Court
Lake Sherwood, CA 91361
Phone: 805-777-3477
Fax: 805-371-9887
Website:http://www.cathcart.com
Email: jim@cathcart.com

© Copyright 2006 Cathcart Institute, Inc. All Rights Reserved.

For Speakers and Coaches

2006-03-21T13:43:00.000-08:00

As I travel from city to city speaking to various audiences I am often approached after my speeches by people from the audience who are interested in learning how to enter the speaking or coaching business. For the dedicated individual either profession, or both, can be very rewarding.

There is quite a difference between speaking and coaching. But if you are an expert at what you do you can share your expertise either to the masses as a speaker or individually as a coach. The corporate world has hired speakers who are expert in their respective fields to educate numerous employees at a time in a seminar environment. It is a multibillion dollar industry.

During the past two decades coaching has become a modern method of specialized training and accountability on a one to one basis. Both corporations and individuals have found that gleaning from an expert eliminates years worth of errors and thousands of dollars worth of wasted expense. Although it is more economical to hire an expert to train many employees at a time there are companies that have budgets for coaches to work directly with key employees.

Speakers and coaches have enjoyed the varying satisfactions that each profession provides. There is a certain satisfaction one gets from delivering a dynamic speech from the platform while there is an entirely different satisfaction from working with individuals one to one, helping them personally achieve their goals.

If you want to learn about the speaking profession from top to bottom and get specific guidance as to how to build your own highly profitable speaker's practice, then check out the knowledge base I created with Bill Brooks and Tom Antion. It is called The Professional Speaker System and it has, on CDs and DVDs, the most comprehensive information about making it in this business that can be found anywhere. The website is: http://www.professionalspeaker.com

For serious emerging speakers I would recommend a speakers coach, Patricia Fripp from San Francisco. She can help a speaker shave months or years off of the pitfalls of going it alone. Her website is http://fripp.com/speakingschool.html

For those that would desire to enter the coaching business, I would recommend Excellence Quest, out of Las Vegas. They are experts in training sales people on how to become professional sales coaches. The Sales Coaching opportunity is explained in detail at http://www.becomeasalescoach.com/index_files/Tour036JC.htm.

Whether it’s speaking or coaching you can find a very rewarding future in the professional world.

Younger Next Year

2006-03-20T13:24:00.000-08:00

I recently read the book "younger next year" by Crowley & Lodge. It is a winner. There's a men's and a women's version. The basic premise is that once you reach age 50, you have a new job - exercising vigorously every day for the rest of your life.
Works for me! I started following their advice of at least 45 minutes of intense exercise at least six days a week, and I've removed 23 pounds of weight, 8% body fat and I'm feeling and looking as good as I ever did, at least for a guy in his late fifties.
Seriously, when I decided to take their advice literally and created the new habit of working out daily for almost an hour, I got into better shape than I was in when I was an avid jogger in my thirties. Everywhere I go people comment on how good I look (compared, no doubt, to how I looked last year.)
Anyway, I recommend that you read the book no matter how old you are. It is profound and also a fun book to read. They go into specific detail as to how your body functions and you will understand things about health and fitness that you may have never heard before. Plus you'll have some good laughs. If you'd like to never have to "diet" again, then read and follow their advice.
You can become "younger" and stay that way well into your nineties and beyond.
BTW, take up hiking too.
I've been part of a local hiking group here in California for a few years now. Every Wednesday and Sunday we meet at 7am for a 3.5 mile hike to the top of one of the local mountains. About 8 to 16 of us show up on a typical day. The seven mile round trip takes us just under two hours.
We do what might be called "Speed Hiking". We have a hiking pole in each hand, set our watches at the trail head and hike non-stop (not even pausing) to the mountain top. Each of us goes for a personal best time, and of course, we compete with whoever is nearest us on the hike. It is great fun, enormously strenuous, and it uses virtually every tendon and muscle in your body.
Want great legs? Take up hiking. Want to improve your balance, again go hiking. The uneven surfaces, the up and down hills, the beauty and fresh air, all make for a great exercise. Don't stop for the views until your return trip. Buy some good poles and shoes, dress appropriately for the weather and find some friends to hike with.
See you on the trails.
Jim
PS Please read my "state of the union" blog if you haven't already.

State of the Union - my version

2006-01-31T20:28:00.000-08:00

If I had been given the opportunity to deliver the State of the Union address tonight, I'd have opened it differently. After acknowledging the passing of Coretta Scott King, I'd have said something like the following.
"Dr. King inspired us all with his vision in the speech titled "I have a dream." Well I too have a dream. I dream of a place where people don't have to fear that someone else is plotting to kill them. A country where people don't feel the need to stockpile defensive weapons at home or to buy security services to protect their home and business. A place where locksmiths have to find new sources of revenue. Where people know and trust their neighbors and look out for each other.
I see a country where everyone demands to be held accountable for what they do or don't do. Where they expect to earn their own way and for others to do likewise. Where compassion is shown to all who are in need and the goal of helping is to return them to self-sufficiency, not to sustain their dependency."
"I see a place where anyone can aspire to any position or goal that benefits mankind. Where opportunity is earned through hard work, smart planning, deserving the trust of others, and listening to the needs and interests of those you would serve. Where public service is honored and decisive action is praised and valued.
Where education in universal values, character building, interpersonal skills, money management, self improvement, physical fitness and good decision making are part of the primary curriculum in public schools.
Where courage is a primary virtue that is cultivated and encouraged. Where divisiveness is publicly repudiated and those who are mean-spirited and selfish become social outcasts. Where the demeaning of others is always met with rejection. Where power is gained through providing value to others in benevolent and ethical ways. Where everyone is expected to become educated despite any limitations to public programs or funding."
I see a country, and for that matter a world, in which life is valued and protected. Where nobody anywhere finds happiness in killing. This world contains conflict and disagreement, of course, but it is dealt with through robust debate and competition rather than deceit and terror. A world where innocents are safe, all the time. Where even those who choose to fight will direct their agression only toward their immediate opponents.
I see a world where we are not cultivating a next generation of evil doers. Where poverty and oppression are immediately and decisively addressed. Where disease and ignorance are the common enemies of everyone. Where no child has to grow up in fear and pain, therefore later seeking retribution.
A place where everyone is allowed to believe in God in their own way and nobody feels the need to control anyone else. A place where goodness is celebrated worldwide and the hard work of achievement is as revered as the fruits it produces.
In short, I see a world and a country that a benevolent God would proudly call home.
We know how to create and sustain such a world. Now let's enlist all the people of the world in the process of doing it.
By the way, it has to begin with you and me. I'm in, are you?

Leading In Fast Time: Real Results in Real Time

2006-01-05T15:15:00.000-08:00

The LIFT® Institute: Real Results In Real Time

Jim Cathcart, one of the nation’s preeminent authorities on leadership effectiveness, and Leland Russell, a recognized innovator in fast-cycle strategic action, today announced the formation of The LIFT® Institute. The Institute has a singular focus: helping leaders achieve real results in real time.

Based on their extensive research and hands-on experience in working with hundreds of leaders in large and mid-size organizations, Cathcart and Russell have concluded that execution is the number one challenge facing leaders today. “Getting things done is the greatest concern in every organization. Unfortunately, this is where most organizations fall short,” says Cathcart.

Russell explains, “Many leaders are frustrated with the lack of results their organi¬zations deliver. They tell us that their problem is not clarity about what to do, but rather how to make it happen. They desperately want to improve execution speed and effectiveness, but they often don't know where to start.”

“Everyone seems to be studying ‘leadership’ and the subject certainly has no shortage of accumulated knowledge,” adds Cathcart. “Yet, when you review the available literature, you find that the leader’s role in driving results is generally not addressed. There is a knowledge gap. That’s why we are founding The LIFT® Institute—to help leaders meet their execution challenges with a proven path to success.

The LIFT® proven path was first introduced in the highly-acclaimed book, Winning In FastTime, which translated lessons learned from one of the most successful campaigns in military history—the Desert Storm air campaign—to the fast-changing world of 21st century business.

The execution approach described in this book has been enthusiastically endorsed by top executives from leading organizations, including McDonald’s, Texas Instruments and Motorola, as well as best-selling authors, such as Alvin Toffler and Marshall Goldsmith, and even senior military leaders, including General Norman Schwarzkopf and General Mike Dugan, former Chief of Staff of the U.S. Air Force.

Over the past five years, leaders of large cap, mid-cap, and startup companies in high-tech, finance, health care, and many other industries have successfully applied the lessons of Winning In FastTime to meet a wide variety of execution challenges. As a result, a comprehensive base of Best Practices for leading fast-cycle execution (“Leading In FastTime”) has emerged. This knowledge base is now available through The LIFT® Institute’s presentations and executive development programs.

Some of examples of the LIFT® Best Practices knowledge base include:
• Collective IQ – How to tap a diverse group’s experience and insight to improve plans and build commitment for fast, aligned execution.
• Good Enough Plans – How to create and adjust ‘good enough’ plans in real-time with the recognition that no plan survives its contact with reality.
• High-Velocity, Parallel Actions – How to orchestrate a critical mass of the right actions quickly and concurrently for maximum systemic impact.
• Collaborating Online – How to ensure better cross-functional alignment and decision-making with fewer time-consuming face-to-face meetings.
• Real Time Accountability – How to measure and report actions and results so that everyone constantly knows where everything stands.
• After Action Reviews – How to drive results-oriented learning during execution to improve organizational and personal performance.

Cathcart and Russell believe that every leader at every level needs to master the art of execution because “execution is the only thing that produces results. And, in the final analysis, results are the only thing that really counts.”

The LIFT® Proven Path for Rapid Results is a major source of their enthusiasm. “We all know about the time-value of money,” says Russell. “It’s almost always worth more now than later. So what about the time-value of results? What are the benefits of better, faster results? The benefits can be enormous.”

Cathcart also points to the personal value: “Results are the ultimate measure of a leader’s effectiveness. Leaders who are not getting real results in real time should consider exploring what we have to offer at The LIFT® Institute. You may be capable of much more than you are currently achieving. Let’s see how much better you could be.”
__________________________________________

*For more information contact: jim@cathcart.com 1-805-777-3477

**JIM CATHCART is one of the nation’s leading professional speakers and a best selling
author of thirteen books, including The Acorn Principle and Relationship Selling.
www.cathcart.com

***LELAND RUSSELL is a recognized innovator in large-scale change, online collaboration and fast-cycle strategy execution and co-author of Winning in FastTime.
www.geogroup.com

A Comforting Thought for Boomers Approaching 60 (like me)

2006-01-04T13:42:00.000-08:00

Here’s a comforting thought.

Turning 60 or 50 or 40 or 97 1/2...

In looking back on your life, take stock of all you have been able to achieve. When you add it up, there is a lot to be proud of.
Notice the obstacles you overcame and the goals you reached. Forget the ones you missed, just look at how much you have done!
Now, consider that all of that was done without any of the knowledge, skills, wisdom and experience that you possess today.
You were a newbie, just starting out in life and you had to find the way to get to the top of whatever you were climbing.
Sure you had more energy and maybe more drive to prove yourself, but you weren’t yet capable of pulling it off. You had to learn as you grew. And growth should continue as long as life does.

Now you are entering your Masters Category. You have wisdom, experience, perspective, connections, patience and resources that you never had before. What you can do starting from here is awesome compared to what you used to be ready for.

Stop to think about what matters to you. What lights your fires and what ticks you off? Think about what you would change in the world, if you could. Well, maybe you can!
Spend some serious time thinking about your dreams, concerns, values and interests. Now go and structure the next phase of your life around these things and bring all of your substantial resources to bear.
You are amazingly capable. So go and do some good, have some fun and enjoy the journey.
In the Spirit of Growth,
Jim Cathcart

Happy and Prosperous 2006

2006-01-04T13:30:00.000-08:00

Here is a link to one of my recent articles for the new year.
Its title is

15 Ways To Grow Your Business This Year

.

http://www.cathcart.com/art_grow_business.html

(Cut and paste this link into your browser if the link isn't active on this page.)

Another article you might like is on my personal website, its title is

11 Ways To Expand Your Life This Year

.

Here is the link: http://www.cathcart.com/art_expand_life.html

Have a great year. Let me know if I can be a resource to you this year.
Jim

Make More Phone Calls

2005-07-12T08:38:00.000-07:00

A good friend recently advised me to make more phone calls. I asked why he suggested this and he said, "Jim, you are really good as a speaker on the stage and you are also very good on the phone. I just know that by making more phone calls to your former clients, colleagues and friends, you will generate even more business." He was absolutely right. Though my business is doing fine and I send scores of emails every day, I could always use more business. So I decided to do as he suggested.
In my breakfast brainstorming that morning I listed the types of phone calls that I could make. I did this as a way of focusing my energies on the calls and identifying a number of purposes for the calls.
I hope this list serves as a stimulus for you as well.
Call with Praise for people. Call with Observations to share. Call with Insights & Ideas for others. Call with Questions. Call with Suggestions & Referrals. Call with Offers of Assistance or Resources. Call with Requests for Assistance. Call to Confirm details & agreements. Call to Gather a Quote to use. Call to Explore Possibilities. Call to Seek Guidance or Direction. Call for Recommendations.
Add your own "reasons to call" and carry this new list around with you for awhile. As you look at it daily, note the names of people you intend to call. Write down their phone number and when you get a flexible moment, give them a call.
It is a lot like the advice my son once gave me. When he was in college he worked at a MailBoxes, Etc. and he said, "If you ever want to receive more mail, then send more mail! I've noticed that is how it works for all our customers. Those who send the most always receive the most."
Now go call someone.