Leadership in the

21st Century

NAFA TECHNICAL SEMINAR The Crown Plaza Airport Hotel

St. Louis MO

MAY 3, 2006

NAFA in ST. LOUIS

NAFA in ST. LOUIS

Why Is SELLING Hard For Some Of Us ?

NAFA in ST. LOUIS

- Takes Discipline - Requires Persistence - Involves Rejection - Requires Confidence - Self Starting/Self Controlled

NAFA in ST. LOUIS

HUCKSTERS Hurt The Profession !

When People Think SALES… They Think Of HUCKSTERS

NAFA in ST. LOUIS

Want To Be GOOD In SALES ?

** D.R.A.W. **

A Plan !

NAFA in ST. LOUIS

DREAM a Vision !

Know Your REALITY

Get An ACTION PLAN

Word Of Honor

NAFA in ST. LOUIS

- 5 Things -

The FORMULA Is Easy !

NAFA in ST. LOUIS

See The People!

NAFA in ST. LOUIS

See ENOUGH

People

NAFA in ST. LOUIS

You LOVE What You Do !

Act Like…

You Are EXCITED !

You Are Interested In Solving THEIR Problems !

NAFA in ST. LOUIS

CLOSING !

Always Be…

NAFA in ST. LOUIS

You Can Take YES

You Can Never Take MAYBE !

You Can Take NO

NAFA in ST. LOUIS

And One More Thing To REMEMBER…

NAFA in ST. LOUIS

CLOSING !

Always Be…

NAFA in ST. LOUIS

And One More Thing To REMEMBER…

NAFA in ST. LOUIS

CLOSING !

Always Be…

NAFA in ST. LOUIS

! Sales Success !

HOW MUCH DO WE WANT IT !

NAFA in ST. LOUIS

Are You SELF DETERMINED

And Are You A

SELF STARTER !

Beware The Dragons !

Becoming More Self Determined In An Ever Changing World

You may sail into setting suns and

explore regions unknown. But beware. When the sky turns as black as sack-cloth,

the seas boil and the wind blows as you have

never seen, then you have gone too far. Danger lies where the horizon meets the sky.

You are near the edge and . . . there be dragons.

From them you will never return.

Warning On A VIKING Map Dated 9 A.D.

Self-Determination

What Is It !

It All Begins With . . .

HOPE

HOPE…. The feeling you have that tells you the feeling you have is only temporary.

It Is The Good Things In Life That Count . . .

So we need

to count them !

Take ACTION & Start Doing Something!

1. What are your dreams? 2. No excuses 3. Stick to the launch time 4. Don’t get discouraged

Have A Plan

1. Easy to understand 2. Achievable 3. Measurable by time 4. Needs an ending

Always Be Ethical

1. Don’t rationalize. 2. Honesty is always the

best policy. So, be honest. 3. Don’t give advice that is

unethical . 4. Live up to the

advice that you give.

Be Accountable & Don’t Pass the Buck

1. Decide that you will stick your neck out. 2. Overcome your “accountability” fears

§ The unknown § Losing control § Failure § Ridicule § Having to communicate § Success

3. Take little steps before big ones.

Learn To Handle Stress 1. Have values 2. Be open & ethical 3. Be consistent 4. Look forward

to something 5. Say “ NO ” 6. Cancel 2nd guesses

and delegate 7. Relax and exercise

Be Adventurous 1. What have you always wanted to do?

2. Find a friend to join you.

3. Apply some adventure to all of life.

Quit Griping

1. Turn it all into POISON now!

2. Start doing meaningful things. 3. Be a pathfinder…not a fault

finder.

Who really wants to hear you complain ?

- Don’t Ask For Permission - Start Taking Charge

1. First, start small. Try some things out.

2. Ask for help, instead.

Have FAITH In Yourself !

1. Collect good things about you!

2. Clean-up your act!

3. Do something worthwhile to help another.

Know How To Get Things Done

1. Say “I’ll do it” and start doing it.

2. Expect to put in the time. 3. Get excited about it all. 4. Delegate if you can. 5. Learn how to be

benevolently pushy.

Over-Communicate & Do It Well

1. Be innovative and sensitive. 2. Don’t procrastinate.

If it needs saying…. then say it.

3. Keep people informed. 4. Respond and do it now. 5. Ask for the order.

Be Creative

1. Create once a day.

2. Go with your strengths.

3. Get your creations recognized . . . somehow, someway.

Have A Dream 1. Write it down.

2. Set boundaries.

3. Seek guidance

and counsel.

4. Start going for it.

Be Decisive 1. Fear of uncharted territory.

2. Know the bounds

of authority.

3. Being DECISIVE comes with experience.

4. Ask for advice.

Be An OWNER Of What You Do!

It’s FUN! 1. Exceed expectations.

2. Be an authority on

your job.

3. You can’t own a job forever… you have to grow.

Produce For RESULTS!

There Be Dragons . . . Perhaps-