1. Focused Leadership
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

2. Outline
• The Credibility Connection
• Basic Concepts of Focused Leadership
• Special Presentation interview
• Additional Comments on Following Up
• Bonus Presentation – Applying Focused
Leadership to Everything!
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

3. Credibility Connection
• Two Groups of People in this World.
– Those You Know
– Those You Don’t Know
• Each group has advantages and
disadvantages and is important to your
business’s growth.
• Let’s look at each group a little deeper.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

4. People You Know
Advantages Disadvantages
• More Credibility • Smaller Group
• More comfortable • Smaller Profits
with this group
• More likely to sell your
product or convince
them of your ideas.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

5. People You Don’t Know
Advantages Disadvantages
• Larger Group • Less Credibility
• Higher Profit Potential • More Difficult to Talk
• More Visibility to
• More Difficult to Sell to
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

6. Bridging the Gap
Unless the people you know, know some of the
people that you DON’T know.
Getting the people you know to introduce you
to the people you don’t know.
That’s where Focused Leadership comes in.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

7. Focused Leadership
• Focused Leadership helps you do two things:
– It helps you identify your network, or “Circle of
Influence”.
• Finding out who YOU know, and who THEY know.
• Putting your Credibility Connection to work.
– Gives you a clear path for moving forward with
your network, once it is identified.
• Identification vs. Implementation
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

8. Before We Begin…
• Print out the chart found in the Supplementals
PDF.
• Also get a pad of paper for taking additional notes.
• <Pause this presentation until you are ready>
• Be prepared to answer some questions and fill the
chart out with your information.
• You need to be ready to jump into action before
proceeding.
• <Pause this presentation until you are ready>
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

9. Identifying your network!
• Fill out the top box with your information.
• List 8-20 people you know, most admire and want to
do business with.
• Pick your top 5 individuals to work with.
– Friendly, Self-Starters
• Fill out the top five bubbles with their information.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

10. Terminology
• Top Five = “First Level” to you
• All the people under each “First Level” = Their “Leg”
• Upline/Downline = All the people above/below
an individual
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

11. Identifying your network!
• Focus on one leg at a time.
– Exhaust each first level name to discover relationships
down as many levels as possible.
– Go as deep as possible before moving on.
– Make a note of every connection you find.
• Only after exhausting each leg do you move to the
next one in turn.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

12. Filling Out Your Chart
• With your Top 5 filled out, pick one person to
start with.
– Pick the person:
• You know most about
• Has the largest group of friends, and/or
• Has the best leadership skills.
• Pause as needed
• Use the chart provided and look at our chart
as a guide to filling out your chart.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

13. John Smith Other information to add here:
(000) 000-0000 E-mail address, fax number, etc…
Mary Jones Charlotte Green
(111) 111-1111 (555) 555-5555
Gary Brown Phil White Bob Black
(222) 222-2222 (333) 333-3333 (444) 444-4444
Mike Baker
Tellers (5) (brother)
Get Names Chef
Bridge
Pastor @
Club (3)
Church
1 in Scouting Son in Little League
Grandson Lawyer Wife Sings in Choir
Friends w/ Mayor Neighbor (Surgeon)
Bob (best friend) Volunteer at HS
Seminary Alumni
Director and wife
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

14. Identifying your network!
• Ask probing questions to dig deep in to each
leg of your chart.
• Improvise and adapt to your prospect’s
answers and the avenues these lead you to.
• No set of questions is applicable for every
prospect, so stay on your toes and pay close
attention for clues to possible connections.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

15. John Smith Other information to add here:
(000) 000-0000 E-mail address, fax number, etc…
Mary Jones Charlotte Green
(111) 111-1111 (555) 555-5555
Gary Brown Phil White Bob Black
(222) 222-2222 (333) 333-3333 (444) 444-4444
Mike Baker
Tellers (5) (brother)
Get Names Chef
Bridge
Pastor @
Club (3)
Church
1 in Scouting Son in Little League
Grandson Lawyer Wife Sings in Choir
Friends w/ Mayor Neighbor (Surgeon)
Bob (best friend) Volunteer at HS
Seminary Alumni
Director and wife
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

16. Special Presentation
Focused Leadership Interview
With
Mark and Karen
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

17. Other information to add here:
Karen E-mail address, fax number, etc…
Sara Martha
Scott Sandy Joyce
Grocery College
Store (Central WA)
Church Sons (3)
(1 is Kevin)
3 fellow employees 3 Friends
Other Churches (2) Therapist
Rest Homes (40-50) Chamber of
Patients / Family Commerce
Diet Program Neighbors (2-4)
(get more info)
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

18. Turning a “No” into a “Yes”
• Let them see how they fit into your
organization.
• Ask to talk to some of their connections.
• Ask if they want their prospects under you or
them.
• Teach others to succeed.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

19. Planning with Focused Leadership
• Put your chart up where you can see it each day.
• Look at who you have to work with and then… work
with them!
– Bring along support, if you feel you need it.
– Show them where they fit in your organization.
– Build your organization by building theirs.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

20. Tracking Your Progress
• Make sure to give your prospect a copy of this chart to build on and expand.
• On you copy, use a red pencil to track their progress:
– Mark a vertical line on one end of their name, just as a mark to show that they have been
given a presentation.
– When she (or he) signs in and buys a product, draw a horizontal
line across the top of her name.
– When she has sponsored some people and has a downline, you
draw a vertical line on the other end of her name.
– When she has received her first paycheck, you would draw a
line across the bottom.
– Eventually there will be a red box around her name, and then
you know you’ve completed the major things that you need to do.
• Hang the chart on the wall so you can instantly see how many red boxes you have
and if there is a red box that isn’t complete.
– You will instantly know what work needs to be done with any one of your prospects, so you
know WHAT to do with them and WHO to talk to them about.
• Prospects who come to your office will see their chart on the wall with one or two
lines around it. This can be a great motivator and planning tool.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

21. Focused Leadership
• Focus on being a leader.
• Keep working the program
• Do more than just one chart
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

22. This presentation and all associated material ©2011, Focused Leadership Training, Inc.

23. Focused Leadership
• Focus on being a leader.
• Keep working the program
• Do more than just one chart
• Continually expand.
• For more information:
• Read the Supplementals PDF (But always
remember to listen and improvise.)
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

24. Good luck… and Stay Focused!
te rial
n us Ma
for Bo
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This presentation and all associated material ©2011, Focused Leadership Training, Inc.

25. Bonus Material
• Your Circle of Influence can be used for
many things.
• We’re just going to go over a few
possibilities.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

26. Job Search
• A Letter of Recommendation, is very much like Focused
Leadership.
• Do your homework and sit down with the same outline and
write down their names. Go through the same questions and
find out all the contacts that person has.
• Don’t forget his competitors are a good source for contacts.
• Be creative with the questions you ask.
• Ask for an introduction.
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

27. More Ideas…
wait
• Now, you can kind of see where this is going…
Two more quick examples:
– Politics
– Dating
This presentation and all associated material ©2011, Focused Leadership Training, Inc.

28. Most Importantly…
Explore!
and
Have FUN!
This presentation and all associated material ©2011, Focused Leadership Training, Inc.