United Nations Speech by Jim Cathcart

From: Cathcart Institute, Inc. 

The Global Speakers Network is a part of the International Federation For Professional Speakers. Their 2008 Annual Meeting was held at the United Nations Headquarters in New York City on August 5, 2008 and the keynote speaker was Jim Cathcart, past president of the National Speakers Association (USA) and member of the Speaker Hall of Fame. 

The members who attended this event were the Presidents and key officers in their respective countries around the world. IFFPS president Joe Sherren addressed the 2,000 assembled members of the United States' National Speakers Association and then passed the gavel to incoming International President, W. Mitchell from the USA. 

After a tour of the UN facilities including the General Assembly, and a one hour breifing by one of the UN staff executives the group enjoyed a cocktail reception on the 4th floor deck overlooking the East River, followed by a dinner at which Jim Cathcart was the keynote speaker.

The essence of Mr. Cathcart's speech was: 

The Power, Privilege and Responsibilities of the Platform.
Some of his key points were:

• Others are watching your example and depending on your performance.
  
• Asking others to help is a sign of strength.
  
• You are only using all your strength when you reach out to others.
  
• Organizations are organisms not machines. They are living systems.
  
• The essence of the organization is the interactions among the participants.
  
• Developing yourself is essential so that you have more to give.
  
• To get others involved remember: People go where they get value and where their friends are.
  
• Find out what they consider to be valuable and how they decide who are their friends.
  
• Your decisions and actions will determine the future of your country's speakers association.
  
• What you do matters, a lot, and others are looking to you for leadership.
  

Incoming president Mitchell provided closing comments and inspiration to all attendees.
For more information on the International Federation go to: http://www.iffps.org. 

To schedule Jim Cathcart for your events contact: http://www.cathcart.com 

NSA Rocks! 2000 speakers in one room...no listeners?

By Jim Cathcart

Right now I'm at the Marriott Marquis Hotel in New York City with about two thousand other members of the National Speakers Association. This is our annual convention for this four thousand member association and as you can see about half the members spend the time and money to attend the five day annual meeting. You really ought to see this. 

There are authors, motivators, trainers, coaches, consultants, subject experts, media personalities, speakers bureau owners, celebrities and staff members who support them. The convention agenda itself is 40 pages long! 

All of this was started in 1973 when professional speaker Cavett Robert gathered a few of his colleagues and suggested that they work together to create a larger market for speakers, a "bigger pie" he called it. Well folks, it worked. Today the market for adult education, motivation and corporate performances is in the hundreds of millions. The meetings industry comprises numerous organizations that chose to join hands with NSA as each built their piece of the industry. 

As a past national NSA president and a member of the Speaker Hall of Fame I have a dozen official events to attend or preside over during this week, all the while surrounded by my "classmates" whom I've known for years and whose names have become household words. On Tuesday, August 5th I will be speaking at the United Nations for the first time. 

I'm one two US delegates to the International Federation For Professional Speakers and will be attending their convention and board meeting before and after the NSA events. Watch this site for more news on these programs. 

And if you are in NYC on Sunday night at 8pm, I'll be performing in the Astor Ballroom, 7th floor (guitar & singing) with a number of my fellow speakers. 

Rock on! 

Jim

Freedom!

By Jim Cathcart

In the ultimate "guy movie" Braveheart, William Wallace as played by Mel Gibson uses his last breath to scream "Freedom!" This simple declaration had the profound effect of defying his captors and inspiring his followers. 

There is enormous power in both the word and the concept of Freedom. It defines the United States of America. 

"I'm proud to be an American, where at least I know I'm free! And I'm proud of all the men who died to give that right to me. And I'll proudly stand up next to you and defend her here today. God knows I love this land, God Bless the USA!" 

Lee Greenwood

Every fiber of our society is infused with the quest for and protection of Freedom. You can even see it in our choices for transportation. Why do we have so many solo drivers in cars; in a word "Freedom!" What is the appeal of motorcycles? Freedom. Why so many bicycles on the road? Freedom. Why do so many people choose jogging as their primary exercise? Freedom. Golf? Freedom. iPods? Freedom. We choose the tools that give us the most options. 

Why do we want TVs with so many channels? Yep, freedom of choice. Why do guys channel surf so much? It is the genetic hunter instinct and the joy of exploration. The remote isn't just a tool for changing channels, it is a vehicle that allows you to travel to yet unknown places when you want. 

How come we form so many Professional Associations and Societies? (There are hundreds of thousands of them!) To protect our freedom within our chosen professions and to expand our markets. Why do small businesses outnumber large corporations by such an astounding numbers? Freedom. 

Why are Americans willing to put their lives on the line for other countries through the military? To protect and extend Freedom. We literally are more committed to Freedom than to protecting our own personal lives. That is HUGE!  

At the core of all of this is our belief system. We believe in a personal connection between mankind and God. He endowed us with "certain inalienable rights: Life, Liberty (Freedom), and the Pursuit of Happiness." In other words, we have the power to choose. We, the people, are sovereign. We don't post huge photos of our leaders and clerics in the public square. We don't go through intermediaries to communicate with our Creator, we go straight to the source. We know that when all is said and done, we will be standing alone in front of our Creator with no excuses and no defenses. No lawyers, no priests, no protectors except Him. And what makes this desirable rather than terrifying is that we believe in the forgiveness of sins and redemption of the individual. In America there is always hope. Without this belief system we would be a very different people. 

We treasure our Freedom and the rights inherent in being an American. And we ought to demand to be held personally accountable as well. 

But I believe this goes even deeper. It is my personal belief that we, as living beings, have a genetic purpose that goes beyond our belief system, and that is to live fully. It is the ultimate goal of all life forms. Our "job" is to be what we were designed to be and to continue to grow as long as we exist. "Go forth and multiply" isn't just a Bible passage, it is what life is all about. In the book and movie, Jurassic Park, Michael Crichton said, "life will always find a way." 

But to survive we need Freedom. And it is more important for our species to survive than for just us individuals to do so. That is why we are willing to die to advance the cause of Freedom. 

When each person has the Freedom to make choices they tend to make the best choices. Only when they are controlled by others and manipulated through rules/laws that suspend the laws of nature do they tend to go astray. 

In nature every entity is 100% accountable for what they do and don't do. If animals, plants or insects don't do their "work" then they don't eat and they die. But people try to change the rules so that not everyone is accountable. When someone gets something for nothing (an entitlement) then someone else somewhere is getting nothing for their efforts. Naturally we should protect our weak but not by removing their need to live and think on their own. That would remove their dignity and cause them to become a drain on society rather than an enhancement of it. 

Let's return our society to one of total personal accountability and responsibility. And let's protect the Freedom of every person to be able to choose good or bad, smart or dumb, easy or difficult. You can never truly "protect people from themselves" nor should you. Educate people so that each successive generation makes better choices. Then let's allow people to learn from their mistakes as well as their successes. It won't be simple, easy or comfortable but it will certainly be worth it in the long run. God Bless the USA. 

Here is an inspiring YouTube video of an Air Show including our National Anthem. 

It is four minutes long and very impressive. Enjoy! 

In the Spirit of Freedom, 

Jim Cathcart 

Linkedin Q&A is a great research tool

By Jim Cathcart

As my readers already know, I'm writing my next book "Relationship Intelligence (tm), how to create & grow High-Value Relationships." The subtitle is "It is Who Knows You that really counts!" 

Recently I posted a question to my Linkedin social network connections (I have over 400 of them at present). In order to explore some of the key aspects of this book's message I posed three separate questions to groups of 200, one group got two questions. Within 11 hours (from late one night until just after the start of business the following day) I received 120 replies! 

These weren't just token responses either, they were very thoughtful and intelligent comments. 

The questions I had posed were: 

"What is a Relationship?" (Since everyone tells us to develop them, we need to agree as to what they are.) 

"What are the criteria you use to determine which relationships to cultivate or not?" 

and "What is the most difficult part of developing new relationships for you?" 

Naturally you will see the summaries of their replies in my book and articles over the coming months but I wanted you to see the value of using our Social Networks as research tools. 

Though it is frowned upon to send broadcast marketing messages to your contacts, you are welcomed to send questions and surveys. This can be a good way to not only tap their collective intelligence, but also an indirect way to get your own message out. Give it a try and be sure that it offers value to your contacts or stimulates some useful conversation. 

I'll be exploring even more ways to tap all this wisdom in the marketplace and will keep you posted on my discoveries. Please share yours with me.  

P.S. I'm now the spokesperson for SynergyStreet.com, a network designed especially for entrepreneurs. On September 11, 2008 we will be holding the first Synergy Street Summit in Charlotte, NC. (More to come on that later.) If you are anywhere near Charlotte, please plan to spend the day with us on the 11th. I can promise you an inspiring and information filled experience with lots of extra bonuses as well. 

High Value Relationships - Three Blogs

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.

•  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 Intelligent Motivation 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.

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.

High Value Relationships - Trust Points

By Jim Cathcart

In day to day business dealings we have many "Touch Points" of contact with our customers. If you are like the Four Seasons Hotels and have 500 or so employees serving guests in around 270 rooms then you will experience nearly 5,000 direct contacts with your customers each day. The better you manage each of those touch points, the better and more profitable your customer relations will be.

Don't let the large numbers intimidate you. Out of the 5,000 touch points mentioned above there are many fewer critical contacts that we might isolate into the category of "Trust Points."
Trust Points are the customer interactions where the quality and outcome have greater implications than other points of contact. For example: the processing of someone's bill is a trust point, whereas the handling of their luggage is a touch point.

Here's another way to think of it. A typical golf ball has about 336 impressions on its surface. Each of these is near perfect if the ball is to be accepted for retail sale. (Otherwise it is rejected and used as a practice ball.) Of those 336 impressions only a few of them are in the strike zone where a golf club impacts the ball. Which impressions depends on how you place the ball on the tee.

Once the ball has been teed up there is a special section of the ball, known as "the sweet spot", where the club must hit the ball in order to send it where you want it to go. If you strike any other portion of the ball it will go astray.

The same dynamic is true with business. Of all the many touch points with your customers there are a few in each of your dealings with them that become "trust points". In these moments of contact trust is either built or reduced. Consider the service call touch point where a customer is telling you what his problem is. If he feels you are listening to him and genuinely seeking to understand his concerns, then trust increases. If he gets the impression that you aren't listening fully then trust erodes.

Last week I took my wife's car to the dealer for service. When the rep told me about an expensive repair that was needed I asked if there was a less expensive way to deal with it. He simply said, "It's an expensive car." Trust dropped in that moment. He didn't listen to and care about my concerns, he simply reasserted his price. Next time, I'll be going to another dealer for service. It doesn't take many experiences like this before you start to feel the financial loss from poorly handled touch points.

To address this issue and increase the High Value Relationships for your own business here is where to start:

1. Identify all of the touch points where your business makes contact with the customers.
   
2. Isolate the ones that are potential "trust points".
   
3. Develop a standard procedure for assuring that the trust points are always handled with care.
   
4. Hold yourself to high standards of quality on all touch points.
   
5. Teach your people that all relationships are assets and should be managed as such.
   
6. Measure, monitor and evaluate your customer contact experiences constantly.
   
7. Remember, things that are measured tend to improve. But only if you analyze and discuss what you have measured.
   

Check my other blog http://relationshipintelligenceblog.com for frequent articles on this topic.
If you need help, please give me a call or email.
Jim Cathcart 805 777 3477 or jim @ cathcart dot com.