Slide 2 Improving Sales and Retention Using Recent Research Into
Human Behavior and Motivation Slide 3 Why Listen To REX ? Slide 4
Slide 5 Slide 6 Slide 7 AT YOUR TABLE-Self Managed Team Roles
Discussion Leader Everyone gets speaking time. Poses/announces the
discussion/action topic to focus the team ELMO Time Keeper
Announces time available Pushes for closure as time runs out
Recorder Records summary Slide 8 Agenda Your Name Your Club Your
Role If you had to change jobs, which would you choose: ___Spy,
___Musician, ___Doctor, ___Actor, ___Explorer Why? Time:________
Slide 9 Primary Problem Need Solution designed to meet the need
Problem caused by your solution Infections Kill
PeopleAntibioiticsBacterial Resistance Desire for faster transport
Automobiles40,000 Traffic Deaths Annually Low Farm YieldsArtificial
FertilizerAlgae Blooms Lack of convenient, clean places to exercise
year round. Beautiful Health Clubs; great equipment; Excellent
programs. 50% attrition Need to build exercise habit and stay
engaged. Slide 10 Customer Engagement Model for Health Clubs
Medallia Slide 11 Slide 12 1-Habit Slide 13 Benefits of Habits Save
time Faster than thinking-deciding-choosing 40 percent of our daily
actions Slide 14 What Makes Habits Stick ? Shoulds get you going
for a month or two. External motivation is temporary. Choosing your
own goals is a deep motivator. Over weight women who choose their
own goals Exercise far more Have lost significantly more weight by
the three year mark Than women who did not tap into their autonomy.
Deep rooted autonomous drive unlocks doors to lasting change. Slide
15 3 Parts of a Habit: 1.Cue: Time to use automatic routine.
2.Routine: Set of automatic behaviors without thinking, deciding or
choosing. 3.Reward: Did routine work? Is it worth remembering?
Slide 16 Habit is born when: Cue and Reward become linked And
produce craving for the reward. Thinking is on hold Slide 17 The
golden rule of habit change Keep the old cue: This signal initiates
a routine. Keep the reward-A gratifying experience that reinforces
a new routine. Insert a new routine. Slide 18 CueRoutineReward
Arrive home after workMunch chips and watch TVFeel relaxed and
full. Arrive home after workPut on sneakers; walk around block Feel
relaxed and full. Slide 19 Claude Hopkins Quaker Oats Good Year
Tires Bissell Carpet Cleaner Slide 20 Americans did not brush! 7%
Create a craving Film on your teeth Run your tongue across your
teeth Dingy film Who does not want a brilliant smile Use Pepsodent
65% Reward-cool tingling sensation in mouth Slide 21 AT YOUR
TABLE-Self Managed Team Roles Discussion Leader Everyone gets
speaking time. Poses/announces the discussion/action topic to focus
the team ELMO Time Keeper Announces time available Pushes for
closure as time runs out Recorder Records summary Slide 22 Agenda
Time:______ 1.Privately write a habit of yours with CUE, ROUTINE,
REWARD. 2.Everyone shares this in 30 seconds or less. 3.Privately
write how your club could use your new knowledge of building habits
to help your new members. 4.Everyone share your best idea-2 minutes
max. No Comments. 5.Using what everyone shared, privately write an
improved version of how your club could use your new knowledge of
building habits to help your new members. 6.Everyone shares.
7.Discuss and build or select your teams top 1, 2 or 3 best ideas.
8.Record these. Slide 23 2-Power of Peers Slide 24 TONY DUNGY Head
Coach Tampa Bay Buccaneers from 1996 to 2001 Head Coach Tampa Bay
Buccaneers Head coach of the Indianapolis Colts from 2002
toIndianapolis Colts Only NFL coach to reach the play-offs in 10
consecutive years First African American coach to win a Super Bowl
Slide 25 Tony Dungy on Winning Football teams win when they do
things right and Do them faster that the other team. This means
they must react on habit. Thinking takes tooooooooo loooooong.
Slide 26 Tony Dungy on Habits For a habit to stay changed, people
must believe change is possible. And, most often, that belief only
emerges when you commit to changing as part of a group. Belief is
essential, and it grows out of a communal experience, even if that
community is only as large as two people. Slide 27 AT YOUR
TABLE-Self Managed Team Roles Discussion Leader Everyone gets
speaking time. Poses/announces the discussion/action topic to focus
the team ELMO Time Keeper Announces time available Pushes for
closure as time runs out Recorder Records summary Slide 28 Agenda
Time_______ 1.Privately write your clubs use of groups to set and
achieve goals. 2.Everyone shares this in 30 seconds or less.
3.Privately write how your club could use your new knowledge of
building habits with groups to help your new members. 4.Everyone
share your best idea-2 minutes max. No Comments. 5.Using what
everyone shared, privately write an improved version of how your
club could use your new knowledge of building habits with groups to
help your new members. 6.Everyone shares. 7.Discuss and build or
select your teams top 1, 2 or 3 best ideas. 8.Record these. Slide
29 3-Engagement Slide 30 Exercise 1.Select your dominant hand
2.Snap your fingers five times 3.Using your pointer finger of your
dominant hand draw a capital E on your forehead. Slide 31 Exercise
You can read the E. Your default mode is your perspective. Others
can read the E. Your default mode is the otherss perspective. Slide
32 So What? As your sense of power goes up Your perspective becomes
stronger In some research those with others perspective out sell
those with inner perspective 2-3x. And your ability to engage
others declines Slide 33 Take Engagement Seriously Superior
EngagementFive Skills SALES RETENTION Coach Hire Engagement Talents
Slide 34 Natural Engagement Talents Called High Self Monitors, who
Instantly tune into others and synch with them. Connect easily and
naturally Adapt to others views, beliefs, concerns Slide 35 What
High Self Monitors Do I can imitate the behavior of other people I
can make impromptu speeches on most topics. At times I put on a
show to impress or entertain people. When uncertain how to act, I
look to the behavior of others for cues. I would probably make a
good actor. In different situations, I often act like very
different persons. For the full assessment:
http://faculty.washington.edu/janegf/selfmonitoring.htm
http://faculty.washington.edu/janegf/selfmonitoring.htm Slide 36
Five Skills Vulnerability (You Tube: Berne Browne-Power of
Vulnerability) Proximity Resonance Similarity Safe Place Five
Talents Five Skills Slide 37 Vulnerability Revealing who you are
how you feel, what you think, from the get go. Help the other trust
you because you put yourself at risk Slide 38 Proximity Physical
closeness nurtures engagement Touching ignites engagement Slide 39
AT YOUR TABLE-Self Managed Team Roles Discussion Leader Everyone
gets speaking time. Poses/announces the discussion/action topic to
focus the team ELMO Time Keeper Announces time available Pushes for
closure as time runs out Recorder Records summary Slide 40 Agenda
Time______ 1.Privately write: density of high self monitors on your
staff? Density of high vulnerability staff? Density of touchers?
2.Everyone shares this in 30 seconds or less. 3.Privately write how
your club could use your new knowledge of building engagement to
help your new members. 4.Everyone share your best idea-2 minutes
max. No Comments. 5.Using what everyone shared, privately write an
improved version of how your club could use your new knowledge of
engagement to help your new members. 6.Everyone shares. 7.Discuss
and build or select your teams top 1, 2 or 3 best ideas. 8.Record
these. Slide 41 4-Immunity to Change Slide 42 Immunity to Change
Not being able to change doesn't mean we're lazy, stubborn, or
weak. A pair of Harvard educators argue that our best-laid plans
often fall through for smart, self-protective (and ingeniously
hidden) reasons. Robert Keegan Lisa Lahey Harvard Graduate School
of Education Slide 43 What they did: 20 years Why people don't
change swhen its in their best interests Successfully broken a
habit Slide 44 What they found We have an immunity to change that
protects us. Just like with organ transplants. They would not work
until doctors learned to SUPPRESS the REJECTION of the NEW ORGAN.
Slide 45 Iceberg Model of Reality No way we will let you loose
weight Committed to lose weight If you loose weight, you will be
more attractive to men. You had frightening experiences when men
hit on you as a beautiful 10 year old. Seems like a good idea WHY?
Sounds good LOOSE WEIGHT and your ANXIETY will over whelm you Slide
46 YOUR IMMUNITY TO CHANGE PROTECT something you feel vulnerable
about. This behavior is brilliant. Slide 47 PROTECTS you from
ANXIETY You dont feel the anxiety because your handling it by NOT
getting fit. The anxiety management system you've built, charges
rent. It costs you your goal. Slide 48 ITC RESOURCES: Books and
Workshops http://mindsatwork.com/ Slide 49 AT YOUR TABLE-Self
Managed Team Roles Discussion Leader Everyone gets speaking time.
Poses/announces the discussion/action topic to focus the team ELMO
Time Keeper Announces time available Pushes for closure as time
runs out Recorder Records summary Slide 50 Agenda Time_____
1.Privately write 2.Everyone shares this in 30 seconds or less.
3.Privately write how your club could use your new knowledge of
breakingimmunity to change to help your new members. 4.Everyone
share your best idea-2 minutes max. No Comments. 5.Using what
everyone shared, privately write an improved version of how your
club could use your new knowledge of breaking immunity to change to
help your new members. 6.Everyone shares. 7.Discuss and build or
select your teams top 1, 2 or 3 best ideas. 8.Record these. Slide
51 5-Learning to Learn Slide 52 The greatest barrier to discovering
the truth is being convinced you already know it. Slide 53 The Four
Rooms of Change Every business, department, problem, person,
marriage and nation is in one of the rooms. Slide 54 The First Room
Joy High Energy Meaningful Successful results Youre in the groove;
you have your mojo Your responses match the external conditions Joy
RESPONSE? -Enjoy -Notice what keeps you in the groove -Tweak and
fine tune to stay on the wave Slide 55 The Second Room Things are
still good, you feel satisfied, not joyful, No reason to change.
Energy drops Not fully in the groove; mojo is fleeting or gone Your
responses dont quite match the external conditions Not enough
energy to change Satisfaction Joy Satisfaction RESPONSE: -Stay
aware of the growing mis match -Tweak and fine tune -Set red flags
for serious change. -Martial energy and resources for serious
change. -Prepare mentally for what is next. Slide 56 The Third Room
Ineffectiveness of your responses challenge your world view. Loss
of success; results; meaning; joy. Energy gone; Mojo gone. Pain of
loss; fear of unknown lead to DENIAL. Joy Denial Satisfaction Slide
57 Denial Protects you from Pain Confusion Uncertainty Slide 58
Denial Also PREVENTS all significant learning. Slide 59 Of 46 major
U.S. businesses- -95% blamed poor performance on outside
conditions. -5% blamed management decisions of their predecessors.
Slide 60 An Organization In DENIAL Bad politics Feeds narcissism of
leaders Top managers are micromanaging More energy in the restrooms
than the meetings Listlessness and lethargy set in Focus is work
harder not. Are we doing the right things? Slide 61 RESPONSES to
Denial You do not need a consultant, but An Insultant Some one with
a fresh viewpoint No axe to grind Who lays out the evidence with
respect, not blame Who makes the case for change Who can stand the
anger & resentment A crises helps Slide 62 The Fourth Room Joy
Satisfaction Denial -Creation -Chaos Slide 63 Which room are you in
? mark it! Which room is your department in? Mark it! Which room is
the owner of your club in? Mark it? Joy Satisfaction Denial Chaos
What will you do ? Time _____ Slide 64 What We Have Not Looked At
Today: Slide 65 Disciplined Innovation Rifle Shots Low Cost Low
Risk Low Disruption High Speed One every Month Slide 66 AT YOUR
TABLE-Self Managed Team Roles Discussion Leader Everyone gets
speaking time. Poses/announces the discussion/action topic to focus
the team ELMO Time Keeper Announces time available Pushes for
closure as time runs out Recorder Records summary Slide 67 Agenda
Time_____ 1.Privately write your best rifle shots from your wok
today. 2.Everyone shares this in 60 seconds or less. 3.Privately
write rifle shots to change to help your new members. 4.Everyone
share your rifle shot-2 minutes max. No Comments. 5.Using what
everyone shared, privately write an improved version of your best
rifle shots. 6.Everyone shares. 7.Discuss and build or select your
teams top 1, 2 or 3 best rifle shots 8.Record these. Slide 68 Slide
69 How Long A Fence? Slide 70 Slide 71 RECORDERS Make sure REX gets
your notes: Send to [email protected]@RexRoundables.com We
will summarize and share
