The Expert Success Solution: Get Solid Results in 22 Areas of Business and Life - Softcover

Lipton-Dibner, Wendy; Frishman, Rick

Softcover

ISBN 10: 1614489386 ISBN 13: 9781614489382

Publisher: Morgan James Publishing, 2013

Synopsis

Make a list of 22 barriers to success in business and in life. The list will likely include everything from losing weight to making more money. Now try to find one expert who can provide concrete, practical, proven solutions to break through all 22 barriers and you’ll soon discover there is no all-knowing guru or credentialed expert with the necessary skills and experience.

That’s why 22 leading experts came together to create the first collaborative 5-star success buffet with concrete solutions for the most critical personal and professional challenges encountered by men and women around the globe.

The Expert Success Solution combines 300+ years of experience in business and personal development to provide practical, step-by-step strategies in a fast-reading, entertaining, inspirational, hit-you-between-the-eyes, how-to manual. Filled with thought-provoking questions and real-life stories, the tools provided here will solve existing problems and help you avoid life’s greatest speed bumps. This is the juncture where motivation meets information and where the biggest decision you’ll have to make is whether to grab a tissue or a highlighter. It all begins with 6 simple questions.

Featuring collaborating authors: Patty Soffer, Lisa Gibson, JD, Cheryl Lentz, DM, MSIR, Donald Burns, Michael Harris, Babs Kangas, PhD, Suzanne Nault, MPs PCC, Randy Stanbury, Jeffrey Kurtz, Jennifer Rosenwald, Lupe-Rebeka Samaniego, PhD, Janet Swift, Bonnie Goldstone, CHT, NLP, Tina Sacchi, BJ Rosenfeld, MA, MS, COGS, Dianne Flemington, Elizabeth Phinney, Irina Koles, MD, Lorie A. L. Nicholas, PhD, M. Kris Landry, MRE

About this title

About the Author

Rick Frishman is founder of Planned Television Arts and coauthor of ""Guerilla Publicity, Networking Magic,"" and the Author 101 series.

Excerpt. © Reprinted by permission. All rights reserved.

The Expert Success Solution

Get Solid Results in 22 Areas of Business and Life

By Wendy Lipton-Dibner, Rick Frishman

Morgan James Publishing

Copyright © 2014 Wendy Lipton-Dibner and Rick Frishman
All rights reserved.

ISBN: 978-1-61448-938-2

Contents

PREFACE, 
1 Get People to Do What You Want Them to Do! Wendy Lipton-Dibner, MA, 
2 The Extra Step Rick Frishman, 
3 Four Senseless Partnership Mistakes and How to Avoid Them Patty Soffer, 
4 Keep Conflict from Derailing Your Organization's Mission Lisa Gibson, JD, 
5 What Would Einstein Do? Cheryl Lentz, DM, MSIR, 
6 Do You Secretly Hate Going to Work? Donald Burns, 
7 Innovative Reinvention Michael Harris, 
8 Live a Life That's Free, Fun and Fabulous-at Any Age! Babs Kangas, PhD, 
9 Three Styles of Retirement: Which is Best for You? Suzanne Nault, MPs PCC, 
10 Big Bold Ambitions Randy Stanbury, 
11 ESS-Feel Like a Kid Again Jeffrey Kurtz, 
12 Do This, Don't Do That: Simple Steps For Your Quality of Life Jennifer Rosenwald, 
13 Life-Auditing for the Overwhelmed Lupe-Rebeka Samaniego, PhD, 
14 Flip Your Switch-It's Time to Shine Again Janet Swift, 
15 I Love My Journey Bonnie Goldstone, CHT, NLP, 
16 My Spirit Does Not Live in a Box Tina Sacchi, 
17 Join the PAC (Parents of Adult Children) and Never Lose Your Connection! BJ Rosenfeld, MA, MS, COGS, 
18 A Lasting, Exciting Love Relationship Dianne Flemington, 
19 Stop Getting Old: 3 Simple Steps to Get You Started Elizabeth Phinney, 
20 Break Through to Your Healthier and Happier Life Irina Koles, MD, 
21 Survivin' to Thrivin' Through Financial Distress Lorie A. L. Nicholas, PhD, 
22 Die Without Regrets M. Kris Landry, MRE, 
Meet The Experts, 
Connect with the Experts!, 
Get Help From the Experts!, 

CHAPTER 1

GET PEOPLE TO DO WHAT YOU WANT THEM TO DO!

Wendy Lipton-Dibner, MA

You're sleeping soundly when suddenly your eyes pop open and just like that — you're wide awake.

You lay in the dark staring at nothing, drenched in sweat while your heart pounds in your chest and your mind races from thought to thought without completion.

Now begins the familiar routine ...

Half asleep, you roll out of bed and shuffle through the dark ... one foot in front of the other ... Arms and hands outstretched, touching walls that aren't there, you find your way to the kitchen where you promptly stub your toe and whisper words that will never appear in a children's fairy tale.

Welcome to 2:00 a.m. Hell — the loneliest place on Earth.

If this sounds familiar, please know you're not alone in your aloneness.

In a national research study of thousands of doctors and executives, 100% of respondents reported waking in the middle of the night, consumed with thoughts about work and/or home problems.

The really fascinating finding in the study was this:

All respondents reported their 2:00 a.m. Hell could be summarized by one question ...

The Universal Question

I've had the privilege of meeting hundreds of thousands of people in my work as a professional speaker, media guest, coach and trainer. From Akron to Australia in industries ranging from healthcare to hair care, people always ask me the same question:

How do I get people to do what I want them to do?

I'm guessing you're not surprised. Nearly everything that leads us to 2:00 a.m. Hell finds its beginning in something someone else did or didn't do.

What would life be like if everyone would just do what you want them to do?

At home, dishes would get washed and put away, dirty socks would land inside the hamper, the remote control would always be in your hands and no one else would even think about taking that last piece of pizza.

At work? Well, if everyone would just do what you want them to do, things would get done faster and easier, you'd make more money and you could spend more time doing what you love instead of battling the things you wish would disappear.

Whether you're a doctor, an entrepreneur, an executive or non-profit volunteer ... in a relationship or living single ... mother, father or grandparent ... no matter what your age, occupation or gender ... The simple truth is: life is better when you know how to get people to do what you want them to do.

But you can't really get people to change — can you?

They say we can't change other people. They even say we ourselves can't change — that we are creatures of habit, born to be who we are and nothing anyone else says or does can change us.

In my experience, those statements are myths. There are proven formulas you can use to get people to do what you want them to do and more importantly, to get them to actually want to do what you want them to do!

I first discovered the magical formulas at age 2 (yes, that's me in the photo).

I loved those private moments with my mom, so I figured out how to get her to stay there with me for as long as I wanted!

All I had to do was not ... well, you get the idea.

As I grew older, I became a dedicated student of human behavior. From graduate school forward, I studied what makes people do what they do and continually searched for strategies to get people to change.

I certainly wasn't the only person fascinated with finding the secrets to move people to action. The fact is everyone tries to get someone else to change at one point or another.

• Mothers use tricks to get their children to eat broccoli.

• Teachers use persuasion to get students to sit quietly.

• Employers use threats and incentives to get employees to be more productive.

• Advertisers use tactics to get customers to buy products and services.

• Entrepreneurs use strategies to get new customers to choose them over their competition

• Professional speakers use stories to get a rise from their audiences

• And teenagers ... ah they are the masters of manipulation!

Let's face it — at some point everyone tries to get someone else to change. It's in the minds and conversations of men and women in bedrooms and boardrooms all over the world.

• How can I get him to tell me what he's thinking?

• How can I get her to stop asking me what I'm thinking?

• How do I get my boss to give me a promotion?

• What do I need to do to get people to come to my business?

• How do I get my employees to stop texting on the job?

• How do I get more traffic to my website?

• How do I get people to LIKE, SHARE, CLICK and BUY everything I offer online?

And the list goes on and on.

After studying, testing, refining and teaching formulas to move people to action, I can tell you it all boils down to 5 simple steps.

5 Steps to Move People to Action!

Step 1: Identify the precise actions you want people to take. Most change initiatives fail right from the get-go because we don't clarify what we really want from people.

Yeah ok, but I just want people to come to my website.

Really, is that all you want? Or do you want them to actually DO something when they get to your website?

• Do you want them to read the words on your site?

• Do you want them to give you their contact information?

• Do you want them to buy what you offer?

• Do you want them to use what they buy?

• Do you want them to get amazing results from what you gave them?

• Do you want them to come back and buy again and again?

• Do you want them to refer others to your door?

Be specific. Break it down, focus on each piece and then move to Step 2.

Step 2: Develop a true connection with the person/people you want to influence by finding out everything you can about them. The more you understand about people, the more quickly you can discover precisely what they need you to do so they'll be open to change.

Do your research. Read their blogs, visit them at their business and local hangouts, attend their conferences, search their websites and find out all you can. Get to know the people you want to move to action. Once you truly get them, move to Step 3.

Step 3: Obtain 3 critical pieces of information:

1. How will doing what you want help them get what they want?

2. What would keep them from being able to do what you want?

3. What would keep them from being willing to do what you want?

People always ask, "How do I get that information?" The answer is: "Ask them."

I'm a firm believer in surveys and personal interviews. You'll be amazed what you can discover over lunch with a set of strategically crafted questions.

Step 4: Use the data you collected in Step 3 as the foundation for all communications with those you want to influence (in personal conversations, business meetings, all written communications, in marketing copy and in speeches — on stages and online in podcasts and video).

Connect the dots for people so they understand how giving you what you want will give them what they want. Help them get the resources they need so they are able to take action and then help them get out of their own way so they are willing to make the necessary changes that will lead to effective results.

Step 5: Once you get people to change, the key is to help them sustain the change by providing practical action steps they will take immediately. Implementation is the key to success, so use Steps 1 — 4 to move them to actually use the action steps you provide.

When you apply these 5 steps consistently and effectively, people will do what you want them to do. My clients have used these steps in hospitals to get patients to follow treatment recommendations, in non-profit organizations to get greater visibility and increase donations, in executive and companywide meetings to enroll and engage employees, on stages worldwide to get audiences to implement how-to training, and in marketing and sales conversations that enabled users to increase revenues exponentially.

Why do these steps work so well?

Because all 5 Steps are based on helping other people get what they want.

Zig Ziglar had it right: If you help other people get what they want, you'll get what you want. So focus on finding out what people truly want, find the connection between what you want and what they want, help them see that connection and then help them get what they need so they are able and willing to take action.

It just doesn't get any simpler than that.

The Plot Twist

Is it really this simple?

Yes.

And no.

Yes, people really will change if you use the 5 Steps to Move People to Action effectively.

But there's a twist.

• You've got to do the research.

• You've got to align with their needs.

• You've got to communicate differently.

• You've got to put total focus on helping them get what they want.

You see, it turns out the biggest secret of getting people to do what you want them to do is:

You've got to do what they want you to do.

I know — it's a stinker. But it's really quite fair when you think about it.

Move people to action. You'll make a positive impact on the loves of others and make your life a whole lot easier.

Start now and make an impact on every life you touch ... because life is far too short to settle for less than you truly want — in your business or your life!™

WENDY LIPTON-DIBNER, MA is a two-time bestselling author, world-renowned keynote speaker and founder of the internationally acclaimed Move People to Action System for Experts, Executives and Entrepreneurs™. President of Professional Impact, Inc., she's touched millions of lives, helping people make a greater impact on the lives of others. For more information, see Wendy's bio in Meet The Experts.

CHAPTER 2

THE EXTRA STEP

Rick Frishman

Sam Walton, founder of Wal-Mart, said, "There is only one boss: the customer ... and he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else."

Businesses are created to serve customers and ultimately offer value to each and every one of them. The more value you can create, the better chance you will find success.

Henry Ford was extremely accurate when he stated, "The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed."

Fundamentally, the realm of business is cutthroat and enormously competitive. There may be dozens of companies in the marketplace that offer the same service or product as you do, yet one company may consistently lead the charge in both sales and success.

When studying the underlying reason why one company fails and another excels, the difference is in the details. Actually, the difference is in the last step, which is often the extra one. It is the step few people have the innate desire to take.

Flying High

If you look at all the airlines, it may seem like they're all alike. Southwest Airlines may not seem to offer a different product than Delta, American Airlines, or even British Airways. They all get you where you need to go. However, upon further examination, we find out Southwest Airlines is consistently the most successful Airline in the world. Why?

Southwest Airlines takes extra steps so they can differentiate — stand out from competitors. They focus their energy on customer service and ensuring the customer receives the best experience possible. That is why today, Southwest is the safest airline in the world and ranks number one in the industry for service, on-time performance and lowest employee turnover rate. Customers vote with their wallet and those votes are cast for Southwest more than any other Airline because Southwest puts forth the extra effort and takes more steps than others are willing to take.

If you want to get new business, you have to get the customer to love you, believe in your product and trust you. Once you get them you have to keep them. To do that, you have to over-deliver time and time again. It is the little things that show that you are different from your competition and are willing to go the extra step.

Fifteen years ago, Ray Bard founded Bard Books. A brand new publisher, they set out to launch their first book, knowing that would either make or break the company. This book was entitled Nuts! by Kevin and Jackie Freiberg.

Nuts! is the true story of the out-of-the-box business plan and history of Southwest Airlines. My publicity company was one of ten PR firms contacted to interview with Ray and his team. Ray came to New York and when he walked into our office, our receptionist was waiting for him. We'd never met Ray, but he was welcomed with open arms. We created a wonderful presentation on what differentiated us, but the most important thing was that we showed how much we cared about him. When he left that day, he felt 100% loved.

After meeting with Ray and before he flew back to Dallas, we sent him an enormous box of nuts. Since Southwest was all about giving out nuts on flights, we felt it only appropriate. My PR firm received a prompt response to our symbol of appreciation. It came in the form of a handwritten letter from Ray that said, "We would be nuts if we didn't work with you." It started a great relationship that led to a huge success and landed the book Nuts! on the New York Times bestseller list.

From the moment Ray walked into our office to following up in a thoughtful manner, we took the extra steps to align our company with both Ray and Southwest Airlines. And it paid off for everyone.

Success in life is a game of inches. That one step can be the difference between landing a million dollar account or losing it. But you should always strive to be defined by what you do, not by whether or not your competitors outdo you.

Taking the Extra Steps

So with this example in mind, how can you take the extra steps to separate yourself from your competitors? Luckily, creating a business known for taking the extra steps is not complicated or difficult. In fact, it just takes attention to detail and a touch of effort.

Consider some of the most powerful ways to distinguish your company from your colleagues:

Be Authentic

People know and feel deep in their soul if you are real or not. From the moment they meet you, their gut will quickly delineate if you are the type of person that will work hard for their business. For example, recently we had to order new closets for our home. As a good consumer, I called numerous companies. One came highly recommended from multiple people and I called them. After a week, I hadn't heard back so I continued my search. Another company sent a woman to our home who made us feel like we'd known her forever. She had already done research about our house and had with her every type of closet option imaginable. She was knowledgeable, direct, honest, and completely connected with us. We hired her on the spot and cut a check that day.

This may seem like a small example, but it outlines an important concept. Being authentic is not something everyone does, but when they do, it has gigantic potential. Oprah Winfrey smartly said, "I had no idea that being your authentic self could make me as rich as I've become. If I had, I'd have done it a lot earlier."

Do Your Research

So many times, a little bit of time and effort on the front end can separate you from the competition. Knowing your clients and understanding their origin and goals can offer powerful insight into how they think and how they connect. Harvey McKay writes books about this and is famous for researching client's favorite beverage, candy, or deli food. He then orders it and has it readily available at the initial meeting. Besides the fact that people are happier on a full stomach, it shows he cares and is attentive to details. Do every bit of homework you can on a potential client's website, social media pages, and mutual connections. Sprinkle this information into your presentation to show you know their company inside and out.

Demonstrate You're Different

Everyone wants to work with a company that thinks out of the box. You know, those special and unique companies that are different than everyone else. To do this, think of one small change you can make to your company or your employee manuals that will blow people away.

One way we did this at my old company was with our voicemails. Most people would call us and reach our voicemails. Knowing that, I instituted a company wide policy to update voicemails on a daily basis. Now, I know that sounds difficult and slightly crazy. But it only takes a few minutes and creates an amazing reaction. For thirty years, I changed my voicemail virtually every day. It went like this: "Hi, this is Rick Frishman. I'm so happy you called. Today is Monday. I'm in the office until 5:30 today. Leave a message and I promise I'll get back to you within 24 hours. If you need something right away, hit STAR+0 and Amanda will help you right now. Thanks a lot."

This small distinction became a huge difference-maker. First of all, people were excited to leave voicemails because they were invested in the process. If I took the time to change my voicemail everyday, they felt they could take the time to leave me a message. Furthermore, when I called back, the first thing I often heard was how unique my voicemail was. It allowed me a nice transition into telling people that is just how we did business.

(Continues...)

Excerpted from The Expert Success Solution by Wendy Lipton-Dibner, Rick Frishman. Copyright © 2014 Wendy Lipton-Dibner and Rick Frishman. Excerpted by permission of Morgan James Publishing.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.

Edition details

• Publisher: Morgan James Publishing
• Publication date: 2013
• Language: English
• ISBN 10: 1614489386
• ISBN 13: 9781614489382
• Binding: Paperback
• Number of pages: 160