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How to Capture an Expert’s Value: 12 Tips

How to Capture an Expert’s Value: 12 Tips


    In bringing Managing with Aloha to the world of business I speak a lot; everything from 20-minute keynotes to week-long seminars and retreats. This week I’ve wrapped up 2005 with some terrific speaking gigs before ending my year with a 3-week holiday hiatus, a tradition in my leadership coaching company. These gigs were terrific because my clients were terrific, and I felt I wasn’t just a hired gun; we collaborated on the design of my presentation, and they gave me the opportunity to give more than just another speech.

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    With my very last presentation I had the pleasure of staying in a magnificent hotel, and part of my fee included an extra night’s stay so that I could end my time with them much more leisurely than I normally have the opportunity to do. Their offer was irresistible to me and I took advantage of it. Smartly, so did they; it was win for both of us. They helped me create a defining moment for them and their company.

    The entire experience caused me to reflect back on all my speaking over the last year, and I thought of all the clients associated with them — the good, the bad, and fortunately none I would call the ugly! In this, my last Thursday column for Lifehack.org for 2005 (I’ll be back after that hiatus I mentioned) I thought I’d share with you my best clients’ smarts.

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    There have been those clients who took full advantage of our engagement knowing how I am more coach than consultant by nature, and I think they were exceptionally clever. By the time our project was over they had received oodles of free coaching from me, and I didn’t mind one bit. In fact, they usually left me wishing that all my clients were just like them. This is how they did it.

    1. First, I didn’t intimidate them. All of 5’1” and soft spoken when I’m off-stage I’m not an intimidating person, however they didn’t let my “expert” and “author” aura and reputation hold them back either. They took the time to have telephone conversations with me and get to know me. They shared their objectives with me, and the stories of why they called me in the first place. In short, they got me to know them, like them, and want to help them as new friends who had a vision and mission similar to mine.
    2. If I was traveling to see them, they played meeting planner and travel agent, booking as much of my “free time” as possible, before I filled in the blanks myself. As managers and leaders, they’d get my free advice over morning coffee the day of my seminar, or because they picked me up from the airport instead of sending a driver for me. They entertained me and gave me the niceties of “VIP service” so that I’d “pay” them for it with my knowledge and my free coaching.
    3. They got me to use their products and services during my stay, whatever they were. They asked me to test them, and offer suggestions. My “thing” is management and leadership in business, and I travel a lot. I get welcomed into a lot of different companies, perhaps including their competitors, and others they should benchmark. I am not going to disclose anything I shouldn’t. Still, knowing my frame of reference, they considered me a living, breathing, opinionated “guest comment card” for what they offer.
    4. They understood that those of us who speak are always looking for new stories and new examples to pepper our presentations with personalization (say that quickly 3 times!) and they took me on plant/ property/ company tours, and introduced me to many of the people who would be in my audience both before and after my presentation so we’d make a personal connection.
    5. Along those same lines, they deliberately set out to be my newest fresh-in-mind and memorable “great story,” the one I would take to future speeches in future places, giving them fantastic, highly favorable free press in the process. Knowing I speak to thousands and thousands of your prospective customers each year, and that people ask me for my recommendations all the time, what would you like me to say to them about you?
    6. Most speakers, me included, are eager learners, always on the prowl for opportunities to meet the visionaries, movers and shakers in an organization. We love to interview the big shots and get inside their heads. My best clients, the ones determined to make MWA part of their culture going forward, used me to secure their boss’s buy-in because they put me in the golden opportunity to discuss vision and mission with them.
    7. If I were just one speaker in their conference, they invited me to the entire conference so that I would be available to their participants both on stage and off. You can bet this strategy also made me pretty competitive, and determined to be their best speaker, and the one sharing the most aloha with their people.
    8. They understood that they’d be flushing their money down the drain if my presentation needs were not taken care of (audio-visual, lighting, desired room logistics) and I was not well seen, heard, and experienced by the audience.
    9. They had read my book, or at least had skimmed it pretty thoroughly and read the book reviews. They were very familiar with my blog and website. They distributed an article I’d written to their audience ahead of time in a newsletter, announcement, or email blitz to create some anticipation and excitement, and so they’d start thinking of questions.
    10. They asked me to help them with my introduction before my presentation, i.e. What part of your bio should I mention? and — the part most people miss — they asked how they should end it, i.e. if they were offering my book at a special price, my website links for continuing MWA education, if I was sticking around for the remainder of their conference etc. Speakers don’t like to end presentations with a sales pitch — even free resources sound like less than a good deal. When the organizer does it, they get the credibility for negotiating that free e-book out of me exclusively for their audience.
    11. If they have asked me to include a Q&A time, they planted people with good questions to start us off with, questions on things they wanted me to cover briefly anyway. Better than a Q&A time, they scheduled round-table discussions immediately after my presentation, asking their groups to come up with Next Action idea lists connected it, and asking me to remain and walk the room as speaker turned coach — what I do best!
    12. They scheduled a post event debrief with me. The more involved and longer my presentation, and the more of your people I meet, the more feedback I am going to have for you. Will you secure your opportunity to get it out of me, or are you letting me escape with it as you politely say thank you and goodbye? They ask the critical question in this debrief: What is your advice on how I inculcate this into our organizational culture, so the learning sticks?

    Think about these things the next time you hire any consultant or expert — get your money’s worth. All you speakers out there in cyberland and blogsville, please chime in the comments here if you feel I’ve missed something.

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    Mele Kalikimaka, Hau‘oli Makahiki Hou: A wonderful and blessed holiday season to all of you. I’ll be back with my next Thursday column for Leon on January 12th of 2006.

    Rosa Say, author of Managing with Aloha, Bringing Hawaii’s Universal Values to the Art of Business and the Talking Story blog. Rosa is founder and head coach of Say Leadership Coaching, a company dedicated to bringing nobility to the working arts of management and leadership. She loves speaking: click here for more on her speaking engagements.

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    Rosa’s Previous Thursday Column was: Holiday Gifts for Working Stiffs.

    (Photo credit: Word “Expert” via Shutterstock)

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    Rosa Say

    Rosa is an author and blogger who dedicates to helping people thrive in the work and live with purpose.

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    Last Updated on September 16, 2019

    How to Stop Procrastinating: 11 Practical Ways for Procrastinators

    How to Stop Procrastinating: 11 Practical Ways for Procrastinators

    You have a deadline looming. However, instead of doing your work, you are fiddling with miscellaneous things like checking email, social media, watching videos, surfing blogs and forums. You know you should be working, but you just don’t feel like doing anything.

    We are all familiar with the procrastination phenomenon. When we procrastinate, we squander away our free time and put off important tasks we should be doing them till it’s too late. And when it is indeed too late, we panic and wish we got started earlier.

    The chronic procrastinators I know have spent years of their life looped in this cycle. Delaying, putting off things, slacking, hiding from work, facing work only when it’s unavoidable, then repeating this loop all over again. It’s a bad habit that eats us away and prevents us from achieving greater results in life.

    Don’t let procrastination take over your life. Here, I will share my personal steps on how to stop procrastinating. These 11 steps will definitely apply to you too:

    1. Break Your Work into Little Steps

    Part of the reason why we procrastinate is because subconsciously, we find the work too overwhelming for us. Break it down into little parts, then focus on one part at the time. If you still procrastinate on the task after breaking it down, then break it down even further. Soon, your task will be so simple that you will be thinking “gee, this is so simple that I might as well just do it now!”.

    For example, I’m currently writing a new book (on How to achieve anything in life). Book writing at its full scale is an enormous project and can be overwhelming. However, when I break it down into phases such as –

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    • (1) Research
    • (2) Deciding the topic
    • (3) Creating the outline
    • (4) Drafting the content
    • (5) Writing Chapters #1 to #10,
    • (6) Revision
    • (7) etc.

    Suddenly it seems very manageable. What I do then is to focus on the immediate phase and get it done to my best ability, without thinking about the other phases. When it’s done, I move on to the next.

    2. Change Your Environment

    Different environments have different impact on our productivity. Look at your work desk and your room. Do they make you want to work or do they make you want to snuggle and sleep? If it’s the latter, you should look into changing your workspace.

    One thing to note is that an environment that makes us feel inspired before may lose its effect after a period of time. If that’s the case, then it’s time to change things around. Refer to Steps #2 and #3 of 13 Strategies To Jumpstart Your Productivity, which talks about revamping your environment and workspace.

    3. Create a Detailed Timeline with Specific Deadlines

    Having just 1 deadline for your work is like an invitation to procrastinate. That’s because we get the impression that we have time and keep pushing everything back, until it’s too late.

    Break down your project (see tip #1), then create an overall timeline with specific deadlines for each small task. This way, you know you have to finish each task by a certain date. Your timelines must be robust, too – i.e. if you don’t finish this by today, it’s going to jeopardize everything else you have planned after that. This way it creates the urgency to act.

    My goals are broken down into monthly, weekly, right down to the daily task lists, and the list is a call to action that I must accomplish this by the specified date, else my goals will be put off.

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    Here’re more tips on setting deadlines: 22 Tips for Effective Deadlines

    4. Eliminate Your Procrastination Pit-Stops

    If you are procrastinating a little too much, maybe that’s because you make it easy to procrastinate.

    Identify your browser bookmarks that take up a lot of your time and shift them into a separate folder that is less accessible. Disable the automatic notification option in your email client. Get rid of the distractions around you.

    I know some people will out of the way and delete or deactivate their facebook accounts. I think it’s a little drastic and extreme as addressing procrastination is more about being conscious of our actions than counteracting via self-binding methods, but if you feel that’s what’s needed, go for it.

    5. Hang out with People Who Inspire You to Take Action

    I’m pretty sure if you spend just 10 minutes talking to Steve Jobs or Bill Gates, you’ll be more inspired to act than if you spent the 10 minutes doing nothing. The people we are with influence our behaviors. Of course spending time with Steve Jobs or Bill Gates every day is probably not a feasible method, but the principle applies — The Hidden Power of Every Single Person Around You

    Identify the people, friends or colleagues who trigger you – most likely the go-getters and hard workers – and hang out with them more often. Soon you will inculcate their drive and spirit too.

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    As a personal development blogger, I “hang out” with inspiring personal development experts by reading their blogs and corresponding with them regularly via email and social media. It’s communication via new media and it works all the same.

    6. Get a Buddy

    Having a companion makes the whole process much more fun. Ideally, your buddy should be someone who has his/her own set of goals. Both of you will hold each other accountable to your goals and plans. While it’s not necessary for both of you to have the same goals, it’ll be even better if that’s the case, so you can learn from each other.

    I have a good friend whom I talk to regularly, and we always ask each other about our goals and progress in achieving those goals. Needless to say, it spurs us to keep taking action.

    7. Tell Others About Your Goals

    This serves the same function as #6, on a larger scale. Tell all your friends, colleagues, acquaintances and family about your projects. Now whenever you see them, they are bound to ask you about your status on those projects.

    For example, sometimes I announce my projects on The Personal Excellence Blog, Twitter and Facebook, and my readers will ask me about them on an ongoing basis. It’s a great way to keep myself accountable to my plans.

    8. Seek out Someone Who Has Already Achieved the Outcome

    What is it you want to accomplish here, and who are the people who have accomplished this already? Go seek them out and connect with them. Seeing living proof that your goals are very well achievable if you take action is one of the best triggers for action.

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    9. Re-Clarify Your Goals

    If you have been procrastinating for an extended period of time, it might reflect a misalignment between what you want and what you are currently doing. Often times, we outgrow our goals as we discover more about ourselves, but we don’t change our goals to reflect that.

    Get away from your work (a short vacation will be good, else just a weekend break or staycation will do too) and take some time to regroup yourself. What exactly do you want to achieve? What should you do to get there? What are the steps to take? Does your current work align with that? If not, what can you do about it?

    10. Stop Over-Complicating Things

    Are you waiting for a perfect time to do this? That maybe now is not the best time because of X, Y, Z reasons? Ditch that thought because there’s never a perfect time. If you keep waiting for one, you are never going to accomplish anything.

    Perfectionism is one of the biggest reasons for procrastination. Read more about why perfectionist tendencies can be a bane than a boon: Why Being A Perfectionist May Not Be So Perfect.

    11. Get a Grip and Just Do It

    At the end, it boils down to taking action. You can do all the strategizing, planning and hypothesizing, but if you don’t take action, nothing’s going to happen. Occasionally, I get readers and clients who keep complaining about their situations but they still refuse to take action at the end of the day.

    Reality check:

    I have never heard anyone procrastinate their way to success before and I doubt it’s going to change in the near future.  Whatever it is you are procrastinating on, if you want to get it done, you need to get a grip on yourself and do it.

    More About Procrastination

    Featured photo credit: Malvestida Magazine via unsplash.com

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