The Art of Living Proactively (Harnessing the Power of Your Choices)

James Nathan helps people build totally referable businesses that are far more profitable and more fun. As well as helping people to network effectively, sell softly and cross-sell regularly with Clients who love you and tell everyone! Topics covered this week "Good service gets people talking about you, great service gets people shouting about you How Jimi Hendrix effected James business Why we shouldn't use "Satisfaction surveys" How Exceeding Expectations can be like teaching a dog to sit Why is working as a waiter in the UK is not seen as a career like it is in France Why 10 year old girls love the shop Lush ♦ Professional Speaker ♦ jamesnathan.com/keynote-speaker/ ♦ Business Development and Sales Training and Business Coaching ♦ www.jamesnathan.com ♦ Recruitment Training ♦ www.recruitingtowin.com For Recruitment Businesses, James also provides recruitment training courses including:   Good to Great – Ultimate Consultant Candidate Sourcing and Management Pitching and Presentation Skills Networking Skills for Recruiters Recruitment Sales Training Advanced Business Development and Strategy Retainer Selling Client Relationship Excellence Headhunting Skills and Practice   Coaching Helping you to develop and improve your client development and sales/marketing skills. Get new clients, grow more business. One-to-One Business Mentoring and Coaching. Academy Generate significant new revenue for your business by developing your future leaders into confident, effective business winners. Your own in-house Business Development Academy “James brings a fresh and contemporary perspective to sales in a professional services context”. Ed Turner, Managing Partner – Taylor Vinters LLP Popular subjects areas I have spoken about and taught recently include: Referral Revolution™ Super Soft Selling™ Client Relationship Excellence Introduction to Great Management Truly Effective Networking Advanced Business Development and Strategy Pitching and Presentation skills “Training with James was very enlightening. He covered a wide range of topics that everyone could benefit from. His style of teaching was very relaxed and allowed for us all to engage with him. The team learnt a lot from the training session and were keen to start putting it into practice. I would not hesitate to recommend James to other companies.” Neil Edwards, VP Finance – MoneyGram International   Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/ Full show notes at https://tonywinyard.com/ee029-james-nathan/

Marion is a natural leader and brings a unique outlook and approach to the work she does. She is passionate about supporting her industry, the professionals within it and the customers they serve. Marion brings a unique blend of skills, strengths and insights to her many roles and responsibilities within the industry. This unique perspective, combined with her passion for mentoring and creating opportunities for others in her industry to thrive, led to her launching a virtual summit for Women In Surveying in 2018. She also delivers training on well-being and confidence for Lionheart, the charity for RICS professionals. Marion is also Managing Director of BlueBox Partners, a firm of chartered surveyors in the business of providing support, training and resources most relevant to residential surveyors and valuers, whatever stage of their career. With 20 years’ experience in the residential property sector, and having qualified as a chartered surveyor in 2004, she understands the challenges those in her profession face.

Episode 27 features John Ruhlin the author of a fantastic book called Giftology, the art of gifting in business and how it can win new relationships and maintain your existing relationships. John Ruhlin is the world’s leading authority in maximising customer loyalty through radical generosity. He is the founder and author of Giftology and has been featured in Fox News, Forbes, Fast Company, Inc and New York Times and appeared on podcasts such as Pat Flynn, Lewis Howes and The Art of Charm. While becoming the #1 performer out of 1.5 million sales reps for one of the world’s most recognisable brands, John developed a system of using generosity to gain access to elite clients and generate thousands of referrals. He and his firm now help automate this process for individuals and organisations like UBS, Raymond James, DR Horton, Keller Williams, the Chicago Cubs, and Caesar’s Palace. John and the Giftology team can help any individual turn their clients into their own personal sales force to drive exponential growth. Some of the topics discussed in this episode:   How John won business with The Chicago Cubs by sending them gifts for 6 1/2 years. They eventually reached out to him and led to an amazing story and results for the team, their business and fans Why gifting is the long game The book changed his current relationships as people were really wowed by the contents He is best friends with Hal Elrond, author of "The Miracle Morning", who was one of the people who helped motivate John to get the book done The 5 year launch for the book that involved doing something book related every week for those 5 years Good gifting leads to active loyalty, which is far better than passive loyalty, but most people don’t even realise they have a loyalty problem Giftology leads to reciprocity. Helps you show your appreciation for business and personal relationships He grew up a farm boy one of 6 kids in Ohio and originally wanted to be a doctor. Got a job selling knives for Cutco pocket knives which changed his life. How a girlfriends dad taught him the power of taking care of the inner circle Many gifts lead to the wrong results, bad ROI and low costs per impression: John explains what costs per impression means and the importance of it to you getting future business John has gifts he gave 15 years ago that are still giving active loyalty to him and gaining him new business all these years later because of high costs per impression “In business most people do gifting because they’re having an event or its Xmas and they want to check the box and to me thats a waste of money. You’re not gonna get any ROI out of that and it’s a waste of money.” Great advice for speakers and Thought Leaders 80% of budget to take care of 20% of relationships  - for most people 80% of revenue comes from 20% of clients Its not about how much you spend, its about how much value will it give to the people that receive it What gifts should you giveaway at trade shows? Listen to Johns insightful and maybe surprising answer Why women are so much better at giving gifts than men   “In 40 years of business the reason I have more referrals and access and engagement with my relationships is I found out one simple truth; If your take care of the family, in business everything else seems to take care of itself” - this was John’s lightning bolt moment He still sells millions of dollars worth of knives   The giftology recipe, which is about taking care of the inner circle, people that aren’t able to see the reasons for that aren’t a client John wants to work with, because John knows they won’t get the results that john gets for his customers   Targeted Jeffrey Gitomer - John met him and started sending him monthly gifts for 18 months -all personalised knives with personalised messages until Jeffrey eventually said to him: “John you’re the most pleasantly persistent mofo. I’m not gonna guarantee anything but if you fly out here I’ll hang out with you for a couple of hours and we’ll see where that leads “ he became a raving fan , interviewed John on his podcast, did videos for him, referred him to his clients and generally endorse him and sends John messages occasionally such as “It’s 6am and I didn’t even wanna think about you, but I’m using one of your stupid knives to cut up an apple and my girlfriend thinks you’re amazing and keeps talking about you all the time and I feel like I’m sleeping with your sales rep!”   By sending gifts with the clients wife’s initials on them, he got their wives to become a raving fan and won him business. Referrals went up 110% for the clients business and the only that changed was by targeting the inner circles of his clients with personalised gifts.     “Very often the people that win in business are the people that are liked, trusted and top of mind”   Top 10 list of the things to avoid if you want active loyalty: Www.thegiversedge.com download that paper for free   Giftologygroup.com - a course on there called “Referrals without asking”   More information at:     More information at: https://tonywinyard.com/ee027-john-ruhlin/   Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/ Note: some of the resources above are affiliate links, meaning I get paid a commission (at no extra cost to you) if you use that link to make a purchase. This all helps fund the show costs.

Nevil is a Sales & LinkedIn trainer, coach, speaker & author and firmly believes that if you aren’t having fun whilst learning then there is something wrong. This episode is packed with great tips on how to improve your customer relationships and food for thought on ways you can take a different approach to get better results.   Company website - https://newresults.co.uk/   Resource download page - https://newresults.co.uk/resources/   My LinkedIn profile - linkedin.com/in/neviltynemouth   Twitter - @NevNewResults @NewresultsHQ   Full info at https://tonywinyard.com/ee026-nevil-tynemouth/   Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/

Nicholas Brice helped transform the fortunes of Brighton Football Club’s off-field activities that resulted the club winning awards from fans of other clubs Fewer than 30% of people in a national survey said they were engaged in the job they did. Nicholas discusses the problems this can bring to organisations, and the problems that results from accepting adequate standards. What he learnt from working on a project with Toyota in Japan Why you shouldn’t choose your best practitioner to be the team leader He wrote a book called “Brand Alchemy” What he learnt about Kaizen - “There is no best only better” He tells us about his programme “Speaking with Presence and Impact" https://www.360degreevision.co.uk/   360 Degrees provide leadership speakers for business with 20-40 min high impact keynotes to get people thinking. Challenge people to consider new ways of leading…with more ‘soul’.  As well as the best keynote speeches, perhaps add one or two of their 60-180 minute masterclasses to your programme. Packed with action planning guides & tangible take-outs.  They also combine their sessions for longer ‘retreat’ experiences of two or three days. They often use their work with the American Express Community Stadium as a backdrop.  Much more than just a speech on football. It is the story of how a new stadium is developed to deliver history making sales and attendance increases.  A story of how a board of directors, leaders and staff connect with the soul of the stadium, the Club and the public. How this enabled the team to achieve history making sales and attendance increases…in two short years.  Their tools and methods are used with a range of other major national and international brands and have been developed over the past 35 years. Therefore the sessions are highly practical and grounded in real success.   Full details at https://tonywinyard.com/ee025-nicholas-brice/   Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/  For more info on the workshops run by Tony Winyard go to:  https://tonywinyard.com/workshop

Sydney started a company named VenturX and she chose that name because "Venture" means an unpredictable journey. The "X" represents the individual startup journey. When entrepreneurs follow their passion and take the leap to start their business, they are taking their unpredictable journey, VenturX. VenturX was inspired by her experience in Silicon Valley, in 2016. Moving there based on a friend's invite without a VISA, a job that would sign a VISA and a permanent place to live in order to learn more about tech and startups was certainly a risky but worthwhile venture.   website: www.venturx.ca   Twitter / IG / Medium Blog: @venturx_team Linkedin: https://www.linkedin.com/company/venturx/ Facebook: https://www.facebook.com/venturx.ca/   Full details at: https://tonywinyard.com/ee024-sydney-wong/ Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/  

Michelle Mills-Porter's first business was the youngest company to win Investors in People and also won Service Company of the year. Not long afterwards she was in the tsunami that devastated SE Asia and that encounter accelerated her learning about human behaviour. Clients always used to ask "Michelle, are you psychic, because she would be able to preempt what they wanted, even over the phone... Now she helps people to predict the needs and wants of others to build massive rapport, that turn into long lasting relationships that are virtually impenetrable by the competition.   Web site; https://www.mmp.uk.com/ The magnificence of humanity, TEDx on Michelle’s tsunami experience https://www.mmp.uk.com/human-manificence The People Reader; https://www.mmp.uk.com/people-reader YouTube channel; https://www.youtube.com/channel/UCCFCkNu_goDtvg1gxJ3yuVA?view_as=subscriber Her Award Winning Comedy Night set https://www.youtube.com/watch?v=iH5TFy5rFmk&t=0s   Full details at: https://tonywinyard.com/ee023-michelle-mills-porter/ Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/  

With over 25 years’ experience presenting on television, video, radio and stage, Alastair helps corporate clients become more effective communicators. As an accomplished communications speaker and consultant, he delivers a range of keynote speeches including Make Business Personal and Stop Paying Lip service To Communication, and with his company Present Yourself Ltd, he leads insightful and interactive communication skills workshops.The training sessions are tailored for each client on a one to one basis or in small groups and cover Confident Communication, Presentation Skills and Media Training. Recognised as a member of the Professional Speaking Association (PSA), and full member of the actor’s union Equity, he has developed exceptional training skills.   As a presenter on television, video, radio and stage, he’s appeared in documentaries, corporate videos and commercials in the UK and USA. He’s currently the senior journalist for Business Reporter, where he has interviewed over 500 business leaders.Alastair is also an event host, master of ceremonies and moderator, having hosted conferences, charity auctions, dinners and award ceremonies in the UK and Europe.   A farmer’s son from north Cornwall, Alastair spent 16 years leading a team of over 100 professionals on Cruise Liners, such as QE2 and Queen Mary 2, while being the face and voice of numerous training videos for three different cruise lines. He also represented the cruise industry as a spokesperson on media road shows and press conferences. Now based in London he loves travel, hill walking and renovating houses.   Full details at: https://tonywinyard.com/ee022-alastair-greener/  Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/

Kelly Tyler and Helena Holrick are the Founders of Speaker Insight. A training and consultancy company that supports speakers, authors & coaches to grow the confidence to promote their message, whilst building a profitable and sustainable businesses ON THEIR TERMS.     With a background in running a speaker agency, publishing house and training companies for over a decade, they have also written books, spoken on stages and coached individuals, so they understand what the industries requires & what the customers wants.     They specialise in helping experts to position themselves to be the ‘Go To’ person in their field, whilst ensuring they have the business foundations in place to scale without creating burnout.   Facebook Group: The Connection Hub  https://www.facebook.com/groups/TheConnectionHub/   Facebook Group membership site: Changemaker Central  https://www.facebook.com/groups/changemakercentral/   Membership site: https://changemakercentral.speakerinsight.com/   They do a Facebook Live session every Tuesday at 1pm (GMT) at https://www.facebook.com/speakerinsight/   Full details at: https://tonywinyard.com/ee021-kelly-tyler-helena-holrick/ Exceeding Expectations links: Exceeding Expectations website Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/  

Tom started out as a freelance graphic designer and over time built up his business to 16 full time staff and a team of additional contractors, and multiple 7 figures in revenue. In the meantime, he put himself in the hospital when he worked himself too hard, His company is known worldwide for it's stellar customer care and going the extra mile. https://www.youtube.com/watch?v=V36bA3aKRVE&t=6s. www.honestdesigners.com www.Designcuts.com The Honest Entrepreneur show on YouTube and iTunes You can check out his Honest Designers podcast episodes here: https://www.designcuts.com/honest-designers/ Full details at: https://tonywinyard.com/ee020-episode-20-tom-ross/ Exceeding Expectations links: www.ExceedingExpectations.me Facebook Group Twitter LinkedIn YouTube How to leave a podcast review: https://tonywinyard.com/how-to-leave-a-review-for-the-podcast/