Peer Boards A & D One-on-One/Coaching Session Before
GIM/Sample Board Meeting Before GIM/Sample Board Meeting Russell
Lookadoo & David McCartney
Slide 4
Peer Board B Closing Technique Stuart Graber
Slide 5
Peer Board C Connections Networking New Member Prospecting
Martin (Marty) ONeill
Slide 6
Peer Board E Host Financial Statement Review Don Maranca
Slide 7
Peer Board F Closing Attitude Todd Demko & Keith Weaver
Presented by Kenton Robbins
Slide 8
Peer Board G Marketing Technique: Friends and Family George
Buttacavoli Presented by Andrea Melchor
Slide 9
Peer Board H If its not your strength, deal with it. Jeff
Whittle
Slide 10
CF Peer Board Communication is a Goal; Planning is the Vehicle
Pat Dolen
Slide 11
Top Tier Leader Specialty Trade Board (Construction) Tina
Corner
Slide 12
Member Retention Best Practices
Slide 13
DiSC Tent Cards for Members Peter Begin
Slide 14
DiSC Tent Cards Benefits Members gain a better understanding of
the DiSC language Members have a better awareness of how best to
help each other out in board meetings
Slide 15
DiSC Tent Cards Easy-to-use template Facilitator Site Libraries
Running My Business Tools Other TTI Assessments DiSC Table Tent
Generator
Slide 16
DiSC Tent Cards First screen displays very simple
instructions
Slide 17
Enter data
Slide 18
DiSC Tent Card
Slide 19
Calendar Year Goal Setting & Monthly Tracking Tool Boyd
Liski
Slide 20
Year Goal Setting & Monthly Tracking Review SBL - Personal
Vision, Company Vision (MVV) & SWOT. Ensure KPIs are Measuring
the Mission Challenge with SBL, TAB Business Vantage & other
CEO Tools CSFs, DCSF, DiSC, BL Deepen KPIs throughout Company &
Retest Narration Set Annual Calendar Goals Quantitatively
Continually Review Results (Numbers before Emotion) &
Repeat
Slide 21
Year Goal Setting & Monthly Tracking
Slide 22
Slide 23
Weekly Business Owner Blog Tom Morton
Slide 24
Weekly Business Owner Blog Benefits Keeps my name in front of
those on circulation list (about 150 regular readers) Subliminal
selling of TAB proposition
Slide 25
Weekly Business Owner Blog Topical Business related Varied
Light hearted About 750 words How else to reach > 150 people a
week?? Contact me ([email protected]) to add your
name to the circulation [email protected]
Slide 26
Challenging Book Reviews for Smart Executives Bill Seelig TAB
San Jose/Silicon Valley
Slide 27
Challenging Book Reviews Benefits: Capture their attention with
good business stories Ignite members inquisitive nature Encourage
spirited board and member dialogue Reinforce experimentation and
change
Slide 28
Challenging Book Reviews Example 1: Three Signs of a Miserable
Job: A Fable For Managers by Patrick Lencioni
Slide 29
Challenging Book Reviews Example 1: Three Signs of a Miserable
Job: A Fable For Managers by Patrick Lencioni Great example of team
building by gifted manager Focused work with each employee Employee
collaboration and teaming Owners recognize the power of teams Helps
us help owners let go!
Slide 30
Challenging Book Reviews Example 1: Three Signs Managers
Workbook Model Overview Self-Assessment for Managers Anti- Misery
Worksheet for Employees
Slide 31
Challenging Book Reviews Example 2: Six Tires, No Plan: The
Impossible Journey of the Most Inspirational Leader that (Almost)
Nobody Knows by Michael Rosenbaum
Slide 32
Challenging Book Reviews Example 2: Six Tires, No Plan: The
Impossible Journey Of The Most Inspirational Leader That (Almost)
Nobody Knows by Michael Rosenbaum Fascinating 50 Year leadership
journey Finding ones niche and building fundamentals Getting the
right people on the bus Unbelievable support for store managers,
employees and customers Helping owners appreciate the long
haul
Slide 33
Challenging Book Reviews Additional Readings Duck Tape
Marketing: Worlds Most Practical Small Business Marketing Guide by
John Jantsch Multipliers: How the Best Leaders Make Everyone
Smarter by Liz Wiseman The Rare Find: Spotting Exceptional Talent
Before Anyone Else by George Ander Blue Ocean Strategy: How to
Create Uncontested Market Space and Make the Competition Irrelevant
by W.Chan Kim & Renee Mauborgne
Slide 34
Open Mic
Slide 35
Generating Income from Other Sources Best Practices
Slide 36
Entrepreneurial Operating System (EOS) Paul Detlefs
Slide 37
Entrepreneurial Operating System (EOS) Benefits: Additional
revenue Better members New members
Slide 38
Entrepreneurial Operating System (EOS)
Slide 39
EOS Summary Described in the book Traction (Gino Wickman)
Incorporates concepts from many of the books we have TAB members
read (Gerber, Covey, Collins, Lencioni, Harnish) A business
operating system focused on execution, accountability, discipline 6
Components, Tools, Implementation methodology Includes many team
health components/tools
Slide 40
CREATING A PULSE VISION YOUR BUSINESS PEOPLE DATA ISSUES
PROCESS TRACTION 8 Questions Shared By All Right People Right Seats
Scorecard Measurables Issues List IDS Documented Followed By All
Rocks Meetings Entrepreneurial Operating System (EOS)
Slide 41
ADVANCE ONE STEP AT A TIME EVERY SESSION IS GUARANTEED THE
PROCESS Entrepreneurial Operating System (EOS)
Slide 42
Leveraging The Noise Reduction System Into New TAB Members Tim
Stoll
Slide 43
Leveraging The Noise Reduction System Strategic collaboration
between LSU Continuing Education and TABMetro Baton Rouge
Advantages to LSU: Something new and relevant to offer small,
medium and large companies in the area A program very different
from what the LSU School of Business is offering A way for LSU
Continuing Education to have additional exposure to leverage for
their other course offerings
Slide 44
Leveraging The Noise Reduction System Strategic collaboration
between LSU Continuing Education and TABMetro Baton Rouge
Advantages to LSU: Something new and relevant to offer small,
medium and large companies in the area A program very different
from what the LSU School of Business is offering A way for LSU
Continuing Education to have additional exposure to leverage for
their other course offerings
Slide 45
Leveraging The Noise Reduction System Strategic collaboration
between LSU Continuing Education and TABMetro Baton Rouge
Advantages to TABMetro Baton Rouge: Credibility of the LSU name
Something new to offer existing members and prospects State funds
to offset the course fee Marketing costs covered LSU sponsored
lunch and learns LSU provided the venue for the training class
Slide 46
Leveraging The Noise Reduction System Results: 1 st class with
5 Second In Commands (SICs) By Class #7: TAB introduced regularly
SIC board introduced to class members and existing TAB board
members of larger companies 1 st board meeting with 3 new members
in July Currently marketing with LSU for 2 nd NRS class Working to
fill open slots on business owner and SIC boards
Slide 47
TTI Products: Doubling Sales of Assessments in a Flat Hiring
Market Ray Brun
Slide 48
TTI Products Assessment Sales Results Highest in 13 years
Double last year Hiring still slow 29 Little Actions Review of some
of the top-resulting actions More details coming in session summary
document
Slide 49
Trimetrix Case Study Kevin Armstrong
Slide 50
Trimetrix Case Study Who: Ben from Mozambique Client: Large
Exploration Co. Position: Procurement Specialist
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Slide 56
Slide 57
InterviewReferences Behavior Assessments
Slide 58
Open Mic
Slide 59
15-Minute Break
Slide 60
TAB Tools Best Practices
Slide 61
TAB Business Vantage Changes Jackie Gernaey
Slide 62
Slide 63
Board Websites Jackie Gernaey
Slide 64
Slide 65
Slide 66
SBL for Emerging Entrepreneur Board Members (SBL EE) More Value
for them, more money for you! Bob Dodge
Slide 67
SBL EE Why use SBL EE? What is different? How do I use it?
Slide 68
SBL EE: Why use it? More Members! Coaching hours! Referrals re:
coaching!
Slide 69
SBL EE: Whats different? Assigning SBL
Slide 70
SBL EE: Whats different? 1.No Planning Team 2.Limited
Segments
Slide 71
SBL EE: How do I use it? 1.Brief your EE Board (Handout coming
with session summary document Using TAB SBL geared toward EE
member) a 5 page, 45 minute briefing 2.Assign SBL EE 3.Help member
plan and implement in their coaching session
Slide 72
Recording & Uploading Video to Your Satellite Site Eduardo
Pinzon
Slide 73
Open Mic
Slide 74
Marketing Best Practices
Slide 75
Member Acquisition Success Story Blair Koch
Slide 76
Our GIM Process Three major events per year Telemarketing and
email only 6-8 presentations Sponsor provides all food, facilities,
and is integrated into our presentation Confirmation & bonding
calling ESSENTIAL 70% show-up rate!!!!!
Slide 77
Presentation Content Spend average of 5 hours developing and
fine tuning our marketing message It is ALWAYS topical and ALWAYS
includes something related to personal vision Presentation content
stays the same Planning People Life
Slide 78
The Show & the Results Practice, practice and more practice
98% or more RFA requests Follow-up activities Handwritten thank you
notes Schedule qualification meetings & close Move cancels,
no-shows to other events Set 1-on-1s Clean-up GIMs Follow-up calls
from telemarketing
Slide 79
Creating a Marketing Plan Bruce Gernaey
Slide 80
Creating a Marketing Plan Benefit: Planning for success Take
the first step in preparing your marketing calendar
Slide 81
Creating a Marketing Plan Practice what you preach make a plan.
Those who fail to plan, plan to fail. An activity calendar can help
focus you for the year. Block off board meeting dates, holidays,
tradeshows, school breaks, etc. that may conflict with marketing
activities. Then schedule your marketing dates and activities.
Slide 82
Establish Contact with 3 Local Business Journalists Ed
Reid
Slide 83
3 Local Journalists Benefit: Potential PR for you and your
clients
Slide 84
3 Local Journalists Meet regularly with key journalists I have
2 key influencers in York Understand how you/your members can help
them Can include being a small business barometer Be proactive with
info/stories; they need this fuel Helps credibility with prospects
(I know Mr. Journo)
Slide 85
3 Local Journalists
Slide 86
Generate 3 Appointments a Week Ed Reid
Slide 87
Generate 3 Appointments a Week Benefit: Ongoing drip feed into
the pipeline
Slide 88
Generate 3 Appointments a Week Ongoing and frequent calling
schedule, i.e. 2 days every month Average day generates 4 leads = 8
leads per month (top up with other marketing) 8 leads = minimum 1
new member Cost: 200 ($300) per day = 400 ($600) per month Key is
understanding that the outsourced call is ONLY ONE link in
chain
Slide 89
A Potpourri of Tools Jackie Gernaey
Slide 90
A Potpourri of Tools Add one new tool that can add value to
your members TTI Assessments TAB Business Vantage Board Website
ProfitCents Go-To-Market Strategies Sales and Marketing
Toolkit
Slide 91
Slide 92
Slide 93
TAB Email Marketing 2012 Update Amir Chitayat and Ronen
Yaari
TAB Email Marketing Update TAB Results 9/30/11-Present Based on
~835 campaigns with lists > 50 2012 Deliverability97.3% Many are
at >99% Update your lists. Eliminate stale old names that never
opened.
Slide 98
TAB Email Marketing Update TAB Results 9/30/11-Present Based on
~835 campaigns with lists > 50 Range 2%-70% Typically, smaller
lists have much better results Subject lines 2012 Unique
Opens13%
Slide 99
TAB Email Marketing Update TAB Results 9/30/11-Present Based on
~835 campaigns with lists > 50 Good relevant and local content
will increase leverage 2012 Total Opens24%
Slide 100
TAB Email Marketing Update TAB Results 9/30/11-Present TAB
Engagement Based on ~835 campaigns with lists > 50 E-Tips Read
More tremendous impact on engagement leading to Satellite sites.
Was < 5% 2012 Total Clickers/ Unique Openers 11.6%
Slide 101
TAB Email Marketing Update TAB Results 9/30/11-Present TAB
Engagement Results Based on ~835 campaigns with lists > 50 Low
consistent unsubscribe (need to be
TAB Email Marketing Update Email GAP Analysis (8/2012) Based on
~835 campaigns with lists > 50
Slide 103
TAB Email Marketing Update Subject lines that did better than
average Words: Workshop, Seminar, Video, Profit, Revenue, Referral
Hot topics: i.e. Social Media Workshop Breakfast on Tuesday? Are
you registered?, Last change to register Increase sales, improve
profitability and operate more efficiently!
Slide 104
Personalization Try it Personalized: 17.5% Unique Opens
Slide 105
18% Unique Opens 26% Total Opens TAB Email Marketing Update
Local Content Increases Engagement
Slide 106
TAB Email Marketing Update Video Testimonials/Tips Work 15%
Unique Opens 13.2% Total Clicks/Opens
Slide 107
Email Summary Know your numbers Test for better results Subject
lines Personalization Local content Video List cleanup TAB Email
Marketing Update
Slide 108
Value of Tips from the Top Jackie Gernaey
Slide 109
Open Mic
Slide 110
Electronic Check (ACH) Payments for Member Dues Peter
Begin
Slide 111
Electronic Check Payments CC fees are expensive Members dont
like current EFT (TAB pulls $ out of their account) Invoicing
(especially paperless) can lead to members getting behind on dues
ACH is inexpensive, initiated by member (they control the push to
TAB) Set it and forget it nature as opposed to act of writing a
check each month
