MORE
CLIENTS MORE MONEY MORE FUN
Where will the clients come from?
The clients will come from where you create them.
Where will the money come from?
“The money will come from wherever it is.”
Mahareshi Mahesh Yogi
Where will the fun come from?
The fun will come from where you find it. “The value of
your worthwhile effort will live in your heart and mind even after
your success or failure had been long forgotten.”
Sri Chinmoy
More clients are the secret to security for any business. If clients
are interested in price, the easiest thing to make important is
the client themselves. More money is available when we make our
clients feel important. The key to more fun is knowing that we are
doing the best job possible to help our clients achieve or accomplish
something they have always wanted but have been unable to obtain.
You will be amazed, inspired and engaged by one of North America’s
top rated speakers in one of the funniest keynote presentations
of all time.
“Bill Clennan’s keynote MORE CLIENTS, MORE MONEY,
MORE FUN is perfect for everyone who is in the business of giving
presentations or creating commitment. It is not just entertaining
and inspirational, it is a paradigm of what a presentation should
be.”
Brian Lee, Professional Speaker
You’ll learn:
• The most immediate thing you need to know to get a new
client
• How to increase your chances for commitment by sixty times
• How having fun is the way to experience exhilaration on
the other side of fear.
• How to boost the performance of the most immediate of
business, social and intellectual skills
• What to do if price is important
INSTANT
MEMORY FOR EXECUTIVES
Most people exist in a prison of their own self limiting misconception
systems. One of the most common is “my memory is getting worse”.
If your goal is to boost people to new levels of achievement the
only effective way you can do this, is to have them perform at a
level they never thought was attainable. When you do this the positive
result is they realize that there are no limits to what they can
achieve.
Here is what you get in just 90 minutes from INSTANT MEMORY FOR
EXECUTIVES:
* The basic system for storing and retrieving information
* The essentials of mental imaging
* Practice at storing information instantly
* Recalling information in any order
* Retrieving remaining details for immediate use
* Remembering twice as much just as quickly
* The role of intentional imaging to rise to new levels of achievement
* Remembering data is equivalent to telling yourself a joke
* Using the brain the way it works best
* Our greatest ability
* Creating results in other people
* Avoid costly errors of forgetfulness
* Your worthwhile effort will live on in your heart and mind
Instant
memory testimonials
“Dear Bill, I now get a good system to organize my thinking.
Good live examples for getting us to understand. There is never
a dull moment in this seminar, Enjoyed every minute of it!"
Vivian Yim, Coldwell Banker Westburn Realty
“Good ideas and direction. Reminds me to use positive visualization
and that I need to listen.”
Don Lothian, ReMax Landan
“Thank you Bill. You’ve made me believe in myself.”
Kim Fyles, ReMax Executives
“Great concept & easy to learn techniques. Your 15
points of reference were excellent. Great sense of humour, thanks
a lot!.”
Dawn Scott, RE/MAX Royal Jordan
“Simple, easy & to the point; useable. Thank you.”
Annik Joly, RE/MAX Royal Jordan
"Your techniques will enable me to focus and commit to a
very important facet of life – exercising my mind and making
me and others feel better about ourselves."
Chuck Caruana, Clarica
"Awesome! I was amazed how easy the concept was to learn
and how fast time want by. Great job!"
Kelley Robertson, The Robertson Training Group
"The Mental Filing System, I think it was a great presentation
overall."
Sam Beckford, Studio Strategies
“I never knew it was so easy to remember. I will never
have to write another list again.”
Sheri MacDonald
"This system showed me I can remember lists.”
Patrick Hannah, Avant Systems
“Bill I appreciate the filing system and the processes
you showed me! The workshop is great., I enjoyed how you “chunked
it down”.
Natashia Halikowski, MKS Learning
"The list making associated to the 15 base topics were great!
Learn 2 new peoples names was a great idea."
Amy Bartsch, Dental Practice Manager
REMEMBERING
NAMES AND FACES
How many times have you heard someone say “I can’t
remember names”?
The number one reason people can’t remember names is that
when they are meeting other folks what is going through their mind
is “I can’t remember names”. Well it is almost
impossible to do something you don’t think you can’t
do. And remembering names is the most immediate of all business,
social and intellectual skills.
If price is important the easiest thing to make more important
than price is the person themselves.
a great program for an incentive meeting:
• First it is totally vital,
• The incentive, everyone wishes they could be better at
it
• The inspiration, they can immediately improve
Here is how this INSPIRATIONAL PROGRAM works.
• Warm up the endorphins
• 18 keys to remembering names immediately
• How to use these keys
• Your “Ace-in-the-hole”
• (what to do when nothing comes to mind)
• It takes at least 500 milliseconds and at most 6 seconds
PARTICAPTORY INSPIRATION – PUTTING THE TECHNIQUES
TO WORK. We get 20 -25 people from the audience to the
front of the room and use the techniques to remember the names of
everyone. This is so much fun because using your memory properly
is the equivalent of telling yourself a joke.
Your Special bonus: This activity boosts camaraderie because participants
learn to remember the names of the other attendees, in fact for
the rest of the conference they will regal each other with the techniques
they use to remember each other more than that it will form bonds
between them as only memories can.
• Proof that it actually works-they really can remember
names.
• They get to test themselves.
• Most people enjoy a 90 plus percent success rate
• Three techniques to go from immediate memory to short
term memory
• How and why these three techniques can and must be employed
PARTICAPATORY INSPIRATION - PERFECT PRACTICE MAKES PERFECT.
Another 20 – 25 people from the audience come to the front
of the room and they tell us their names and as a group we discuss
ideas of how the 18 techniques can be applied to remember all their
names. Again, this is often very brilliant, always hilarious, and
creates a positive feeling for everyone.
• They actually see themselves doing things they never
thought possible. NOW THAT IS A RETURN ON INVESTMENT beyond belief.
• Your top producers out performing their expectations
makes you drool at the possibilities.
YOU DON’T ALWAYS MEET ONE PERSON AT A TIME.
Some times you have to meet 4 or 5 people one right after the other.
Most people are lucky if they can remember even one name, and they
don’t know who that belongs to.
• Don’t let what you cannot do get in the way of
what you can do.
• Decide to remember first names or last but not both
• Make one name out of many.
• Make a human sacrifice (it works and it is painless)
"I was at a house party the other evening, there were 109
people and I got everyone of their names right, I would never have
thought I could remember as many names." William Lane, Remax
PARTICIPATORY INSPIRATION - DISCOVER THROUGH PRACTICE WHAT
WORKS FOR YOU. In this exercise we will get three groups
of five people to tell us their names in quick succession just as
if we were meeting five new people when we sit down to lunch. Here
is how the discovery works, each person will try to apply each of
the three techniques in a controlled fashion there by discovering
for them selves which of these techniques works best.
IMAGINE IF YOU COULD ACCOMPLISH THE IMPOSSIBLE.
What if you could go to a meeting of 50 or 60 or 70 people and remember
ALL their names. IF PRICE IS IMPORTANT THE EASIEST THING TO MAKE
MORE IMPORTANT THAN PRICE IS THE PERSON THEMSELVES. And if you want
to have enormous and immediate influence with any group the best
thing you can do is remember all their names.
• The best way to get the names of every person
• How to set your self up so you can easily tell who is
who
• Get the best impact from your memory
• Involve everyone in your presentation
• Captivate their attention
• Gain instant credibility
• Set yourself apart from all your competitors
• Giving your presentation with total confidence
• Have more fun than you ever had before
• Make more friends than you ever dreamed possible
TURNING SHORT TERM MEMORY INTO LONG TERM MEMORY.
Most people are aware that short term memory is different from long
term memory. And most are aware of the typical learning curve which
indicates that under normal conditions we are doing well if we remember
20% of the data we learn in a day.
• Take advantage of the learning curve
• Sure fire techniques to remember names long term
• Capitalize on the special bonus that comes with long term
memory
• Remembering people out of context is easier than you thought
• Make other people feel important and save face
ESTABLISHING 500 POWERFUL RELATIONSHIPS PER YEAR WITH EASE.
Based on the exercises already performed in this seminar
most people would agree that remembering two new folks a day would
be easy.
• You can remember 500 new names and faces per year
• Follow up system and how to use it
• Your reason for remembering names how develop it and how
to use it
• The good news is even when it does not work the effort
you put into this will have an ongoing benefit for your memory
YOU WON’T FIND A BETTER INCENTIVE.
• This is something that everyone wants
• Everyone will remember the names of 50 or more of the
other attendees
• They will go home with a new skill they know they can
use
• The chuckles and laughter will live on long after the
meeting is over
• The memories of the meeting will always inspire them
• They will learn that it is the effort not the result that
brings growth
• They will have a new appreciation for their own potentials
• They will get license to use their brain the way it has
developed
• They will know that it is in making other people feel
important our own success is assured
CREATING
COMMITMENT
“If you were accused of CREATING COMMITMENT, of compelling
people to act, of being in sales, would there be enough evidence
to convict you?” Ninety six percent of the time the answer
would be no.
“Eighty percent of the new sales made in North America
are made by twenty percent of the sales force,” (Strategic
Selling)
Walk into most retail stores and the first person that approaches
you will usually do so with an ineffective “can I help you?”
The inevitable response, “no thanks, I’m just looking”
puts an end to the interchange.
Why is this ineffective approach still being used?
• Because it’s what everyone has always said?
• Because we’re not trained to talk to strangers?
• To avoid being rejected if posing something a little more
confronting?
We are taught at a young age to be cautious around strangers and
to AVOID GOING WHERE YOU ARE NOT WELCOME. This conditioning, especially
for those in sales, results in missed opportunities. One example
of this is realtors who don’t call on properties that are
listed as “For Sale By Owner”, presuming the seller
doesn’t want their services. And they may be right, or they
could just be waiting for the realtor with the right amount of gumption
to call on them. There is only one way to find out.
People want VALUE for their money and time.
“The greatest value added is when we help someone achieve
or acquire something they have always wanted but so far have been
unable to do.” (The New Way To Sell).
HOW TO CREATE IT
• Make the person feel more important than the price.
• Find out what it is they want and if you have it to give.
• Begin the process of getting it. As Sir Issac Newton said,
“a body in motion tends to stay in motion, a body at rest
tends to stay at rest.”
• Help them experience the results of positive action.
• Show them you care and then gently extend their comfort
zone.
• Focus on the process of assisting them, instead of the
end result, and you’ll be more successful in helping them
make decisions and act.
• Be God Like: “The gods implore not, plead not, they
only offer choice and occasion, which once past, return no more.”
Henry Wadsworth Longfellow
CREATING COMMITMENT
How will this seminar improve your incentive meeting? It’s
simple, I start with the basics. This technique was humorously applied
by Green Bay Packers coach, Vince Lombardi, in his opening speech
to his Wisconsin football team, where he held up a football and
said “gentlemen, this is a football”. His premier tight
end, Max McGee, responded with “not so fast coach”.
Your top producers started with the basics and it will help them
achieve at an even higher level to reflect on this.
BACK TO BASICS
• Get their attention. You have six seconds to let them
know what they’re going to get out of attending your meeting
• READ THE SIGNS. As soon as someone says that they’re
interested in what you have to offer, read everything else they
say as a sign to enable you to help them get it
• Take them at their word. Don’t make them tell you
twice, simply go about giving it to them. As Larry Wilson says,
“the greatest added value is when we help somebody achieve
or accomplish something they desired but have not been able to
do,” (Changing The Game: The New Way To Sell).
• Help them to act NOW. Be prepared to seal the deal and
prompt positive action now. Remember Sir Issac Newton’s
third law, “a body in motion tends to stay in motion, a
body at rest tends to stay at rest.”
IDENTIFY THE BLOCK
• If you’ve got them to admit they want what you
have to offer, but are not acting on the offer, there must be
something stopping them. Ask them what this is and address it
by saying, “if I can handle that to your satisfaction would
you feel comfortable in going ahead right now?” Remember
the idea is to give them, or help them achieve, whatever it was
they said they wanted.
• IDENTIFY THEIR MOST IMPORTANT CONCERN
Address this first, making it the focus.
HELP THEM MAKE A DECISION
• “I’VE GOT TO THINK IT OVER”
In response to this, while keeping your sales goal in mind, get
them to list all the reasons they are hesitating in making a decision
and then list alongside all the positive benefits of acting now.
Ask them to weigh one against the other.
• HIGHLIGHT THE VALUE OF THEIR TIME
Remind people of the value of their time. This will mean different
dollar amounts to people depending on their positions, but the
principal is the same – that spending time hunting out other
options could cost them. A CEO may be involved in a seven figure
decision so perhaps the opportunity to get a significantly lower
quotation if she delays her decision is worth it, but the key
is to highlight the value of their TIME SPENT on sourcing alternatives
and that saved on IMMEDIATE ACTION.
• How much is my time worth if I compare my ‘shopping
time worth’ to my ‘cash generating time worth’.
A simple rule of thumb is it takes an 8 + hours of a work day
to release a 1 hour shopping time, so your ‘shopping time’
is worth about 8 times as much as you make in an hour.
SHOW THEM YOU REALLY CARE Be in the top 4%
• THE STRAW THAT BUILT THE CAMELS BACK
Sometimes the thing that keeps people from acting is inertia and
other times it’s a natural response to feeling pressured
by your efforts. So drop the pressure and let them feel like the
decision they’ve made is theirs alone. Saying something
like, “if you buy this you will be the fourth person in
a row” is about as irrelevant to their buying decision as
“today I’m wearing green underwear,” but sometimes
it can sufficiently drop the pressure and allow them to see that
you’re offering them what they asked for.
• ALLOW THEM TO SAVE FACE
Voice responsibility for their lack of action, such as “I
can tell I must have missed something here,” as this will
encourage them to give you the information you can use to help
them act.
• SILENCE IS GOLDEN
Know when to give them the information and when to listen.
• ANYTHING IS BE BETTER THAN NOTHING
When someone says, “I’ve got to sleep on it.”
What can you do? You can either do nothing and let them leave
hoping that maybe tomorrow they will wake up and decide to buy,
or you can be proactive. Simply point out that you know this product
will fit their needs so well that they will probably not sleep
all night, and you don’t want them to loose sleep so you
apply the sleeper hold. They sign the contract so they don’t
have to worry all night then in the morning if they decide they
do not want it they can call you up and cancel. That way they
will be able to sleep at night, and you will have moved the deal
along a little further.
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