Methods To Maximize Your Social Capital

Barry Demp Guest Blog Post

Recently, coach Barry Demp was featured on a motivation and self-improvement website as a guest blogger called Pick The Brain.

The post focuses on 6 Expert Ways to Maximize Your Social Capital and includes suggested techniques for:

• Listening
• Using open-ended questions
• Layering
• The Sound of Silence
• How to Ask Powerful Questions that help your prospects
• And much more.

To learn more and view the complete post, we recommend that you visit Barry Demp on Pick The Brain.

5 High Impact Book Reading Ideas

When people visit me in my office they see pictures of my family and pictures of beautiful golf courses on my walls.  During their visit they will most likely see a large bookcase filled with many of my favorite books.
 

As an educator and self professed life-long learner, I believe that books are one of the very best bargains around.  Even though a book may only cost you $20.00, the cost of your time to read it may be significantly higher.  For example, if your time is worth $100.00+ dollars per hour; then reading a book must be worth thousands of dollars to make it worthwhile.

Here are 5 suggestions to make the most of the current books on your bookshelf, and, the future books you plan to read:

1.    Select books that are aligned with your professional and personal goals. In doing so, you will be feeding your mind great thoughts that will fill you with the knowledge for greater achievement.
2.    Underline or highlight key points that deliver a message that hits the mark with your specific interest or needs.  This technique will help you to filter the messages and narrow your focus to specific useful ideas.
3.    Once completed, put the book away for at least a week and then go back over the underlined items and place an * or other symbol next to the top ideas for future follow up.
4.    Review all the * items and then create a list of follow up actions you will take to execute on these ideas.  Capturing these valuable ideas without a follow up action plan is worthless.
5.    Insert these new, actionable ideas in your calendar. Make sure to block out sufficient time to complete these priorities.

Please feel free to share with me the book or books that have made the biggest difference in your professional or personal life and what you did to act upon the ideas provide by the author.  I can be contacted via email or through the Barry Demp website.

The Trust-O-Meter Assessment

In our increasingly competitive world, very rarely does and individual professional service provider, coach, or consultant truly have a significant advantage over others.  The ability to create trust is often the single biggest factor that differentiates these close competitors to secure a client assignment. 

   

The Trust-O-Meter assessment below that has been adapted from the book The Trusted Advisor will provide some insight into your ability to create trusting relationships and provide areas of development to gain mastery into this important business and personal skill.  

Download the Trust-O-Meter Assessment

Rate yourself on a scale of 1=low to 4=high as you evaluate the following statements.

• I am consistent and highly dependable.
• Serving my clients is my highest priority and I place a lower focus on my self-interest.
• I am genuine and my clients feel comfortable around me.
• I am more focused on being interested versus interesting.
• I seek to understand and then be understood .(S. Covey)
• I am an active reflective listener.
• I am honorable and keep conversations confidential. I avoid gossiping.
• I have a good sense of humor and am fun to work with.
• My clients often share personal information with me.
• My clients feel safe in discussing difficult issues.
• I genuinely care about my clients and it shows.
• I see my clients as people, not just a person fulfilling a role.
• I seek out opportunities for client contact to provide value added service.
• I often gain repeat business and referrals from my current and past clients.
• I am willing to generously share my skills and knowledge and take the time earn the trust of others.
• I am clear about my values and express them openly as a basis for creating trusting relationships.
• I do what I say I will do. My actions match my words.
• I exhibit a high degree of emotional intelligence and have been told I have strong interpersonal skills.
• I am naturally curious and ask appropriate questions to learn how I can best help my clients.
• I am a win-win person and strive to build consensus with others.
• I consider myself thoughtful, considerate, sensitive to people’s feelings, and supportive.
• I frequently show my sincere appreciation for others.
• I believe that focusing on giving others what they want is the source of my own success.
• I stay the course even when the going gets tough.
• I am fully focused on my client’s agenda without distraction.

 The maximum score you can achieve is 100.  Consider comparing your answers with a TRUSTED colleague or friend.  I hope you enjoy the conversation and will share your insights and thoughts by contacting me at barry@dempcoaching.com.

Winning The Game? Use The Scoreboards

No matter what sporting event you enjoy, a scoreboard is often used to determine if the contestants are making progress towards their goal and to eventually identify the winner of the contest. 

In sales the winning results that we desire are sometimes far in the future.  With this in mind, my suggestion is to create an “Action Scoreboard” to demonstrate and measure progress toward your goal.  Here is how it works in my business coaching company:

Keeping Score with The “Action Scoreboard”

My goals include securing individual and group coaching assignments, team workshops, speaking engagements, and executive retreats.   Since the achievement of these goals is often a multiple-step process, I have broken the objectives down into a listing of some of the fundamental behaviors that I often take to produce these results.  Each action item is given a point value and I track the totals on a daily, weekly, and monthly basis.

My experience is that there is a high correlation between the level of action being taken and the outcomes that are achieved.

The Point System

One point actions include warm prospect calls, Linked in connections, writing a focused email message to a prospect or center of influence, researching an individual or company, or getting a business card from a prospect for follow up.

Two point actions include attending networking events, hot prospect calls, attending a business seminar, and giving or getting a qualified business referral.

Five point actions include setting a one on one new client discovery session, scheduling a presentation or speech, attending a business trade show, participating on a board of directors,  and meeting with a center of influence.

Ten Point actions Actual face to face meetings including meetings over a meal or a cup of coffee with a qualified prospect.   

Twenty point actions include securing an engagement.  Feel free to add extra points based on the size of engagement.

What a Typical Day May Look Like

• 6 phone calls to warm prospects= 6 points 
• 4 linked in connections= 4 points 
• 1 discovery meeting with a viable prospect= 10 points 
• Giving 2 referrals and getting one referral= 6 points 
• Scheduling a speech on networking for a local business group= 5 points 
• 8 follow-up e-mail messages and 6 follow up phone calls= 14 points 
• Securing a business coaching assignment with an attorney who wants to make partner and increase their business development success = 20 points

Total= 65 points 

My challenge to you is for you to create your own game and point system that will allow you to act your way to better results.

Please let me know how Scoreboard Tracking helps you to achieve your personal and professional goals by contacting me at www.dempcoaching.com.