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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 December 3, 2019

    How Setting Personal Goals Makes You a Greater Achiever

    How Setting Personal Goals Makes You a Greater Achiever

    Achieving personal goals deserves a huge amount of celebration but setting these goals in the first place is a massive achievement in itself.

    While the big goals serve as a destination, the journey is probably the most important part of the process. It reflects your progress, your growth and your ability take control and steer your life towards positive change.

    Whatever your goal is, whether it’s losing 20lbs or learning a new language, there will always be a set amount of steps you need to take in order to achieve it. Once you’ve set your sights on your goal, the next stage is to take an assertive path towards how you will get there.

    The aim of this article is to guide you through how to take action towards your personal goals in a way that will help you achieve them strategically and successfully.

    1. Get Very Specific

    When it comes to setting your personal goals, honing in on its specifics is crucial for success.

    It’s common to have a broad idea of where you want to go or what you want to achieve, but this can sabotage your efforts in the long run.

    Get clear on what you want your goal to look like so you can create solid steps towards it.

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    Say you have a vision on retiring early. This goal feels good to you and you can envision filling your days of work-free life with worldly adventures and time with loved ones.

    If retiring early is a serious personal goal for you, you will need to insert a timeframe. So your goal has changed from “I’d like to someday retire early and travel the world” to “I’m going to retire by 50 and travel the world”.

    It may not seem significant, but creating this tweak in your goal by specifying a definite time, will help create and structure the steps needed to achieve it in a more purposeful way.

    2. Identify the Preparation You Need to Achieve Your Goal

    It’s easy to set a goal and excitedly, yet aimlessly move towards it. But this way of going about achieving goals will only leave you eventually lost and feeling like you’ll never achieve it.

    You have to really think about what you need to do in order to make this goal possible. It’s all very well wanting it to happen, but if you just sit back and hope you’ll get there one day will result in disappointment.

    Self-managing your goals is a crucial step in the process. This involves taking control of your goal, owning it and making sure you are in a great position to make it happen.

    In the early retirement example, this would mean you will need to think about your financial situation.

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    What will your finances ideally need to look like if you were to retire early and travel the world? How much money will you need to put into your retirement fund to retire at 50? How much extra savings will you need to support your travels? You could also start researching the places you’d like to travel to and how long you’d like to travel for.

    Outlining these factors will, not only make your goal seem more tangible, but also create a mind shift to one of forward motion. Seeing the steps more clearly will help you make a more useful plan of action and seeing your goal as a reality.

    3. Breakdown Each Step into More Manageable Goals

    The secret to achieving your goals is to create smaller goals within each step and take action. Remember, you’re looking for progress, no matter how small it may seem.

    These small steps build up and get you to the top. By doing this, you also make the whole process much less daunting and overwhelming.

    In the early retirement scenario, there are several smaller goals you could implement here:

    • Decide to make an appointment with a financial advisor asking what financial options would be available to you if you were to go into early retirement and travel. Get advice on how much you would need to top up your funds in order to reach your goal on time.
    • Set up and start to make payments into the retirement fund.
    • Research savings accounts with good rates of interest and commit to depositing a certain amount each month.
    • Make sure you meet with your financial advisor each year to make sure your retirement plan remains the best one for you. Research new savings accounts to move your money into to reap the best returns in interest rates.
    • Start investing in travel books, building up a library that covers where you want to go.
    • Think about starting a language course that will help you get the most out of your travel experience.

    4. Get Started on the Journey

    Creating a goal planner in which you can start writing down your next steps is where the magic happens. This is where the real momentum towards your dream starts!

    Create a schedule and start by writing in when you will start the first task and on which day. Commit to completing this small task and feel the joy of crossing it off your list. Do this with every little step until your first mini goal has been reached.

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    In the early retirement example, schedule in a meeting with a financial advisor. That’s it. Easy.

    As I mentioned before, it may seem such a small step but it’s the momentum that’s the most important element here. Once you cross this off, you can focus on the meeting itself, then once that’s ticked off, you are in a position of starting a profitable retirement fund…and so the momentum continues. You are now on your journey to achieving your dream goal.

    5. Create an Annual Review

    Taking a step back and reviewing your progress is essential for keeping yourself on the right track. Sometimes you can be moving full steam ahead towards your goal but miss seeing the opportunities to improve a process or even re-evaluate your feelings towards the goal.

    Nominate a day each year to sit down and take a look at your progress. Celebrate your achievements and how far you’ve come. But also think about changing any of the remaining steps in light of new circumstances.

    Has anything changed? Perhaps you got a promotion at work and you feel you can add more to your monthly savings.

    Do you still feel the same about your goal? It’s normal for our desires to change over time and our personal goals need to reflect this.

    Perhaps you’d like to take someone new with you on your travels and you need to take this into account regarding timelines. Are there any new steps you want to add as a result?

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    Remember, reflection is a useful tool in realigning your goal to any changes and it’s important to keep on the right trajectory towards it.

    Strive to Become the Best Goal-Setter You Can Be

    Having personal goals gives you purpose and the feeling of becoming a better version of yourself.

    But it’s the smaller steps within these big goals that the growth and achievement really lies:

    • Whatever your goal is, make sure you get specific on when you want to achieve it. This helps you focus on the necessary steps much more efficiently.
    • Research the actionable steps required to get to the end result and…
    • Break these down into smaller, manageable goals.
    • Create a daily or weekly schedule for these smaller goals and start the positive momentum.
    • Reflect each year on your goal journey and purpose, readjusting steps according to changes in circumstance or desire.

    Keep going and always have the end goal in sight. Remember the ‘why’ behind your goal throughout to keep you motivated and positive.

    More About Setting & Achieving Goals

    Featured photo credit: Pexels via pexels.com

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