I'm doing a speech & "concert!"

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.

Register online on this website. http://www.nsasd.org/events/member.htm

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

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

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

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?

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:

1. Audience members love to get autographed books (and speakers love to sign them!).
2. The meeting chair is a hero for getting them all a book.
3. Books build celebrity value for your speakers and audiences listen better.
4. The learning continues (for about the same price as the other giveaways).
5. Quantity discounts save you a lot of money.
6. The speech goes better from the start and the announcement of the free books builds enthusiasm in the audience.
7. People keep the book for years and often share them with their family.
8. Fewer notes need be taken.
9. 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"

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

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!

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

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

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

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

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

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!

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

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

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

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

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

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

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