3. Six to Eight Target Markets
Natural Market – Whom you already know
COI (Mavens) – Centers of Influence. Those
who can introduce you to others
Service organizations
Alumni groups
Industry societies
Referrals
4. AXA Company Study of Success
Looked at the following factors
Natural market
Work ethic
Charisma
Product knowledge
Ability to generate names/referrals
Successful professionals exceeded in
“GENERATING NAMES” over all else
5. The Power of Who:
You Already Know Everyone You Need to Know
by Bob Beaudine
6. “Who”
What if each of us had been given key
relationships in our lives that have been
specifically placed there to help is in ways we
never imagined? And what if those special
people were not just happenstance
acquaintances, but were, instead, strategic
relationships meant to be actively involved in
helping us find that place in life we always
dreamed about?
7. Bob Beaudine
President and CEO of Eastman & Beaudine –
Leading sports executive search firm in the
country
Lives in Plano, TX
Served as Chairman of the “Doak Walker National
Running Back Award”
Member of SMU Cox School of Business
Associate Board
8. A “Who” Friend
Will call halt to fearful thinking by insisting you
stop listening to your own negative self talk
Will intercept you on the dark path you've taken
and redirect your steps back on the path of light
Knows your true identity and won't let you forget it
9. Power of Partnering
People serve as catalysts. By definition, a catalyst
is an agent that speeds up a process,
sometimes exponentially. Other people provide
the power to help you achieve your goals a
whole lot quicker than you could ever do it on
your own.
Two are better than one, because they have a
good return for their work: If one falls down, his
friend can help him up. But pity the man who
falls and has no one to help him up. —
ECCLESIASTES 4:9–10
11. 100/40 Strategy
1 – 100 = “Who” (Relationships)
1 – 40 = “What” (Whatever it is you're after)
Connecting the Dots = Success
12. Your “Who” World - Spheres of
Influence
Inner Circle – 12/3/1
“Who” Friends
Allies
Advocates
Acquiantances
Fans
13. Inner Circle – 12/3/1
Friendship, by definition, involves two. You and each person in this circle
have made the choice to be friends.
12 Friends – You don't see or communicate as
often as you'd like
3 Close – You share big sections of life
1 Best Friend – One who transcends all else,
even family at times.
14. “Who” Friends
This sphere is your “Inner Circle” expanded.
Shares core values.
Factors keeping them from your “Inner Circle” are
proximity, opportunity and time.
15. Allies
“To associate or connect by some mutual
relationship, as resemblance or friendship” -
Dictionary.com
Allies are people you associate with, connect with,
or touch through your 12-3-1 and “Who” friends
They'll introduce you to their “Who” friends
16. Advocates
Can someone you don't even know be
instrumental in helping you with your dreams
and goals? Yes!
“A person who speaks or writes in support or
defense of a person, cause, etc.” -
Dictionary.com
May have had impact from brief meeting,
speaking engagement, letter, etc.
17. Acquaintances
“Knowledge of a person acquired by a relationship
less intimate than friendship”
All friends start as acquaintances
18. Fans
“An enthusiastic devotee, follower, or admirer.” -
Dictionary.com
They
Know of you
Encountered you professionally or socially
Have read something about you
Seen you perform publicly
Boundaries are necessary
19. Personal Board of Directors
Mom/Dad
Mate
Best Friend
Legal Counsel
Career/Life Coach
Financial Advisor
Spiritual Advisor
You trust them because you know they have no selfish agenda
20. 40 List
“What you want to do and accomplish in life
list.”
Write it down
Put in on a “dream wall”
Daily reminder for whatever it is you want to
reach, achieve, accomplish or fulfill
“Help me, help you”
List of 40 companies, banks, individuals,
foundations that could assist in meeting your
“dream” list
21. Connecting the Dots = Success
100 friends x 40 opportunities = 4,000 potential
hits
You only need 1
22. Most people don't get what they want
They don't ask. No one can help if they don't
know what you want.
When they do ask, they ask the wrong people.
For some reason, people are uncomfortable
asking their “Who” for help. They'll ask anyone
except their friends.
When they do ask, they ask to vaguely. Even if
I'm motivated to help a friend, I can't do it when I
don't know what he or she wants.
23. Roadblocks
If you want to have something that you've never
had before, you've got to be willing to do
something that you've never done before!”
25. Create Lists
A list is ruthless because it makes you be specific
about “what you want and don't want.”
Creates accountability because you will have to
let some things go in order to pursue what's on
your list.
It helps you clarify your priorities, your values and
your personal preferences.
28. Important Traits of Successful People
They start
They're not discouraged by obstacles
They turn mistakes and so-called failures into
stunning success
They maintain self-discipline
They stick to it
