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Elite 1%

The Elite 1% (noun) e·lite one per·cent [ih-leet wuhn per-sent] • (often used with a plural verb ) the choice or best of anything

considered collectively, as of a group or class of persons.

• (used with a plural verb ) the best of the best persons of the highest class: Only the elite were there.

• a tip of the classical organizational bell curve, the pinnacle of an organizations performers.

• An individual or group of persons that is so good, others begin to ask “why?” • Those typically ignored by management because there seems to be no reasonable

explanation for their excellence.

• Those who have a plan

• Those who change the world

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My Goal for You Today

6

Rate Yourself

?

1

Average AmericanYOU

?

Warm up

8

9

What business are these Companies in?

Worlds Largest Advertising Agencies

10

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What business are these folks in?

Largest Institutional Land Owners in the United States

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What Unique business is this Company in?

Worlds Largest Camera Manufacturer

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What business is this Company in?

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Worlds Largest Training Company

i.e. 250 hours before you start…

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What business are YOU in?

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18

Transformation

But, it’s hard

2/28/09 19

What do these two have in common?

Steve Jobs The Masters

If it looks Easy…It’s not.

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A short lesson about 3 reasons people make the

decisions they do…

Price

Value

Speed

What Do We know About Buyers Today?

Price

The question is not “why” or “if” they buy a product based on

price…

The question is “who” buys a product based on price.

Corporate Buyers Pyramid

Why they shop thereWhere they shop

TargetWal-Mart

JoS. A. Bank the Mall

Brooks Brother’sMen’s

Wearhouse

Custom ROI / Time

Price

Perception“BRAND”

Value in today’s business to business market

is NOT based on the “value” of the product, but the “value” of

Leadership and Understanding.

The most “valuable” Leaders understand the answer to

3 critical questions…

Value

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1. Who is in charge of a meeting/presentation ?

2. Who is the most important person in the room ?

3. Who makes the final decision ?

The person who is being judged by the outcome of

the decision.

Case Study:

•You are presenting to a Committee that will determine if they hire you as their exclusive vendor / provider.

•It is a large premier opportunity with $75m revenue

•You are asked to bring a outside consultant to the meeting

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Who is being judged?Who is being judged?

Chief Engineer

Project Manager

Case Manager

CFO

Director of I.T.

You Outside Consultant

CEO

Client, Peers, FamilyOther Vendors and Manager

Manager, Client, AdvisorPeers, Family, Etc

Employee’sEveryone

?

Therefore, Who is in charge of a Therefore, Who is in charge of a meeting? meeting?

Everyone is in charge because everyone is being

judged by the outcome of the decision.

Real Life Case Study:

•We were presenting to a Committee that would determine if they hired us.

•It is a $450m deal with $100m in annual flow.

•We had an elite team of 8 presenters and a12 person support staff with over 250 hours of prep time.

• The prospect is a 20,000 Employee company with market leading brand

•We have very favorable relations with the new CEO from a prior relationship.35

Real Life Example: $450m

Chief Engineer

Project Manager

Case Manager

CFO

Director of I.T.

Our Team Outside Consultant

CEO

Client, Peers, FamilyVendor and Manager

Advisor, Client, Peers, Etc

Employee’sEveryone

?

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The Speed to “Magnetize” an individual or a group to you

and your cause, will be the #1 differentiator of the 21st

century leadership professional

Speed

What Else Do We know About Buyers Today?

A short science lesson about why people make the decisions they do…

EvidenceEvidence + ReasoningReasoning

=

ConclusionConclusion

FactsFacts EmotionEmotion

DecisionDecision

Proving Your “Argument” orCritical Thinking 101

Let’s crunch some numbers

What percentage of decisions are made on

Emotion??

What percentage of decisions are justified by

Facts??

How much of a presentation do you

remember 10 minutes after it’s over?

What percentage of how you felt is remembered after a presentation?

85%15%6%100%

Ask yourself what emotions you are trying to create:

Good

• Love

• Joy

• Peace

• Patience

• Kindness

• Goodness

• Gentleness

• Self Control

Not So Good

• Fear

• Loneliness

• Anxiety

• Uncertainty

• Lack of Respect

• Envy

• Lost

• Hopelessness

The Nuts and Bolts

Price, Value and Speed

Price: Not “why” but “who”

Value: Is in knowing who is in charge, and therefore who is being judged by the outcome of the decision.

Speed: How fast can you “magnetize” them to you and your cause

My Three PromisesMy Three Promises

Gratification

Education

Ease of business

My Three BeliefsMy Three Beliefs

I am here to “create” - not “compete.”

My value is greater than my price.

I always give “forward.”

Three Reasons They Say “Yes”... and it’s a Good

Decision Is it right for me _____________?

Is it right for me ____________________?

Is it right for me _____________________?

Personally

Professionally

in my Spirit

The Perfect PlanThe Perfect Plan3 Promises

1.

2.

3.

3 Beliefs

1.

2.

3.

Gratification

Education

Ease of business Always give “forward.”

“Create” don’t “compete.”

My value is greater than my price.

Personally Professionally In my Spirit

So, what is theSo, what is the

““Unfair Advantage” of the world’s Elite 1%?Unfair Advantage” of the world’s Elite 1%?

They Serve

The Perfect PlanThe Perfect Plan

3 Promises

1.

2.

3.

3 Beliefs

1.

2.

3.

Gratification

Education

Ease of business Always give “forward.”

“Create” don’t “compete.”

My value is greater than my price.

Personally Professionally In my conscience

Servant

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ser·vant \ˈsər-vənt\  Noun Old English – 13th Century

a professed lover

one who serves another

How Do the Best Do it?

Every Life Has A Story

What’s the Story of your people, your clients,

your partners, and YOU?

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How are you Transforming them ?

How are you Serving them ?

One day, starts today

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How are you Transforming Yourself ?

“Where do we need to focus our time to help your child be the best

he can be?” REPORT CARD

History A+

Reading B+

English B+

Algebra D-

77 %of the Parents focused

on the D-

Most people answer questions that they do not understand with 100%

certainty….

We can not afford to do that anymore.

It is Time to Transform

Shocking!!! Only 23 % focused

on the child's strengths

Grade Yourself!

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Rate Yourself

8.5

3.51

Average American Elite 1%

Against What?

The Rest of the Bell Curve

Their God Given Potential

It is Time to Decide

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Be Brave

Demand ConfidenceDemand Confidence

Deliver Excellence

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PASSION

Nuts & BoltsNuts & Bolts

Teamwork

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This program, ORG-PROGRAM-135461, has been approved for 1.25 (General) recertification credit hours toward PHR, SPHR and GPHR recertification through the HR Certification Institute.

Please be sure to note the program ID number on your recertification application form.

For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org.

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