becoming a powerful person in meetings and the networking arena

Welcome

Becoming a LIVING BRAND® LEADER

within your organisation

Welcome

Building Powerful PeopleLook

FeelSo

und

Powerful People in Meetings

• Positive Attributes

• Negative Attributes

Powerful People• Purpose• Energy• Structure• Change Orientation• Individual Presence• Enablement• Consideration• Warmth

What is Brand?

What is Brand?

A brand is the identity of a specific product, service, or business. A brand can take many forms, including a name, sign, symbol, color combination or slogan.

What is Brand?

“Nothing seems more obvious to me that a product or service only becomes a brand when it is imbued with profound values that translate into fact and feeling that employees can project and customers can embrace.”

Sir Richard Branson

Inside the Minds of Leaders

Building your Leadership Brand

What are YOUR Brand Values?

What are your actions to bring them to Life?

Building Rapport Left Side Right Side

Looks for cause and effect Looks at relationships

Processes information bit by bit Processes information all at once

Focuses on detail Looks at the whole

Deals in fact and figures Asks ‘why’

Focuses on words to describe Uses pictures, imagery, colour

Focuses on logic Thinks in lateral ways

Likes order/put into sequence Is non-evaluative

Evaluates/deals with rights and wrongs Focuses on emotions and feelings

Brain Test

Are Great Leaders Born or are

they Made?

Self-awarenessDo you see yourself as others see you?

What is…?

Self-awareness describes the condition of being aware of one's awareness. It is having the ability to realistically see yourself as others see you and notice the impact that your actions and behaviours have upon interactions and situations.

Becoming a Tri Communicator

What is your Leadership

Style?

Top Tips• Reflecting on your intentions and your actions• Being aware of your own emotions and how to channel them• Understand what we do and how we might do it differently• Practice forms of meditation and self scenario roll plays • Keep a journal and write out your values and what is important to

you• Except feedback from others with an open mind and as an

opportunity to grow

Remember: When we know what our values are, then it is much easier to chart a path in life and business that adds to our personal growth and happiness.

What is…?

Self motivation is the ability to motivate oneself, to find a reason and the necessary strength to do something, without the need of being influenced to do so by another person. Working in a careful and consistent manner without giving up.

Motivation – on the move

Self MotivationWhat are your goals?

The Mindset and Drive of the Powerful Person

Pride + Proposition = Personal Power

• Why are you proud to work for your organisation?

• Why is your function so invaluable to the success of the business?

• What do you bring to the party?

Top Tips• Think about the achievements in your life • Examine your strengths to understand what you can

build on• Determine what other people see as your strengths and

key capabilities • Set achievable goals for yourself, work to achieve them,

and enjoy that achievement• Seek out mentors and other people who model the

competencies, skills, and attributes you desire

“Imagination is everything. It is the preview of life’s coming attractions.”

Albert Einstein once said,

Do you follow your intuition?

Intuition

What is…?

A form of evidence that is often referred to as a gut feeling or a hunch. It differs from common sense, which relies on someone’s philosophy or personal perspective, rather a strong feeling about the correct decision path. Intuition can be seen as a very holistic decision making approach as it tries to consider and integrate information from all the senses.Intuition is the ability to process information, both internal and external, that allows you to make great decisions.

Top Tips

• Ask more questions• Pay attention to what catches your eye or ear• Meditate on information• Look at various other possible scenarios• Listen to your body• Honour your way of perceiving

Listen to your gut!

Why did you know what to do?

In pairs, discuss a time when you used your intuition on a project. You knew what needed to be done and you acted upon it. Then delve a little deeper - how did you know what the next and best move was?

Emotional Management

Can you manage your

emotions?

What is…?

The notion of emotional management refers to the factthat emotion is not just a matter of automatic emotional response, but is co-constructed through ourattempts to feel and express emotions that areappropriate in connection with specific situations. It is having the ability to remain calm and clear in our response during heighten levels of external emotionalstimuli.

Emotional Management

Staying on the Neutral Zone

Top Tips

• Identify the cause of your stress earlier by knowing the individual character types and how they affect you

• Choose your response carefully• Shake it all off and breath• Face your stress source head-on when you're

ready• Make a plan and be realistic • Take one step at a time (bit size chunks)

What pushes your buttons?Emotion Reaction

What pushes your buttons?Work Stressor Reaction

Breath

Creating a Powerful Person

from within

What is…?

Empathy is the capacity to recognize and, to some extent, share feelings (such as sadness or happiness) that are being experienced by another person. Not to be confused with sympathy as empathy is then to apply an appropriate action that allows that individual to move forward.

Top Tips

• Give someone your full attention both in mind and body language

• Actively listen and not just with the intent to respond

• Choose your words carefully• Take the time to really put yourself in their shoes• Offer guidance on the most appropriate action to

move forward

Positive Living Focus

"Your life today is the result of your attitudes and choices in the past. Your life tomorrow will be the result of your

attitudes and the choices you make today."

What is…?The Elasticity of your Personality

• Dealing with different individuals

• Building internal relationships• Strong brand representation• Driving employee advocacy • Having a relaxed and confident

approach to role

What are your strengths?

Top Tips

• Make yourself approachable• Ensure that you are living the brand values• Take into consideration your presentation

skills and styles• Be more active in the company • Build an internal network that allows you to

develop new strengths

Time to blow your own trumpet

What is…?

Marketing researchers typically have twoobjectives

One: To determine what segments orsubgroups exist in the overall population

Two: To create a clear and complete picture ofthe characteristics of a typical member of each ofthese segments.

Top Tips – Profiling who you Meet

Be Realistic: Evaluate them as objectively aspossibleBe Specific: Make sure you get detail of the characteristicsBe Honest: Determine how you will work with themBe Clear: Ask yourself about your goals for the meetingBe Constructive: Look at various situation with a fresh, non-emotive and objective view.

Preparation is Key

How do you prepare to launch into a new audit?

List out the top five things that you do in order to ensure you will be successful?

Core functions of Project Control • Plan - seeking information, defining tasks, setting aims • Initiate - briefing, task allocation, setting standards • Control - maintaining standards, ensuring progress,

ongoing decision-making • Support - individuals' contributions, encouraging, team

spirit, reconciling, morale • Inform - clarifying tasks and plans, updating, receiving

feedback and interpreting • Evaluate - feasibility of ideas, performance, enabling self

assessment

TimeWithout sovereignty over our time, it’s nearly

impossible to have autonomy over our lives

Time Management TipsStep 1:• Write down all of the tasks that you need to complete. If

they're large tasks, break out the first action step, and write this down with the larger task. (Ideally, tasks or action steps should take no longer than 1-2 hours to complete.)

Note:• You may find it easier to compile several lists (personal,

study, and workplace To-Do Lists, for example). Try different approaches and use the best for your own situation.

Time Management TipsStep 2:• Run through these tasks allocating priorities from A

(very important, or very urgent) to F (unimportant, or not at all urgent).

• If too many tasks have a high priority, run through the list again and demote the less important ones. Once you have done this, rewrite the list in priority order

Prioritised to do listTask Priority (A-F)

A=Important and F=Unimporant

Using Your To-Do ListsTo use your To-Do List, simply work your way through it in order, dealing with the A priority tasks first, then the Bs, then the Cs, and so on. As you complete tasks, tick them off or strike them through.You can use To-Do Lists in different ways in different situations. For instance, if you're in a sales or event role, a good way to motivate yourself is to keep your To-Do List relatively short, and aim to complete it every day.In you're in an operational role, or if tasks are large or dependent on too many other people, then it may be better to focus on a longer-term list, and "chip away" at it day-by-day.Many people find it helpful to spend, say, 10 minutes at the end of the day, organizing tasks on their To-Do List for the next day.

10 Common Time Management Mistakes

• Failing to Keep a To-Do List• Not Setting Personal Goals• Not Prioritizing• Failing to Manage Distractions• Procrastination• Taking on too Much• Thriving on "Busy”• Multitasking• Not Taking Breaks• Ineffectively Scheduling Tasks

Mind Mapping

Mind Mapping

Meeting Control

The first five minutes of a new meeting is

the most important. It will determine the future relationship that you will

have with that person.

Make it Count!

Sitting in the Power SeatTake time to listen to and

really understand people. Walk the job. Ask and learn about what

people do and think, and how they think improvements can be made.

Sitting in the Power Seat

Accentuate the Positive - express things in terms of what should be done,

not what should not be done. If you accentuate the negative, people are more

likely to veer towards it.

Sitting in the Power SeatHave faith in people to do great

things Given space and air and time, everyone can achieve more than they hope for. Provide people with relevant interesting

opportunities, with proper measures and rewards and they will more

than repay your faith.

Sitting in the Power Seat

Take difficult decisions bravely - and be truthful and sensitive when you implement

them.

Sitting in the Power Seat

Constantly seek to learn from the people around you - they will teach you more about yourself than anything else. They

will also tell you 90% of what you need to know to achieve your business goals.

Sitting in the Power Seat

Embrace change, but not for change's sake – plan your own success, and only

make promises that you are assured to deliver on.

Preparation is Key

How do you prepare to launch into a new audit?

List out the top five things that you do in order to ensure you will be successful?

Rising to the ChallengePowerful Meeting Control

Unconscious Incompetent

Conscious Incompetent

Conscious Competent

UnconsciousCompetent

Rules of Engagement• Powerful People Agenda• Pre-requesting information• Finding out about people involved• Controlling environment• Pace setting• Confidence techniques• State management

Setting Goals & Objectives

• What do I want to achieve• Who will be involved• Time Frames• Roles & Responsibilities• Future Pacing (going to end of process and

working backwards)

The consultant auditor = Wants x Needs x Support

The 80 / 20 Rule

The Audit Trail – The Consultant Auditor

What do others want?

What do others need?

How can I support

them?

The Consultant

Auditor

Rules of Engagement

The Consultative Audit • What does the person you are meeting want to get

out of the audit?• Understanding the role of expectations lines• What will they need to do in order to achieve that?• How can you support them on that journey?

Challenges Arena

Power Zone

Rising to the ChallengeBridge Rings of Power

Challenges Arena

Leadership Power Zone

Reactive

Challenges Arena

Leadership Power Zone

Motivation is a Proactive Mindset

The ACTION Bridge Can I (we) do anything about the challenge?

Where I am now

Where do I want to be?

ACTION

What can I do about it?

‘The Conversation Cycle’

Inform

InviteListen

Acknowledge

Closed Question

Effective Questions

Open Question

TED

Hypothetical / ReflectiveQuestion

Closed Question

Open Question

TED

Hypothetical / ReflectiveQuestion

Rules of Engagement

Becoming a Tri-Communicator

•Visual •Auditory•Kinaesthetic

• Aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoetnt tihng is taht the frist and lsat ltteer be at the rghit pclae. The rset can be a toatl mses and you can sitll raed it wouthit porbelm. Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe.

Rules of Engagement

When you communicate face-to-face...

The way that you say those

words38%

The ges-tures you

use55%

The words that you say7%

Communication StylesThe content behind your projected

personality

Projected Personality

Projected Personality

Visual languageVisual

An eyeful Appears to me Beyond a shadow of a doubt

Bird’s eye view Catch a glimpse Clear-cutDim view Eye to eye Flashed onGet perspective Get a scope on Hazy ideaHigh view In light of In personIn view of Looks like Make a sceneMental image Mental picture Mind’s eyeNaked eye Paint a picture Photographic memoryPlainly see Pretty as a picture See to itShort-sighted Showing off Sight for sore eyesStaring off in space Take a peek Tunnel visionUnder your nose Up front Well-defined

Projected Personality

Auditory languageAuditory

After-thought Blabber-mouth Clear as a bellClearly expressed Call on Describe in detailEarful Express yourself Give an account ofGive me your ear Grant an audience Heard voicesHold your tongue Idle talk Inquire intoKeynote speaker Loud and clear Manner of speakingPay attention to Power of speech Purrs like a kittenOutspoken Rap session Rings a bellState your purpose Tattle-tale To tell the truthTongue-tied Tuned in Unheard ofUtterly Voiced an opinion Well-informedWithin hearing range Word for word

Projected Personality

Kinaesthetic languageKinaesthetic

All washed up Boils down to Chip off the old blockCome to grips with Control yourself Cool/calm/collectedFirm foundation Floating on air Get a handle on Get a load of this Get in touch with Get the drift of Get your goat Hand-in-Hand Hang in there!Heated argument Hold it! Hold on!Hot-head Keep your shirt on! Know-howLay cards on table Light-headed Moment of panicNot following you Pull some strings Sharp as a tackSlipped my mind smooth operator So-soStart from scratch Stiff upper lip Stuffed shirtToo much a hassle Topsy-turvy Underhanded

Positive Framing

Is the glass half full or half empty?

Positive framing is the idea that manipulating the way information is presented can influence and alter decision making and judgment about that information. Through the use of images, words, and by presenting a general context around the information presented we can influence how people think about that information.

Positive Framing

Embedded commands are words and phrases enclosed (embedded) within a larger context. They are units of meaning that can often have an impact beyond that which is apparent in or intended by the larger structure within which they appear.

Power Words

•I think you’ll BE WISE if …•The BEST WAY to solve this…•I can CERTAINLY do that for you ...•I UNDERSTAND EXACTLY what you mean ...•It would be a PLEASURE ...•I CAN CONFIRM that you will DEFINITELY ...

•I don’t want to bother you, but…•I can imagine you are frustrated…

Power Words

Meeting Strategies

• First Impressions

Keaton

• Outgoing = • Patient = • Intelligent = • Friendly = • Creative = • Determined =

Keaton

• Outgoing =• Patient =• Intelligent =• Friendly =• Creative =• Determined =

Meeting Strategies – First Impressions

Presenting Yourself

Personal Intro

Handshake

Body Language

Business CardPositive Framing

Clear Goal Setting

Personal Presentation

Body Language – Top Ten Tips• Eye contact• Posture• Head Position• Arms• Legs• Angle• Hand Gestures• Distance from Others• Ears• Mouth Movement

Position - Vocal ImpactPitch

Volume

Energy

Pace

Tone

Clarity

High

Loud

Lively

Fast

Warm & Friendly

Clear

Low

Quiet

Lethargic

Slow

Indifferent or curt

Unclear

It is all in the Sound you Make

Keep it Simple

S

I

M

P

L

E

Set Expectations

Invite Commitment

Measure Progress

Provide Feedback

Live the Values

Evaluate Effectiveness

Action Plan

In your private time tonight list out some of the things that you would like to change in your personal life or our business life, then what you would like it to be like at a specific point in the future. Finally build your action bridge to that point and what are YOU going to do to achieve your best result.

Homework